Services
In-Depth Sales Lead Generation: TelediscoverySM
While Lead Generation as a telemarketing service has been around for years, its classic methodology is poorly equipped to effectively unravel complex purchasing initiatives typical of enterprise technology sales. Traditional outbound telemarketing may be a cost effective tool for identifying stand-alone decision makers and static initiatives that involve one department or decision maker. However, the emergence of enterprise software has spawned a vastly more complicated decision-making process. The line-of-business manager is taking on an ever-increasing role of influencer and decision maker in large-scale technology acquisitions. For this reason, most telemarketing firms are finding it more and more difficult to develop actionable sales intelligence for its clients. Their staff is inexperienced, have trouble grasping how business problem map to software solutions, and have even more trouble finding and engaging decision makers. Once decision-makers have been identified and contacted, most outbound telemarketers find it extremely difficult to get the executives to "tell their story" before the calls abruptly end. Our approach to Lead Development Management -- we call it "Telediscovery" -- is much different.
Traditional Telemarketing |
MarketOne TelediscoverySM |
|---|---|
Focus is on qualifying target individuals. |
Focus is on qualifying target companies. |
Activity is following up on inquiries or "cold calling" into contact lists. |
Activity is to map the organization and identify key decision-makers before qualification begins. |
Goal is to drive contact to an event or respond to a specific marketing / sales offers. |
Goal is to discover business problems that our client's solutions can solve. |
Interview focuses on one specific solution. |
Interviews start with one solution, but may lead to discussion of other products. |
Short interviews determine basic qualification. |
Multiple, in-depth interviews determine a sales strategy. |
Leads may require further qualification before ready for sales force to pursue. |
Leads fully qualified for the sales force to pursue. |
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