Sales Qualified Leads
Overthe past few years, businesses have seen a steady flow of leads, but qualifyingthem into the sales pipeline remains a challenge for many. Numerous frameworks exist to ensure leads are qualified from every angle, yet only a few advance to a second-level call—let alone a proposal or further stages. Common issues include over-communication, irrelevant emails, wrong prospects, poor cadence, lack of proper follow-ups, and more.
The Lead Market has been servicing customers across the United States, Australia, and Canada for the past eight years.
As part of our sales-qualified leads generation model, we never promise a specific number of leads to our customers. Instead, we focus on closures and proposals, always discussing return on investment (ROI).
Promising a specific number of leads often leads to unhealthy practices for any campaign.
It makes more sense to nurture prospects properly, allowing them to make a decision when the timing is right. Sales-qualified leads generation is a process that considers many factors, with the most important being:
- Timing
- Email Basics
- Campaign Understanding
Timing
We all need to understand that without the right timing, nothing moves forward. But this raises a big question: how do we know the right time?
The answer is, nobody knows. Those who claim to know are often offering vague solutions based on secondary databases, with only 1% conducting primary research.
We recommend emailing weekly with fresh content each time. We’ve had prospects get back to us after more than two years. The Lead Market’s email marketing strategy is robust, generating meaningful conversations. We’re not focused on numbers, so don’t confuse us with agencies promising 10 guaranteed leads per month. We aim to bring ROI, which is why we prioritize sales-qualified leads.
“At The Lead Market, we never compromise on the basics of email marketing”
Email Basics
We firmly believe that the world-renowned communication tool, "Email," still holds immense potential for generating quality sales-qualified leads. Emailing every 2 or 3 days doesn’t make sense—if you or your current agency is doing that, it’s likely harming your prospects. Instead, we should respect their inboxes and communicate in a subtle, thoughtful way.
Campaign Understanding
When you outsource lead generation and appointment setting, it’s crucial that your vendor understands how to deliver sales-qualified leads. With our extensive experience in the market, The Lead Market has found that sales-qualified leads come from mastering the art of nurturing, follow-ups, and patience.
We follow a simple equation: if there are enough prospects in the market, there will be leads. Therefore, focusing on building the right database makes more sense than bombarding prospects with emails or calls.
“Sales-qualified lead generation is a slow but meaningful process”
When we kick off any campaign, we start by identifying real prospects. After understanding the persona profile, we scrape relevant information with our tools. Our prospecting agents then screen the data to ensure no prospects are left out. This database-building process continues throughout the campaign—not only adding new prospects but also refreshing old ones to ensure the data remains accurate.
Once we have the right data, it’s essential to email prospects with relevant content. Sending irrelevant emails adds no value. That’s why we have a dedicated team to research and analyze what should be included in our emails. This step is critical as it encourages prospects to engage, leading to nurturing and, eventually, scheduled appointments.
Sales-qualified leads must meet certain criteria including
- Budget
- Decision Maker
- Deadlines
- And whether they are actively seeking services.
Once these parameters are met, you can determine whether the lead will move to the next stage or close. These are the kinds of leads businesses want on their calendars. While this isn’t always possible, thanks to our effective email marketing strategy, we secure leads most of the time.
Let’s Talk Numbers
Of all the leads we schedule or work on, 92% move to the next stage or reach the proposal stage, and 82% ultimately close. When you surpass benchmarks set by industry leaders, you know your process works. Every month, we generate 500-600 appointments. Our success stories are published on our official LinkedIn page. You can follow our page to see these stories for yourself.
Email marketing is widely known and easy to implement—if you know how to do it right. Random emails won’t achieve results.
“Our customer retention rate is around 87%, well above the industry standard”
A lot goes into one email
You also need to understand the technical aspects of email marketing. In today’s world, with advanced email filtering, spam filters, and prospects who are wary of unsolicited emails, you need to address these challenges.
Behind every email delivery are many technical aspects. You must have the technical acumen to understand email delivery. At TLM, we have a dedicated team that monitors domain reputation, tracks email delivery points, maintains sender reputation, manages IT infrastructure, and measures other important metrics, making us a reliable vendor for providing holistic sales-qualified leads solutions.
But that’s just one aspect. You also need compelling email scripts because data without effective messaging is useless. Our emails are created after extensive A/B testing, and we update them annually.
For example, an Orange County-based MSP had everything—data and the team to handle their outreach—but couldn’t get it right. After an introductory call and understanding their needs, we pinpointed the issues, optimized their data, and launched campaigns that delivered positive results. Six years later, they remain our client and have referred over 10 clients to us.
Your compliance practices must also align. If you don’t include a one-click unsubscribe option, prospects will dislike your approach. At TLM, we ensure that the one-click unsubscribe feature works in every email and with every email client, making it easy for prospects to opt out without damaging your brand’s reputation.
Your IP reputation is another crucial factor when sending emails from a specific IP address. Monitoring your IP reputation regularly is essential to ensure successful email delivery from that IP range.
To review the success stories of our campaigns and their outcomes, please visit our case studies by clicking the button below. You can also book a call on our calendar to discuss this in more detail.