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Key Considerations When Buying
Tele-Prospecting Services
Getting the Most from your Tele-ProspectingA tele-prospecting campaign can help fill your pipeline with either qualified or sales-ready leads. It can also help motivate prospects that may have gotten stuck or stalled along the sales funnel. Tele-prospecting campaigns are designed from multiple options, all of which help drive you closer to your goals. Selecting whether your campaign should be hours-based or pay-for-performance is one key option to consider. Making the right decision won’t be as simple as flipping a coin.
You need to evaluate:
• Your business objectives
• Your marketing needs
• Where your leads fall in the sales funnel
Beginning the Process
What are your business
objectives?
What are your marketing
needs?
Where do your leads fall
in the sales funnel?
www.ecoastsales.com 1.877.766.7355 [email protected] © eCoast
Inquiry
Inbound Outbound
Marketing Qualification
Sales Qualification
Close
Won Business
Tele-Prospecting Qualified Leads
Tele-Prospecting Accepted Leads
Tele-Prospecting Generated Leads
Automation Qualified Leads
Sales Generated
Leads
Sales Accepted
Leads
Sales Qualified Leads
Where Do Your Leads Fall?To completely assess where your leads are falling in the sales funnel, consult the SiriusDecisions Demand Waterfall. SiriusDecisions recognizes three distinct sources of qualified leads:
• Automation qualified leads—In a nod to the rise of marketing auto-mation, SiriusDecisions has recognized that some firms will qualify purely through their website and marketing automation program.
• Tele-prospecting qualified leads—Inquiries that are not scored through behavior can be routed through telequalification, providing elements of more traditional BANT (Budget, Authority, Need, Timing) qualification in addition to behavioral and registration.
• Tele-prospecting generated leads—Outbound tele-prospecting, either through direct calling or through referrals from marketing inquiries, will discover and qualify additional leads.
Defining a Lead
Is Hours-Based the Right Choice?Hours-based telemarketing campaigns outline objectives and are limited only by the number of hours allocated. A campaign continues until hours are met.
The conditions for choosing an hours-based campaign are:
• When inbound leads need to be qualified—Some of the challenges you’re facing from your marketing automation efforts are managing the volume of leads, sifting the good leads from the bad, and finding the time to follow up.
• When your objectives are uncertain—There are no historic metrics around a new solution/product awareness, an extended target geog-raphy, or a different vertical to target.
• When you need marketing intelligence—Build a strong campaign using data that identifies buying cycles, buying obstacles, trends in pains, and competitive challenges.
• When you need dials after prior marketing tactics—Assist your internal sales team when there is inadequate time to follow up, hesitation about cold calling, or they are asking non-qualifying questions.
• When you already have prospective leads—Accelerate the sales pipe-line by re-engaging with warm leads that may have cooled or upsell to existing clients.
Hours-Based Campaigns
The Pros
The Pros and Cons of Hours-Based
Drive simultaneous campaign goals such
as qualified leads and building brand awareness,
while capturing new marketing intelligence
Education/training may be needed before
launch
The Cons
May not deliver expected quantity
of sales-ready opportunities
Keep campaign flexibility to
adjust to the needs of the audience
www.ecoastsales.com 1.877.766.7355 [email protected] © eCoast
Pay-for-Performance Campaigns
When To Select Pay-for-PerformancePay-for-performance telemarketing campaigns deliver a guaranteed number of leads. Outbound calling will end as soon as deliverables are met.
The conditions for choosing a performance-based campaign are:
• When there are historical metrics—This means your solution is well-established, you’re familiar with the geography, and you know how to connect with your target vertical/audience.
• When you require a specific number of sales-ready opportunities—Your sales team wants to foster sales enablement among the new recruits, surpass their individual quotas, continue a campaign on a proven concept, or increase the number of sales opportunities.
• When there is already marketing intelligence—You don’t need to acquire new knowledge in order to sell your solution, recognize the competition and are prepared, understand the pains that drive purchasing behavior, or are familiar with the audience buying cycle.
The Pros and Cons of Pay-for-Performance
The ProsThe ConsGuaranteed
quantity of deliverables
Not channel specific and can apply to outside
sales teams/partners
A well-established
brand simplifies campaign
launch
www.ecoastsales.com 1.877.766.7355 [email protected] © eCoast
May result in instances of
quantity over quality
Strict BANT qualifications
could deter valuable early
stage leads
Choosing the Best Vendor
Experience. Collaboration. Trust.You’ve worked hard to design your tele-prospecting campaign. But all of your efforts are wasted if you don’t have a good relationship with your vendor. Choose one that will work as an extension of your team.
Consider these attributes:
• What is their delivery mechanism?
• Can they customize a campaign?
• Are the expectations defined?
• Is there CRM integration?
• Are they experienced?
The eCoast Promise
We Know Tele-ProspectingeCoast has specialized in tele-prospecting since our inception in 2000, with the experience and expertise to orchestrate a well-designed campaign. You’ll have access to detailed information, including business drivers, decision makers, pain statement, budget and timeframe. We guarantee meetings will happen with a confirmation and rescheduling process.
• Appointments are qualified based on stringent guidelines; business decision makers, business drivers, and budget information.
• Each campaign is unique and tailored to your objectives.
• We provide all of the information you need with each lead to be fully prepared for your meeting.
• Dedicated program managers keep you updated and informed with weekly reporting and status calls.
• Seamless integration of data into your existing CRM tool, whether it’s Salesforce or another platform.
• Campaigns are results oriented—we guarantee meetings, or we replace them.
YoureCoastTeam
Inside Sales Reps
ProgramManager
DataAnalyst
QualityAnalyst
MarketingSpecialist
www.ecoastsales.com 1.877.766.7355 [email protected] © eCoast
Weigh the OptionsNow that you have all the information you need about hours-based and pay-for-performance campaigns, you can begin to make the right decision.
About eCoastExperts in technology, and strongly established in the B2B world, eCoast builds relationships through outstanding customer care, by providing quality services and solutions, and by delivering measured results through proven marketing processes. Visit us at www.ecoastsales.com.