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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 |
|
Request a free copy of Six Steps to Lead Management Best Practices |
Channel Source Direct offers a wide variety of B2B call center tele-applications designed to impact your companies ROI:
With increasing pressure to reduce costs and boost sales, leading high tech companies understand that it is vital for their field sales staff to have a pipeline full of the most highly qualified leads. Our lead management program qualifies, cultivates, nurtures and manages the sales pipeline to enable a sales force to focus on high value activities, such as face-to-face selling.
Channel Source Direct has developed a "turnkey" lead management program, designed specifically to provide direct demand generation support to your channel partners. 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.
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.
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 Studies have shown that up to 35% of most databases are outdated due to job changes, reassignments and other factors.
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.
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.
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.
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.
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.
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.
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.
Channel Source Direct's existing customer programs help 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.
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.
This is also an efficient m.ethod 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.