Sales Lead for Publishing House

IQR provides subscriber acquisition and renewal services for controlled circulation publishers. We understand that each project & title is unique, and hence we customize our approach to cater to each individual campaign. We are happy to offer a ‘per complete’ pricing structure to ensure that your budgets are managed well as well as your satisfaction with our services.

Publishers have another underutilized asset, their circulation database. Once integrated with the subscriber information from the online systems, Publishers can deliver a higher ROI for advertisers through lead generation that qualifies ‘who’ along with ‘how-many’ and ‘how-to-contact’.

All our calls are recorded as per BPA norms. We have very strict Quality Control procedures which cover Data QA, Voice QA and compliance. Calls are monitored each day followed by coaching & training:

Company's know the value of a qualified business lead which is why they spend lots of money on trade shows and advertising. A quality business lead gets the sales team excited and keeps them motivated on selling. I'm sure you have heard all the excuses in the world on why your sales team isn't selling as much as a business would like them too.

I'm sure the number one excuse is that they don't get enough leads. Sales professional understand that sales is nothing but a numbers game, and that they have to get through so many "NO" answers before they get the "Yes" and close that new business. The fact of the matter is most sales people are lazy and they hate doing the cold calling and business development that is required in order to keep their sales pipeline full. Most sales people feel that they are getting paid to "sell" and not getting paid to do marketing and business development.

As we all know from the go-go days, deploying a new sales team takes significant investment, especially if the sale cycle is lengthy. When venture investment was pouring in, I saw scores of companies spend months building and investing in a sales infrastructure before a single call was made! Their new sales VP would first start his search for regional managers who would subsequently recruit field reps. And then, after the grand sales kick off, it was 6-9 months before the first sale! This just isn’t practical for most companies, regardless of the economic environment.

Over the years, however, I’ve seen an extremely cost effective model being implemented by guerilla companies not flush with cash. The concept leverages the best of both inside and outside sales departments. If you run the numbers, you will see that an inside team is a fraction of the cost of an outside team, especially when you factor in travel, entertainment and other field related expenses. Additionally, an inside lead generator can double – even triple – the effectiveness of an outside representative.

Billions of dollars from business-to-business marketing budgets are spent each year on sales lead generation. Billions more dollars are spent to fulfill and follow up on marketing responses, and to determine which sales leads are qualified and ready for sales attention. Unfortunately, much of this investment in B2B sales lead generation is wasted. Why? Because many sales lead generation programs and lead qualification efforts are not in harmony with the needs of sales.