B2B Lead Management Marketing Services

A fundamental shift is needed in the way we handle leads. Mass blasting the entire database or routing every “lead” that raises their hand directly to sales results in frustrated and wasted time for all involved. More importantly, it could be costing your company thousands, even millions of dollars. Something has to change and it starts by addressing your lead management process. Only through developing and implementing a Lead Management Framework™ will you be able to address these issues and achieve a measurable return on marketing and sales.

We Have a Lead, Now What?

Recent research by Gartner, Aberdeen Group and other analysts confirm that creating a documented, standardized lead management process is the fastest way to increase marketing and sales effectiveness. We know this is no easy task. That’s why The Annuitas Group has created six distinct lead marketing service offerings to assist you in every phase of evaluating, developing, implementing and executing a Lead Management Framework™. Each lead marketing service offering is comprised of a proprietary methodology that helps you:

• Create alignment between your marketing and sales organizations
• Identify the gaps and opportunities for improving lead management
• Implement clearly defined steps and processes within your organization
• Develop metrics to report campaign success and benchmark future campaigns

The Annuitas Group’s Lead Marketing Service Offerings

1. Lead Management Audit. The Annuitas Group Lead Management Audit™ helps clients “know what they don’t know” by walking through and examining every piece of the Lead Management Framework. To achieve this, we conduct extensive interviews with stakeholders – marketing, sales, ops, finance, executives, etc. The result is a detailed list of gaps and recommendations that ultimately creates a plan for implementing the Lead Management Framework.
2. Lead Management Framework Implementation. The Lead Management Framework Implementation™ service offering prevents any time from lapsing after the conclusion of the Lead Management Audit, allowing your organization to immediately start developing a new lead management process. In this role, The Annuitas Group will serve as an extension of your team as the project leader, working with your organization to implement the necessary fixes identified in the audit.
3. Lead Management Advisory Services. With the Lead Management Advisory Services™, The Annuitas Group helps you continue to mature your marketing and sales lead management process. Through regular reviews, meetings and working sessions, we assist in maintaining “best-in-class” status, upholding a measurable impact on revenue and enhanced ROI.
4. Marketing Automation Selection Services. Many B2B marketers today know that marketing automation technology provides the means to be more efficient and more effective. However, with over 100 providers of this still evolving technology, many are confused as to where to start when selecting the right vendor.  To help, The Annuitas Group provides Marketing Automation Selection Services. Through this service, we help you weed through the complex process of selecting a vendor from defining requirements to making recommendations on final vendor selection.  And because we are vendor agnostic (we do not take referral commissions from any vendor), we can be truly objective on our clients’ behalf. The end result is confidence that your organization has selected the right marketing automation partner.
5. Marketing Automation Optimization Services. While The Annuitas Group recommends establishing a lead management process first, we realize that many BtoB companies alternatively invest in a marketing automation solution. With our Marketing Automation Optimization Services™, The Annuitas Group works side-by-side with your marketing automation stakeholders to implement the six areas of the Lead Management Framework to ensure your organization is maximizing your marketing automation investment and utilizing it to bring efficiency to your lead management process.
6. Lead Management Workshop. In this one and a half day workshop, The Annuitas Group leads marketing and sales stakeholders through a high level audit of current processes within the Lead Management Framework. After the workshop, The Annuitas Group consultants will review the findings with key stakeholders, providing a starting point for enabling change and transformation within your organization.