About Marketing to Sales
We provide strategic planning and tactical implementation services to improve and measure the return on investment from marketing campaigns, including trade shows and events. We consult to develop lead management plan, including target prospect definition and other qualification factors to refine the lead. We work with marketing and sales team to establish accountabilities for lead disposition, including resulting sales.
This collaborative approach was also found to empower companies to benchmark the marketing venues that proces the best return on investment, since both marketing and sales accountabilities are defined upfront.
To get the job done, we partner with best-in-class software technology companies, business process improvement consultancies, data inputting firms, as well as trade show creative agencies to team up for success.
President and Founder
Deirdre A. Junta
As Director of Corporate Sales--Trade Shows for Kemper Insurance Companies, Illinois' largest privately held company, Deirdre established lead management processes and ROI measurements for all major face-to-face marketing campaigns. She also developed practical lead management procedures and tools that simplify reporting processes and positively impact the capture of qualified leads.
Along the way, she developed a process to enable marketing and sales to define, manage and report qualified inquiries from initial contact to RFP to closed sale. She found that establishing consensus on marketing and sales objectives, as well as characteristics of a highly qualified lead was critical in delivering leads that convert after the event.
Equally important has been a career-long commitment to tracking and documenting results of marketing campaigns. In both junior and senior roles, Deirdre has made measurement and benchmarking a priority, well before marketing return on investment became a mantra and mandate.