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Call us toll-free at 800.385.5141 |
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Request a free copy of Six Steps to Lead Management Best Practices |
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Call us toll-free at 800.385.5141 |
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Request a free copy of Six Steps to Lead Management Best Practices |
Below are some questions we have commonly come across in providing our comprehensive sales and marketing consulting. We welcome your questions and comments to make this a more helpful FAQ. If your question is not addressed below, please call us at 1.800.385.5141 or e-mail us at info@channelsourcedirect.com. We would be pleased to provide you with assistance.
What is the “tele-channel” and where does it fit in with my sales and marketing strategy?
The tele-channel is one of the essential marketing channels your company must leverage to communicate with prospects and customers – contact via telephone. Direct mail can be helpful in raising awareness and the Internet is a useful way to provide additional information. The effectiveness of these marketing channels can be greatly improved by utilizing the bi-directional communication of the tele-channel.
In addition, the tele-channel is a low cost marketing tool, meaning that nurturing and qualification of leads is done more cost effectively than relying on your field sales force alone. Finally, because the tele-channel takes over the responsibility of lead qualification and nurturing, the sales force is free to focus entirely on closing sales and generating revenue.
Our sales force has a sufficient number of leads, but our conversion rate is low. What can we do to improve our conversion rate?
Often, problems with conversion rates are a result of lead quality. When leads are insufficiently nurtured during the marketing process, they tend to languish in the sales department. After all, sales people must focus on the opportunities most likely to close soon.
By leveraging the TeleWeb methodology, CSD can ensure that prospects are well educated and leads fully developed before passing them to the sales force. This provides better business intelligence to your sales staff, shortens the cycle time and improves top line revenue growth.
Are clients involved in training?
CSD can provide solution training for your team of tele-specialists. We also encourage clients to be involved in training, as they are the experts in their field and permits your team of tele-specialists to absorb the most intensive learning
Why should we consider outsourcing over performing a program entirely in-house?
When implementing a sales and marketing program, you must determine the level of investment you are willing to make in four areas: Technology, training, human resources and time.
Technologically speaking, you may find that the level of infrastructure improvements in your telephone systems, computers and software programs are prohibitively expensive. In terms of human resources, you must screen and hire professionals who are capable of performing strategic selling. This effort consumes management time and adds other factors such as training, compensation plans, benefits and employee turnover.
These are some of the challenges that make it worthwhile to consider outsourcing to fulfillment experts. More information on outsourcing can be found here.
How will our relationship work and who will be managing our program?
CSD manages relationships based on proven client service models and our own experiences in helping Fortune 500 and small to medium companies develop success driven sales and marketing programs. We will assign you a CSD account manager, who operates as the central point of contact for the business relationship. This person is the “quarterback” for all components of your program, including implementation, system design, procedures and sales strategy.
The account manager also oversees performance management, which covers list segmentation, ongoing analysis, measurement and reporting, as well as proactive recommendations for service delivery improvement. We will also provide strategic analysis and detailed business intelligence to give you a competitive advantage in your marketspace.
We have a sales and marketing strategy currently in place, but we would like to assess strengths and weaknesses and determine where the gaps are. Can CSD do this?
Our senior management team has decades of experience in developing highly successful sales and marketing programs for some of the most recognizable names in industry. We are fully capable of providing comprehensive consulting services to improve your processes. Please call us at 1.800.385.5141 to find out more.