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SOLUTIONS |
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| Campaign Execution |
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| Contact Discovery |
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| Accurate data is critical to the success of a marketing
outreach program, whether it be a direct mail campaign, an e-mail
blast or further telemarketing follow-up. Studies have shown that
up to 35% of most databases are outdated due to job changes, reassignments
and other factors. |
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| CSD has fundamental skills in penetrating corporate
structures to capture contact information on target correct decision
makers and purge lists of old data and dead records. We can also develop
opt-in lists for future marketing outreach, such as e-mail and newsletter
subscriptions. |
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| Account Profiling |
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| Account profiling provides a clear road map of
target customers by uncovering the organizational hierarchy, decision
makers and influencers. Often, this process reveals key players that
were not originally anticipated as important to the sales process.
The resulting business intelligence is added to prospect and customer
databases to develop a three-dimensional view of target organizations
and permit better sales follow up. |
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| Event Recruitment
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| Tradeshows, seminars and webcasts are an excellent
way to educate target customers about service offerings and solutions,
as well as a helpful pre-qualification tool. CSD can provide a complete
event recruitment program, including outbound and inbound registration
calls, confirmation calls and attendance rosters. |
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| Market Surveys and
Event Follow up |
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| CSD’s market survey programs acquire detailed
business intelligence on prospects, including current practices and
processes, areas of need (‘pain’ points) and desired solutions.
This intelligence can be used to guide product development and marketing
focus, as well as develop appropriate promotional seminars and events.
Survey programs can also be used to perform post-event follow up to
gather survey information from attendees and perform needs assessments
to qualify them into leads. |
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| Lead Management and
Customer Acquisition |
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| With increasing pressure to reduce costs and boost
sales, leading companies understand that it is vital for their field
sales staff and business partners to have a pipeline full of the most
highly qualified leads. Our lead management program qualifies, cultivates
and manages the sales pipeline to enable a sales force to focus on
high value activities, such as face-to-face selling. |
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| Channel Recruitment
and Management |
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| Channel recruitment and management is a long-term
solution to help you grow your reseller base, gain market intelligence
and increase brand loyalty. Our transparent marketing support builds
direct relationships through the channel, enabling you to improve
your reseller strategy and grow revenue while maintaining the fulfillment
benefits of a distribution model. |
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| In addition, the program prevents distribution
channel conflict by directing sales opportunities to the appropriate
reseller. This improved interaction with business partners enables
companies to convey their messages directly and receive feedback on
how the marketplace is responding. |
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| Sales Programs |
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| The tele-channel is the most cost effective method
of conducting interactive sales. Transitioning smaller opportunities
(which would often go overlooked by field sales) to this channel can
greatly increase revenue, as well as free up the field sales force
to focus on large opportunities. |
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| Because we employ experienced sales personnel,
we are well positioned to conduct high value sales discussions with
prospects. The result is a higher sales conversion rate and a cost
effective long term solution for our clients. |
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| Customer Account
Development |
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| Experts say that it is five times more expensive
to acquire a new customer than it is to develop an existing one. This
underscores the essential nature of making your customers repeat purchasers. |
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| Channel Source Direct’s SMART team (Strategic
Marketing and Relationship Telesales) increase brand loyalty and make
customers-for-life via customer account development. Customers receive
ongoing ‘touches’ to apprise them of new solutions and
product upgrades, while smaller sales opportunities can fulfilled
through this low cost channel. Large opportunities can be cultivated
until they are ready for escalation to the field, saving your sales
reps valuable time. |
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| Inbound Programs |
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| The tele-channel offers the ability to promptly
respond to inbound web and telephone inquiries as a result of direct
mail and other programs, and follow up with appropriate marketing
collateral or other product information. |
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| This is also an efficient method of escalating
leads and fulfilling sales opportunities by way of the bi-directional
communication ability of tele-contact. Customers and prospects have
questions and objections answered immediately, which drives more leads
into the funnel and enables faster closure, as well as opportunities
to cross-sell and up-sell. |
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