OppGen vs. LeadGen
SALES FUNNEL DEPTH
While there are many differences between the OppGen approach and the typical LeadGen approach, the most obvious is where you get involved with prospects in your sales funnel.
Lead generation services are a one-and-done meeting setting offering. This means that any leads scheduled to talk to you are at Step 1 of the sales process.
The meetings we set up for you are always with qualified, interested buyers. Before your meeting, we arm you with information on things like the prospects’ pain, key decision makers, and buying timelines.
Finally, we can attend the meeting with you as part of your sales staff, helping move the opportunity through the sales process to eventual close.
Bottom line? There is really no comparison between OppGen and a LeadGen company.
PRODUCT/SERVICE KNOWLEDGE
How much does your LeadGen cold-caller know about your product or service? Can he answer any of the prospect’s questions or is she just reading a script?
As the saying goes, you don’t get a second chance to make a first impression. A smile-n-dialer cold-calling your key prospects and reading them a script definitely makes an impression – a spamming telemarketer.
And remember, he will start his spiel by saying he is from your company!
The OppGen preparation involves multiple meetings with our whole team – our President, Senior Sales Manager, Campaign Architect, Researcher/Copywriter, Data Specialist, and last but certainly not least, your assigned Sales Rep.
These meetings and a lot of homework on our end results in pages of background information, detailed targeting criteria, an extensive positioning statement, and a complete selling playbook.
Our sales team will use this information to build sufficient expertise in your offers to make an excellent first impression on your key prospects and every impression after that.
PIPELINE MANAGEMENT
The role of a LeadGen company in managing your pipeline is simple to explain – NONE. Their “close” is setting up the first meeting, whether qualified or not, and that’s it.
That would be very helpful to driving sales if your sales pipeline actually flowed like a pipeline, but unfortunately, the path your customer takes from lead to close is nothing like a straightforward pipeline. It is much more like trying to herd cats.
To get a complex deal to close takes perseverance, patience and time. Decisions are seldom made in a vacuum so you must gain and keep the support of every key decision maker.
Your OppGen sales team has many years of experience clearing the obstacles and persistently guiding opportunities towards closed deals. The value of your pipeline depends on doing the hard work to keep things flowing.
OppGen will do this hard work for you so that you can concentrate on delighting your new customer!
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