FRONTLINE Selling Introduces Push-Leads(TM)

Fresh Approach Bridges Gap Between Sales and Marketing

ALPHARETTA, Ga., July 22 /PRNewswire/ -- FRONTLINE Selling, the leading
provider of high level, business-to-business demand-creation training
solutions and outsourced services, announces Push-Leads(TM), highly targeted
sales leads that are quicker to close, cost less to generate, and deliver
significant results. Utilizing FRONTLINE Selling's Repeatable Demand Creation
Process (RDCP), consisting of proven processes, methodologies, and
technologies from FRONTLINE, clients or FRONTLINE's outsourced services teams
identify key decision makers within specifically targeted companies to create
these Push-Leads. Clients use the leads to penetrate new and existing markets,
generate net new sales, and brand themselves as a true solution provider in
their marketplace.
"Traditional lead generation programs yield volumes of leads but not the
leads your sales team really wants. With our approach, we start by
understanding which are your most coveted, sweet spot accounts, and then use
our methodology to generate only targeted leads within those accounts," said
Mike Scher, president and co-founder of FRONTLINE Selling. "In the process,
hundreds or even thousands of executive decision makers receive the client's
branded value proposition message in a professional, low-touch fashion. Our
process entices these key players to pre-qualify their interest by asking for
a client's collateral. In some cases, they are so inspired with elevated
interest that they specifically ask for someone to call them."
Push-Leads are defined as an identified individual, matching a pre-defined
role/title/job function in a specifically targeted account, which has directly
or indirectly expressed an interest in and has received high value collateral,
such as a whitepaper or case study. "Push-Leads are workable -- they are the
leads sales people actually want, appreciate, and can be held accountable to,"
adds Scher.
Previously, one client generated leads through tradeshows, Search Engine
Optimization (SEO) Campaigns, Syndicated Whitepaper programs, and Online
Advertising at a cost of $60.00 each for a total of 1000 leads. Only 15% of
the leads produced were workable, i.e. represented a targeted title at a
targeted company. After follow-up on the 15% of the leads, the client
converted about 7% of those for a total of 10 appointments, at a cost of
nearly $6000 per appointment. Using FRONTLINE's Push-Leads program, which
consisted of creating messaging, developing a target list of 500 accounts, and
utilizing FRONTLINE's RAMP-UP(TM) methodology process, the team produced 250
Push-Leads. Leveraging FRONTLINE's Follow-up 2.0 training, the client
converted 30% of the Push-Leads for a total of 75 appointments, at a cost of
$413.00 each. FRONTLINE's Push-Leads program was 93% more cost effective.
To find out more about FRONTLINE's Push-Leads program, download the
whitepaper, "Mommy, Where Do Leads Come From?" at
http://www.frontlineselling.com/contact/download.htm.
About FRONTLINE Selling
FRONTLINE Selling helps companies that sell "high-value" solutions become
more effective at building their sales pipeline. We do this via a strategic
Vision-Lock(TM) Selling approach providing structure, metrics, and a common
language around your demand creation activities. To support Vision-Lock(TM),
we have developed and utilize our own tactical methodology (RAMP-UP(TM)) for
execution. The result is a repeatable and measurable sales process
transforming sales people into highly leveraged communicators of your value
offering.
Companies, such as Arcsight, BEA Systems, GuardianEdge, Microsoft, RIM,
Symantec, and VMWare, take advantage of FRONTLINE Selling as either an
outsourced services provider, leveraging our RAMP-UP(TM) methodology, where
FRONTLINE identifies targeted executives and secures their TIME and ATTENTION,
or in a skills development workshop, where FRONTLINE teaches these repeatable,
proprietary methodologies to the sales team.
Either way, sales people are able to engage in meaningful business
dialogues with a highly coveted audience. The result creates net-new sales
cycles with your solution at the forefront of dictating the business
requirement and the buying process. For more information, please visit us on
the Web at http://www.frontlineselling.com.
For more information:
Becky Boyd
MediaFirst PR - Atlanta
(770)642-2080
becky [at] mediafirst [dot] net

SOURCE FRONTLINE Selling

Becky Boyd of MediaFirst PR - Atlanta, +1-770-642-2080, becky@mediafirst.net