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New Leads Who Are Eager To Buy Your Firm’s Services
Filling Pipelines With Prospects Who Fit Your Ideal Client Profile – And Nurturing Them To Maturity
Professional Services (PS) executives often tell us that they want new leads. In fact, in research studies we conduct with PS leaders, “lead generation” is often near the top of the list of their greatest concerns. However, when we dig a little deeper and talk to sales and business development professionals, we hear a slightly different message. They really don’t want leads so much as they want prospects. To our way of thinking, a prospect is an organization who needs what you offer, who has a compelling business reason to act soon, who has adequate budget and a willingness to engage in serious dialogue.
When we speak with business development leaders across the United States, we often hear these types of comments:
- Their firm needs to generate substantially more leads to fill sales pipelines and the firm needs to influence success criteria in the early stages of the buying cycle to ensure a favorable outcome.
- Sales and marketing have different concepts of what constitutes a lead and this broken process results in hand-off problems, follow-up issues, and missed deals.
- Lead generation programs are not producing prospects that fit the ideal client profile, creating problems when prospects enter the buying cycle.
- Lead nurture programs are not holding the interest of ideal clients over time, losing top of mind awareness and causing them to look elsewhere when it’s time to buy.
Our Solution
The Shattuck Group develops lead generation programs that aggregate and nurture leads until they become qualified prospects, all while instituting best practices for sales hand-off at the right time.
Value Proposition
Our lead generation programs increase deal flow with ideal clients, increase sales productivity, and positively impact profitability. This empowers greater revenue and a positive working relationship between the sales and marketing functions.
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