Virtual Sales Force Sales. Sales Revenue Generation Services. Integrated Marketing Campaigns

Transcription

1 Virtual Sales Force Sales Sales Revenue Generation Services Integrated Marketing Campaigns

2 VSF Services Virtual Appointment Setting Profiling Customer Brand Awareness Event Registration Surveys Interval-Based Nurturing Database Acquisition Database Cleansing/Management Deduping/Record Association Complex Search/matching Logo Creation/Customization Direct Mail Integrated Campaigns

3 Partial Customer List

4 What makes VSF Unique Shared Risk - Rates based on COMPLETED APPOINTMENTS Transparency - Real time access to campaign records Competitive Pricing Appointments as low as $275 Management Remote real-time campaign monitoring Brand Awareness - Long Term prospect Nurturing and Warming

5 Why most appointment setting campaigns don t work Prospect forgets about the appointment Appointment approach get the appointment at all costs causes prospect to feel resentment towards company So called leads are not qualified but you don t know that until the campaign is over Customer is left to project manager as call center is not paid on performance Record access infrastructure - not geared 100% to efficient prospecting most are not even a web service

6 Virtual Appointment Method Integrated reminder technology ical Outlook Calendar integration (reps and attendee) VSF is 100% responsible for all confirmations, reschedules Appointment content sent with 1 hour notification (.ppt,.pdf, Webex, website) Valuable resources (subject matter experts) can be shared more effectively and efficiently by your entire sales organization Integrated web-portal for both callers and customers. Online calendar of appointments and nightly reporting.

7 VSF vs Hiring a sales rep Minimum 3 month investment before you know if they are worth keeping most rolodex claims are false Inside sales reps are not spending 100% of their time cold calling most reps do not like to cold call You are trusting that the new rep will build a book of business or at least build a prospecting database but this rarely occurs VSF can save $$$ when compared to the salary + benefits of a sales rep Provide warm leads to your closers makes more sense in these tough economic times

8 Appointment Qualification (Pure Introduction (PI)).looking now or next 12 months 1. Company name/revenue/employee size/geo is pre approved by client before call campaign begins 2. Job Function of the person denotes involvement at a decision maker (or influencer) level. 3. Attendee answers yes I am the person who makes or influences decisions 4. Attendee agrees to give of their time. 5. Attendee answers 2 sizing questions about their environment, current provider, possible future initiatives.

9 Appointment Qualification (Premium Qualified (PQ)) project identification (in addition to PI qualification) 1. Pain or dissatisfaction with current provider or situation (documented thoroughly in notes) 2. Has budget or upcoming initiative 3. Person is the ultimate decision maker or primary decision influencer (Title documented) 4. Pending event or upcoming change (moving, contract up for renewal).

10 VSF Specialize in IT Appointment Setting Campaigns You get the database back at the end of the campaign Role-based Access Control provides silos of information for marketing and sales for viewing and reporting Pilot Pricing starting as low as $5,500 Database updating/clean-up list building built in Customer branded HTML reminders Nurturing and Warming integrated into Campaign Real time Campaign Access

11 Competitive Price Point VSF offers 3 tiers of callers.. High End Callers VSF Dedicated Callers Sit in call center Using VSF Console (starting $35/hr) Mid-Tier Virtual Callers US/Canadian Using VSF Console (starting $20/hr) Tier 3 India Lowest Price Resource List Building / Validation 2 tier Quality Control Process

12 Tiered Appointment Pricing Premium Qualified (PQ) Recorded Answers 3 of 4 qualifying Questions (budget, pain) Deeper discussion of technology Reach Higher level decision makers Pure Introduction (PI) US/Canadian Callers Invite to one-to-one webinar Share Content Online List Building India Internet Research Validation/Cleansing List Building

13 Prospecting and Appointment Setting Infrastructure VSF Console is an Object Oriented web service (similar to salesforce.com) uniquely architected to support effective prospecting using a variety of , telephone and internet-related services. Suspect identification, pre-qualification and appointment setting. There are 4 software architecture components, Virtual Call Center, Appointment Setting (via calendared/ ), SQL Database and Chron (clock) processes. All VSF callers are managed remotely. Database records handled via an access control layer. Records can be added or removed in real time, instantly.

14 Custom HTML Reminders

15 Custom HTML Reminders

16 Interval-based Drip Marketing

17 Interval-based Drip Marketing Take our offer

18 Drip/Nurture/Survey s are a series of personalized offers s come from your address (not spoofed) Can contain variable data from records Interval can be based on time interval or maintenance renewal date Can be run in conjunction with Tele-sales appointment setting or stand-alone Survey s are branching and contain custom graphics Survey s also sent from customer s address

19 Special Features Appointments rep assignments can be performed after appointment has been secured Reps receive bird-dog s to remind them to complete the process (add notes, next steps) Progress reports sent daily/weekly can be customized for easy importing (available upon request)

20 Campaign Management Tools Role Based Access to Calendar and Records Campaign Reporting (Excel) Unlimited text field (notes) Import/export.csv or.xls Online Calendar (can be hierarchical) Logical campaigns silos across sales regions Real-time access to campaign records Web-portal Salesforce.com auto-uploading (real time)

21 We provide pre-qualified introductions. Virtual Sales Force not only schedules high quality appointments for your sales people with the customers you want to speak with. VSF takes care of keeping the attendee and the reps reminded. VSF is compensated based on completed appointments and Future Interest leads. Pilot campaigns are priced so that new customers can try out the Virtual Appointment Setting and see how it works.