b2b sales, lead generation and customer acquisition

Efficient acquisition: lead generation - lead management and sales controlling

We have developed an acquisition strategy that is conceptually meaningful and practical to implement, and at the same time economical and motivational for the sales function. Our process has been successfully implemented in more than a dozen b2b acquisition projects.

The philosophy is simple: we consistently measure, learn and improve each individual element of the lead generation and lead management process.

Our Customer Profiling Model determines target customer profiles that are interesting for generating leads in the b2b marketplace. This results in the exclusion of the great majority of participators in the market.

Target group selection is controlled via the Dastani "Wave Approach", by which the best segments for the lead generation campaign can be identified through continuous comparison of the performance in different b2b target groups.

Our web-based lead management systems ensure that the sales function is supplied with high-quality leads (prospects). But they also ensure that the sales function follows up the leads that have been generated quickly and adequately. With our KPI-based controlling, strengths and weaknesses in the sales function are quickly recognisable and can be reacted to immediately.

Market information gained from all these contacts form the basis for future b2b marketing communications. In accordance with our statistical recommendations, companies with verified potential are targeted and addressed on a regular basis.

The results of this methodology are excellent:

- Reduction of acquisition costs to a realistic level

- Average lead rates of well above 10% in the lead generation campaigns

- Average sales closure rates of over 10%

- Average return on investment of our campaigns between 2 and 5