Lead Qualification: An Important Step in a Successful Sales Process

Lead Qualification: An Important Step in a Successful Sales Process

“Etech Global Services is a leading provider of intelligent sales, service and technology solutions specializing in inbound and outbound voice and live chat. For over a decade, we have been helping companies cost effectively acquire new customers and maximize profits by servicing and growing existing customers.”

The paragraph above is the very first paragraph on the homepage of Etech’s website. This is a very good overview of what we do as a company and the broad range of services we provide. However, today I’d like to focus on one very specific aspect of our services which is Lead Qualification.

What is Lead Qualification anyway?  Well, according to the Dictionary of Marketing Terms, lead qualification is the marketing activity focused on evaluating the readiness, willingness and ability of a lead to buy.  At Etech, we take Lead Qualification very seriously since a qualified lead is the first step in closing that sale.  We partner with our clients in order to gain a deep understanding of their value proposition and then we basically become an extension of their sales force and an active participant within their organization.

Our on-shore, off-shore and near shore locations allow us to offer 24/7/365 support to our clients. Our services cover every time zone and we support both English and Spanish speaking customers.

Our lead qualification service spans many communication channels including voice, live chat, email and text messaging. Additionally, our lead qualification program includes a dedicated account manager and analytics team.  With this, we also overlay our Quality Assurance services to ensure potential customers have the highest quality experience possible. During the process, we also gather critical business intelligence data to help management understand what is resonating with their audience and where they need to improve. All of the data is housed in a sophisticated CRM database and our clients have full access to their data at all times.

Some of our common lead qualification services include:

  • Appointment Setting
  • Event Registrations
  • Demo Setting and Presentations
  • Lead Nurturing
  • Sales Prospecting
  • Customer Database Cleansing
  • Phone Surveys

Our Lead Qualification process has yielded very positive results for our clients. They have seen:

  • 105% Increase in Lead Volume
  • 85% Reduction in Cost Per Lead
  • 96% Customer Satisfaction
  • 103% Increase in Sales Team Retention

If you find that Lead Qualification is one aspect of your business that is falling through the cracks, contact us at Etech Global Services.  We will work closely with you to determine your specific needs and then implement the appropriate steps to strengthen your lead qualification, turning leads into happy customers.

This Blog entry was written by Matt Rocco, President and Managing Partner of Etech Global Services. If you would like to learn more about Etech and contact center technology and service solutions, please contact at info@etechgs.com.

Matt Rocco

Matt Rocco

Matt Rocco is the President/CEO for Etech Global Services. Matt is a 38-year veteran of the BPO industry. He has held key leadership positions within Dun & Bradstreet, The Berry Company, and Etech Global Services. In the past 38 years, he has spent time in every facet of call center operations and outsourcing processes. Matt has been an avid speaker at many industry events and was featured in the articles of various renowned periodicals including The Wall Street Journal, Contact Center World, Call Center Magazine, Call Center Times and others.

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