Thanks to vehicles like search and social media, companies are generating more leads than ever, but many of those raw inquiries can be unqualified, outside a company’s target profile, or just plain junk. 

Automated lead management can help.  By implementing a systematic program of lead scoring, lead qualification, and lead nurturing, companies can:

• increase sales productivity by automating lead qualification, eliminating wasted resources following up on junk leads
• eliminate missed opportunities by ensuring that every lead is contacted in a timely manner, regardless of sales bandwidth
• shorten sales cycles by nurturing existing prospects and advancing them along the sales process, with or without sales involvement
• increase the ROI from all demand generation programs by converting more raw leads to qualified opportunities

Meet your lead management partner.

A new breed of cost-effective, easy to use marketing automation solutions puts automated lead nurturing within the reach of even the most modest marketing budget.  However, even though these tools automate the process of lead management, they don’t advise on best practices, or develop custom workflows, or create effective emails and landing pages by themselves.

At Spear, we’re experts in utilizing marketing automation technology to create custom tailored lead nurturing programs that help our clients get the most from every lead.  We provide a range of lead management services, whether you’re looking for a turnkey, managed, agency-driven solution, strategic consultation, or just a creative resource. 

Spear is more than just an implementation partner.  No matter whether you’re just getting started with lead nurturing, or looking to get the most out of an existing marketing automation solution, we can tailor a program to meet your needs.  We’ve helped clients:

• select the right marketing automation solution for their precise needs
• set up, configure, test and troubleshoot lead management systems
• manage lead management systems while in-house staff gets up to speed
• design comprehensive lead management strategies, including custom workflows that define frequency, offers, list segmentation, triggers, rules, lead scoring criteria, and more
• write and design effective emails and landing pages based on lead management best practices

Frequently Asked Questions

	Why would I work with Spear and not go direct to a marketing automation vendor?
	I already have marketing automation software in house but I need help with lead nurturing strategy, best practices, creative, etc. Can you help?
	I like the idea of Spear helping me get our lead nurturing strategy up and running, but I’d also like to have access to the system. Is that a problem?
	What if I just need help with implementation?
	I’m not sure we generate the volume of leads to merit a marketing automation / lead management solution. How big do we have to be?

Why would I work with Spear and not go direct to a marketing automation vendor?
Working with Spear to implement a lead nurturing solution is ideal for companies who are:

• Limited by resources or bandwidth from fast, complete, or effective implementation of a lead nurturing program, and/or
• In need of best practices, strategic counsel, or expert creative resources to help design an effective lead management strategy

Marketing automation is great technology, and can even be relatively easy to use, but the software doesn’t write emails or design landing pages for you, and it doesn’t advise you on tone, content, offer strategy, frequency and the other critical factors that make for a successful and effective lead management program.

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I already have marketing automation software in house but I need help with lead nurturing strategy, best practices, creative, etc. Can you help?
Answer: absolutely. We’ve worked with many clients who already have marketing automation systems in place and are looking to get the most out of that investment by developing, or optimizing, the underlying lead nurturing strategy. That assistance may involve consultation, workflow development, program design, e-mail and landing page creative, even systems implementation and management.

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I like the idea of Spear helping me get our lead nurturing strategy up and running, but I’d also like to have access to the system. Is that a problem?
We can accommodate any level of user access required. A typical scenario is to have Spear set up the system, configure and test the software, design the underlying strategy, run it for a period of, say three months (while you and your team get up to speed), and then transition day-to-day management of the program to in-house staff, calling on Spear as needed for adhoc creative and strategic assistance.

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What if I just need help with implementation?
If implementation is your only need, Spear probably isn’t a fit. Our true added value is in providing expertise, best practices, program design, and strategic counsel to help make your lead nurturing strategy as effective as it can be. Set-up and implementation is part of our solution, but only in the context of these other services.

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I’m not sure we generate the volume of leads to merit a marketing automation / lead management solution. How big do we have to be?
Marketing automation doesn’t have to be expensive, and the license cost is typically variable based on either the size of your CRM database or your ongoing usage. Even a relatively low number of leads can substantiate the investment if 1) sales bandwidth or other factors are preventing you from adequately responding to and nurturing inbound leads, and/or 2) the value of your product or service makes every incremental opportunity gained extremely valuable. Most of the implementations we’ve coordinated involve managing a monthly volume of at least 500 leads.

If you have other questions not listed here, please contact Spear directly at 925-891-9050 or .(JavaScript must be enabled to view this email address).