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Do you undertake lead generation, mainly::
51 weeks 2 days ago
Sales_Outsourcing_Consulting_Approach_and_Methodology

Consulting approach and methodology

The best approach to outsourced sales consulting is built around a fundamental basis that each company is unique. This approach recognises that, although there are recognised and standard processes, these have to be applied on an individual basis.

Sales consulting is all about improving sales performance by analysing a company's current sales methodology, sales processes and people and establishing what they could be doing better.

The Consultants should provide an objective and independent view, and with no vested interest, this ensures that the situation can be assessed clearly to ensure that the right results are delivered. The key elements need to be around:

  • Developing an effective sales and marketing proposition to acquire more customers
    • 1 year 3 weeks ago
    New client

    Selling People are pleased to announce another new client to our growing list of companies that we are providing outsourced sales services to.

    Brewster Associates ( www.brewsterassociates.com ) are a firm of structural engineers - a new one for us but our experience in B2B and internet marketing won us the business.

    We have undertaken a review of marketing and sales and put in place a simple but effective interent marketgin strategy for both the commercial and domestic business.

    1 year 5 weeks ago
    Lead_generation_contracts_and _performance_metric

    A lead generation contract should contain a performance metric. There are three commonly used methods of measurement:

  • Daily

    • An outsourcing company is often paid on an hourly or daily rate to provide a resource of an agreed quality. Although this arrangement helps to guarantee results for the customer and works well once success and trust have developed, it also holds a degree of risk in the early days of a contract.

  • Surveys

    • 1 year 6 weeks ago
    Sales_Outsourcing_Telemarketing_Issues

    What are the issues to be aware of when considering an organisation to provide outsourced lead generation include ?

  • People

    • Above all other issues the quality of the people employed to do lead generation or sales is paramount. Be sure to check the quality and experience of all the sales people employed on your project, and preferably interview them on the phone or in person.

  • Technology

    • Does the organisation use technologies that allow process visibility and control? Do they provide easy reporting facilities? Is it possible to view live activity levels and results instead of static reports?

  • Project Management

    • 1 year 8 weeks ago
    Lead_generation_gradings

    Lead generation gradings

    When undertaking primarily telemarketing / lead generation work for clients we typically use the following grading system for each outbound call that is made by our services

    1 year 8 weeks ago
    Sales_outsourcing_Sales_workshop_topics

    Sales workshop topics

    This outline plan covers some of the basic steps that need to be covered off in setting up a sales engagement.

    1 year 10 weeks ago
    Sales_outsourcing_Product_adoption_lifecycle

    The technology adoption life cycle can be visualized as a bell curve segmented by certain characteristics that must exist for the products to transition throughout each stage of the cycle. The bell curve consists of several phases: Innovators, Early Adopters, Bowling Alley, Tomato, and Main Street.

    Let us describe these different phases:

  • Innovators

    • Innovators are like friends of yours who have just about every gadget you can think of. They are the first to buy into the next great "fad", and the first to retire gadgets to the proverbial closet floor when they have move on to the next latest, greatest new product. For example, a person who purchased a PalmPilot while the casing had the U.S. Robotics logo on the front is a likely Innovator.

    1 year 11 weeks ago
    Lead_generation_approach_account_profiling

    Over a number of days a Sales Researcher will engage in discussions with senior functional managers to understand the key drivers of the business and explore where new IT investment might be required for a lead generation campaign. Once they have gathered the business intelligence only then do they engage with IT and learn more about the existing IT infrastructure and their future plans. Profiling work can range from a day's activity through to 3 or more days depending of the size and complexity of the account under investigation.

    At the end of the exercise a paper is produced summarizing all the information gleaned, the contracts identified and recommendations on next actions.

    A typical account profile report would contain:

    1 year 12 weeks ago
    Sales_outsourcing_Value_proposition_development

    The topics below are used in a short workshop to determine the value propositions that a business has. A clear understanding of these will enable better focused sales and marketing initiatives to be prepared. In preparation for the workshop attendees should bring the following information if available:

    Case Studies, Price lists/guidelines, Product/Service collateral.

    Any ROI studies/Information, Product/Service Development Roadmaps.

    Workshop Objectives:

    1/Understand Market propositions for products/services:

  • Identify Target Markets
  • Potential buyers
  • Buying motives
  • Buyer types
  • Account Development Strategies

    • 2/Develop sales and marketing strategies/tactics required for successful sales campaigns

    1 year 12 weeks ago
    Lead_generation_approach_3_3_target_account_approach_and_profiling

    This article is a complement to our LAMP process , focuses on target account approach and profiling, which can be useful in certain types of Lead generation campaign provided by Selling People .

    With some campaigns there are 1000s or 10,000s of potential targets and these are suitable for e-marketing and telemarketing, however, with other campaigns there are only a handful of targets.

    Many organizations would benefit by focusing their efforts during recession on one or two of their key Value Propositions and 20-50 key or target accounts/prospects.

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