Lead generation and appointment setting

Get those sales meetings in your diary

Purple Demand is successful at identifying opportunities because we know the approaches that work best with technology end users, regardless of whether a programme is solution-led, business-led or software-led. We represent you as you want to be represented.

It takes passion and persistence to set up meetings and appointments. And you might have found some telemarketing firms over-eager to the point of making prospects wary of your brand, rather than enhancing how you’re perceived.

Purple people are adept at holding unscripted conversations on complex or technical subjects, allowing them to identify end user needs and to pinpoint opportunities as they arise. Our programme managers not only take responsibility for detailed reporting throughout each campaign; they also have a strong advisory role at the outset to help you maximise the effectiveness of your plans.

We arrange appointments, manage attendance for seminars and events, built lists from scratch and develop cross-sell and up-sell promotions within your existing end-user base.

No channel conflict

Because of our familiarity with the IT channel, we are ideally-placed to manage co-marketing projects and campaigns sponsored by vendors. We have extensive experience in the field of partner recruitment, such as identifying and contacting new software vendors to work with manufacturers, or identifying and recruiting distribution and reseller partners in the UK and EMEA.

Put simply, we’re channel-friendly.

Engagement model

Clients engage us for individual tactical campaigns, and for medium or long-term projects alongside our associated data management services. Purple Demand’s structured take-on process means that we are able to start programmes very quickly – often within a matter of days.

Each campaign is managed as a bespoke programme: the process begins with a definition workshop, from which we help define and refine the proposition. Our capability in proactively developing your campaign themes includes creating an ‘elevator pitch’ for each; this increases the success rate of calls because our people understand how to present your message in a sales context.

Purple Demand facilitates a programme definition workshop for each campaign, providing a fast track to getting it up and running. The workshop reviews and defines:

  • Campaign objectives and strategy
  • Key metrics and success criteria
  • Elevator pitch and guide for conversations
  • Market drivers and target prospects
  • Objection handling
  • Development of ‘hook’/promotional items, including design and production of campaign-supporting collateral such as datasheets and other product information
  • Lead classification and scoring
  • Process for distributing and managing leads

Each campaign typically includes deliverables such as:

  • Campaign briefing document, confirming the requirements, method, key objectives and metrics.
  • Call activity reports for operational tracking of performance.
  • Regular reviews and conference calls for continual refinement of campaign.
  • Lead sheets detailing conversations and next steps.
  • CRM build to maintain a central record of campaign progress.
  • End of campaign report providing valuable feedback on the programme, with key findings, win-loss analysis and recommendations.
  • Real-time campaign management using LeadMaster available on request if you don’t already have a preferred CRM system.
  • Campaign database enriched, cleansed and returned.
  • Post-campaign review to discuss next steps and opportunities arising from the programme.

To enable a programme to commence the following prerequisites will need to be taken into consideration:

  • Solution-specific training for the Purple Demand sales team
  • Agreed messaging
  • Existing database or brief on data requirements
  • Agreement on reporting requirements

Naturally, individual campaign results are subject to many variables, but in our experience the following ratios should be achievable for most programmes:

80-120 call attempts resulting in 10-15 decision maker conversations. Lead rates vary from campaign-to-campaign and are typically somewhere between 0.5 to 1 lead per day, per caller. This approach is scalable simply by varying the number of man-days assigned to the project for any given period.