Demand Generation – Lead Generation – Lead Nurturing

The Sales Support System – custom designed
to your sales and marketing operation

The Sales Support System doesn’t come in a box and it can’t be delivered with a download.  It simply represents the step-by-step approach we will take to improve your sales process.

And this is no “one-size-fits-all” system.  We start with the sales process – your sales process.  We map out each step in your process and we take time to understand how you currently handle those steps.

Only then do we make our recommendations.   This may include the introduction of a new program or simply the tweaking of an existing program.  We may see a need to get involved with some steps in your sales process – and not in others.  At the same time, we may decide to phase in different steps at later dates.

Step 5 – Lead Communications

While many “lead follow-up” programs are designed to engage and motivate your prospects, you should also look for ways to educate and communicate.  This is best done through newsletters – both email and printed newsletters.

Newsletters can be developed around many different formats – multiple articles, single article, multiple short items – whatever is going to provide your readership with useful information.

Content may include commentary, how-to articles, case studies, customer interviews, industry leader interviews, upcoming speaking schedule, new product announcements, new clients, new hires, job openings or even excerpts from other industry publications.

You can publish your newsletter with any frequency – generally once a month, twice a month or once a week.  Which is the right frequency?  Once a month is a minimum – anything less won’t get noticed as a periodical.  Generally, we recommend frequency over length.  If you have multiple articles, we suggest you use them as separate issues rather than combining them in the same issue.

How we can help:
We can work with you and your staff to provide whatever level of service you may need.  You are free to handle any or all of this on your own, but if you need our help:

  • We can help you outline the scope, format and frequency of your newsletter.
  • We can help you develop the content ideas and coordinate the assignments.
  • We can research and write some or all of the content of your newsletter.
  • We can design the newsletter template – and then produce and execute each issue.

Remember, newsletters often start with the best intentions and a firm commitment to stay on schedule.  If you get started but find that you’re unable to produce your newsletter in a timely manner, call us and let’s discuss how we can help.

Call Bob McCarthy at 508-473-8643 to discuss your project.