Areas of Concentration
Channel Development
Whether you are building a new sales channel or want to review the progress of a current channel, we can help you with that. Our years of experience in building successful sales channels will provide the necessary background and speed to market that is required. The review of current channels will provide the feedback to make changes or adapt your current channel to meet the changing needs of your customers.
The channels can take many forms. Whether it is a complimentary build to support current sales activity, lead generation, chat, win back, or a channel to add-on and increase the value within the current customer base.
Let’s discuss what might be best for your business. Our team can take you from concept to execution, quickly and effectively.
Targeted Approach
Many companies are faced with the idea that they need to increase sales and product relationships with current customers but are unclear how to start the process. Together we will determine the approach and target the activity to meet the desired results. The activity could be to compliment current outside sales activity, increase product relationships to current customers or win back those customers who you may have lost over time.
In order to maximize results the approach currently being taken will also be reviewed to see if it can be modified or adapted in any way.
Different types of customer acquisition require different support and activity. We will determine the best approach for your company.
Communicating Value Proposition
The sales presentation must clearly define the value the customer will receive by engaging or resigning with the company. There are many techniques to ensure that customers respond to the sales representative and exceed the compliance standards that must be met by individual market. All scripting will adhere to the Telephone Consumer Protection Act (TCPA) protocols that are clearly defined.
Whether you want a review of current or an assessment of future scripting, we can provide the insight necessary to make your campaign more successful while remaining compliant.
Training
Training at campaign introduction as well as remedial training, is essential to the success of the program. When the campaign is defined or a current campaign is reviewed we will train the sales representatives and the sales leaders to ensure ongoing success. We will customize our training to meet your unique product and industry requirements and leave your sales team with the tools and methods that are necessary for repeatable sales execution. With many years of experience selling into all industries and markets, we know what works and want to transfer that knowledge to your team.
Ongoing Support
Our strategy is not “one and done”. We will continue to support the sales representatives and the sales leaders to ensure they are exceeding the requirements that have been outlined for the channel. Call monitoring and coaching the sales representatives as well as the quality assurance staff is critical to ensuring that all levels within the business are on the same page. Adjustments to the script and the training can be realized through ongoing support of the program.
The benefit of the inside sales channel is that all calls are recorded and form the basis of call monitoring and can change direction based on the presentation and the response of the customer.
Metrics Management
The activity generated by a specific campaign can be easily gathered. The review and explanation of those results can be something completely different. Is your organization working with actual results to improve the actions and activity of the sales people or are you not capturing results at all?
How often you review the results and measure the effectiveness of your campaigns will be instrumental in charting the course of future actions. Our goal is to move the needle not to reinvent the wheel.
We can review your results or implement the reporting necessary for the management of your company to easily measure and change the course of a current campaign.