Sales Pipeline Acceleration

Transcription

1 S A L E S S T A F F P I P E L I N E A C C E L E R AT I O N Sales Pipeline Acceleration SalesStaff provides high-level appointment setting and demand generation services for business-to-business complex-sale companies through the deployment and management of quota-based marketing programs. Using our proprietary AllBound360SM marketing platform, we identify opportunities and successfully secure meetings with key executives on behalf of our clients B2B sales teams to expand their sales pipelines and accelerate sales cycles.

2 OBJECTIVE Our goal is to help our clients grow faster by getting their salespeople in front of the best, most qualified prospects for their solution. SUCCESS & RETURN ON INVESTMENT Our clients define the success of their program in terms of ROI. To succeed, we deliver the highest-level, best-quality leads or appointments for conversion into revenue. We: Identify and target your ideal prospects Engage key-level decision-makers Qualify opportunities to optimize your sales resources Nurture prospect relationships until they are pipeline-ready Deliver actionable sales leads and appointments Continually monitor program ROI and Key Performance Indicators (KPIs) 2

3 AllBound360 SM A NEW APPROACH FOR THE B2B SALES LANDSCAPE To build a sustainable lead generation strategy today, you have to synchronize the interaction between both inbound and outbound marketing channels. AllBound360 SM takes a holistic, integrated approach, where outbound and inbound work together to drive immediate sales pipeline contribution while setting the table for a constant flow of qualified opportunities all within a pay-for-performance pricing model. With AllBound360 SM, we ve developed a methodology that effectively combines inbound and outbound marketing. The four pillars of the AllBound360 SM approach include: 1. Finding your Ideal Prospect 2. Generating a constant flow of highly qualified leads 3. Initiating a steady stream of relevant, live prospect conversations 4. Setting up appointments or handing off engaged leads social profiling Insight from social communities Enriched contact information Self-reporting contacts content marketing Inform where prospects learn Segment by role Build trusted relationship CREATE CONVERT CONNECT CONFIRM C t O sales enablement Prepare for interaction Engage effectively Advance the sale faster live engagement Confirm prospect interest Verify decision influence Guide the conversation 3

4 APPOINTMENT SETTING PAY FOR PERFORMANCE Like most companies you probably want the most efficient path to a meeting with your dream clients. Look no further. We build programs tailored to your solution programs that identify a need or pain aligned with your solution in your marketplace. We contact decision-makers, introduce them to your solution offering, screen for actionable need or pain, gather sales intelligence, and then schedule meetings for your salespeople to do what they do best close business. Your sales appointment program will be quota-driven and performance-based, meaning we charge by the appointment only. SalesStaff provides a costper-meeting model that is all-inclusive; all costs associated with program set-up, discovery, training, material preparation, marketing list, and on-going management are waived. Appointments are backed by our unconditional guarantee that they will match the qualification criteria agreed upon. 4

5 LEAD GENERATION WARM HANDOFF TM PROGRAM Is your inside sales team or your marketing department hungry for qualified sales opportunities? You need to feed the beast to be successful. A Warm Handoff TM Lead Program might just be the solution. Your sales strategy would be well-served by a sales lead model where our Inside Sales team conducts outbound activity to uncover Marketing Qualified Leads (MQLs) within your target market. Your prospects are qualified for interest, decision authority, and have agreed to receive more information from your sales team, including a callback. The result is a sales pipeline of MQLs which are easily converted to appointments or into your sales funnel. Warm Handoff TM Lead Programs are pay-per-lead and performance-based with no set-up fees. 5

6 MARKET INTELLIGENCE ProspectID TM If your sales strategy calls for advanced prospect profiling, the ProspectID program can fill the information gap with crucial data points required in your sales qualification process. SalesStaff s ProspectID team will phone-screen raw data or incoming leads from media campaigns to score and clean each prospect record for your sales and marketing campaigns. SalesStaff conducts marketing-neutral inquiries into your target market, specifically designed to gather vital information that allows your sales team to prioritize their time with actionable opportunities and close more business. We will identify key answers to your marketing strategy. These answers may give us insight on: Detailed Decision-Maker contact information (name, position, direct phone, address, physical location, etc.) Which technology solution is currently installed within the organization When is the contract renewal date for current technology solutions In what timeframe will the prospect be reviewing other solutions Would the prospect be open to considering upgrading, switching, or investing in a better solution Size of user base (how many PCs, servers, end-users, licenses) 6

7 RESULTS Over the years, SalesStaff has generated tens of thousands of sales leads and appointments for many hundreds of clients worldwide resulting in billions of dollars in sales opportunities and hundreds of millions in closed business. EXTENSION HEALTHCARE 75 SALES APPOINTMENTS $2.4M IN SALES PIPELINE BAMBOO SOLUTIONS $500K CLOSED SALES $3M PROJECTED ROI REDZONE ROBOTICS 400% ROI PSION 1,000 WARM HANDOFF TM LEADS $4.2M IN SALES PIPELINE PERKS $1.5M IN SALES PIPELINE MIDDLETON RAINES+ZAPATA 1,000% ROI WITHIN 140 DAYS 7

8 IMPLEMENTATION & DELIVERY SalesStaff becomes a seamless extension of your sales process with a team of staff members responsible for making your campaign a success. SalesStaff dedicates an Implementation Manager and Program Manager to oversee your program. Their responsibilities include: Implementation Manager Managing Set-up and Discovery Phase Classifying marketing content for use in the inside sales process Gathering preliminary market intelligence Establishing value proposition and effective messaging Building a database of ideal prospects using enhanced data points Establishing proper protocol for scheduling meetings and entering lead data Program Manager Conducting weekly client progress meetings Coordinating daily/weekly sales calendars Coordinating Quality Control and monitors database performance Coordinating meeting reschedules Facilitating advanced analytics and reporting Overseeing training on assigned programs Discovery Your needs drive our planning, implementation, and execution. We engage with you directly to analyze and define: Your business model - differentiators, value proposition, messaging Your target market - industry, demographics, title paths, business qualifiers Your customers decision makers - C-level executives, vice presidents and directors From the information gathered at the Discovery Phase, we work with you to organize the databases (your own or newly built by SalesStaff or a combination of both) for the program. SalesStaff can supplement a database with enhanced data points including social information and other hard-to-get prospect identifiers. continued on next page 8

9 IMPLEMENTATION & DELIVERY (continued) Quality Control Qualification criteria of your program s meetings are mutually defined by you and SalesStaff. Sales lead and appointment quality is assured through an industry-leading Quality Control team. Your program includes this process of checks and balances, which assesses every appointment or lead for accuracy, proper qualification, and other criteria defined in the set-up process. SalesStaff has made a significant investment in our Quality Control team to ensure that every lead delivered and every appointment scheduled matches your ideal prospect profile. Our Quality Control team is unbiased and neutral. You would be hard-pressed to find another company in our industry who has poured significant resources into the assurance of quality deliverables. 9

10 S A L E S S TA F F P I P E L I N E A C C E L E R AT I O N S alesstaff.com info@salesstaff.com TWO DECADES OF DEMAND GENERATION LEADERSHIP 2015 SalesStaff is crowned Demand Generation Program of the Year by the Stevie Awards SalesStaff named as one the 101 Best and Brightest Places to Work 2014 SalesStaff wins 2nd placement on the Inc. 500 List of Fastest Growing Companies in America Annual client sales appointment production surpasses 10,000, resulting in over $1B in sales pipeline revenue Development began on the industry s first SaaSbased Demand Generation business application to completely integrate Operations Streamlined services to offer outsourced Inside Sales services exclusively SalesStaff is awarded Demand Generation Company of the Year by DemandGen Report The SalesStaff brand is launched as the industry s first Hybrid Demand Generation Company Focus shifted exclusively to the Technology Sector Our founder began pioneering B2B Business Development outsourcing under the brand name Interneed

11 WHAT OUR CLIENTS ARE SAYING IT Security In evaluating Demand Generation vendors we found the pay-for-performance model offered by SalesStaff to be extremely attractive. Other per-month or per-rep models we evaluated didn t provide a firm guarantee of results. So we were eager to work with SalesStaff and have been more than pleased with the results. Managed Services What we liked most about working with the team at SalesStaff was the open communication we had throughout the course of the campaign. They were always available to discuss critical aspects of the campaign. In addition, they successfully developed a structured process to follow-up with key prospects. IT Services We were pleased to add the SalesStaff Demand Generation solution to our mix of internal inside sales resources. In comparison to other solutions, the SalesStaff campaign was quite cost-effective. Financial Services The SalesStaff team has afforded us the flexibility to make changes to our campaign mid-stream which was critical to achieve the results we wanted. They have never made us feel anything less than a valued client. Prepaid Solutions As a result of methodology, the SalesStaff team was able to secure sales appointments more than 10 times quicker and provide roughly times the volume than our internal team. The influx of leads was abundant and we were very satisfied. Software Solutions SalesStaff s Prospect Manager sounds and talks like one of our employees. We consider him an extended member of our team. In fact, he can talk about our products and services as well as any employee we have. 11

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