Telesales Services
Companies that work with Sales 2.0 develop a pipeline full of leads by implementing lead generation programs built around a high-impact telesales core. Our clients have boosted their sales results 3 - 10 x by working with
Sales 2.0.
Our approach works by using skilled telesales professionals aided by a systematic sales process that has been tuned in other engagements and supported by the most effective “Sales 2.0” sales tools. We optimize call targeting, messaging and call volume.
Curious? Get an instant quote on our telesales services here.
“Sales 2.0 should be very high on your list. We are currently using them for sales outsourcing services for
The CEO Connection. They are doing a great job.”
George Bradt, Managing Partner, PrimeGenesis & The CEO Connection
Prepare
We first tune your value proposition (“elevator pitch”) and incorporating it into a telesales script. We also work with you to make sure your target prospect profile is right on. Then we develop a database of specific companies and individuals to call in these companies, incorporating your existing contact database.
We use tools and techniques that allow us to monitor target accounts for trigger events (such as a new executive or a new product launch). We use these trigger events to prioritize our calling activity, focusing on companies undergoing change where a need for a new product or service is likely to be higher.
Example Project
A client with a new business services product gained $300,000 in revenue in the first year of the product launch working with a Sales 2.0 telesales team. The client’s investment was $50,000 and hence their ROI was 400%. This was a CxO level sale, where several other telemarketing firms had not been successful.
Contact
We then start calling into your target prospects. We work with voice mails and assistants as allies and find referrals to your decision makers. We update the contact database with the key contacts for your product. Our callers uncover opportunities and qualify interest to see if opportunities are a fit for your sales pipeline.
We use a multimedia approach to connecting with prospects not relying solely on the telephone. We use email for follow-up and ground mail for extra “touches” to executives we are trying to reach.
Research shows that it takes up to 7 calls to reach an executive and up to 12 calls to reach a CEO, so we don’t stop contacting prospects until we are significantly above these numbers. Combining this polite persistence with our multimedia approach tends to get our attempts at connecting above the noise.
Nurture
We start a lead nurturing process with all contacts that are well-profiled for your product by gathering their contact details (email and address). We then work with you to send these contacts regular communications from your company that will keep you connected to them when they are ready to buy.
Research shows that as many of 65% of people interested in your product may buy later not today, so lead nurturing can improve your pipeline by up to 3 times.
Curious? Get an instant quote on our telesales services here.
Consulting Services
Companies consume our services on a customized basis. They use our consulting services to analyze, recommend and implement small or large changes in the way their sales forces operate.
Assessments: companies assess their overall sales performance and drill down into specific areas of concern. They go through a thorough checklist of their sales systems and see how these are impacting their sales outcomes. They look at their go-to-market strategy and assess how it is affecting sales results.
Tune-Ups: when performance is falling short but there has been no significant change to the business environment or company strategy then a “tune up” to a company’s sales environment can be appropriate. Companies first assess what is not working effectively and then move into action to optimize underperforming systems.
Transformations: when corporate strategy changes or a new product is introduced significant shifts are driven into the company’s sales force. In these circumstances companies carefully assess the impact of these changes and develop suitable integration plans. They work with Sales 2.0 to implement necessary changes working closely with all parties in the organization.
Companies work with Sales 2.0 to assess, recommend and implement solutions in the three dimensions of sales environments: people, process and tools & information.
People: does your company have the right people in place to perform the sales functions you need? Do you have enough people in place? Can you recruit them in your desired time period? Do you need to supplement with external resources?
Process: how do your sales and marketing processes work to produce sales? Do marketing processes and sales processes work effectively together? Are your efforts being targeted most efficiently? Are processes clearly documented and uniformly implemented?
Tools and Information: how does information flow around your organization? How do sales and marketing people find information to help them generate, manage and close deals? Do departments share information effectively? Are your groups using the latest and best tools available?
