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Suggest You - OBTM for B2B
A few months ago, I wrote about ingenious styles of customer service that every business should know about, mostly because their employees were inflicting them on their customers.For instance, I warned about "in your face customer service" and "run for cover customer service", two equally effective opposites...like pouring too much sugar on your Cheerios one day, and pouring too much cayenne pepper on them the next.I also warned about "do-it-yourself-extortion", "consistent filibuster customer service", "Invisible Man customer service", "present-at-attendan
We compiled a list of 1000 companies and target titles based on a profile of who might be a best prospect. We purchased lists against those names, fully expecting 30-45% of the names to be wrong, and wrote a 6 question survey to test our messages. Then we set Stan and his people to work. We asked and they promised to get 100 co
Complete Industry, employer and job research gives job career search applicants a competitive edge. The work you do before the interview will pay off in spades many times over and over.Employers nationwide report soundly that applicants who research employers well increase their employability as much as 25- 40 %. Thus by doing a thorough job of research of the complete industry, employer and job you will have a big payoff. This is most important both for getting that job, increasing your salary requests and later promotion on the job. Remember that first imp
The first step is to find yourself a B2B outbound call center who understands not only how to use the phone but how large organizations work and how to get inside them for maximum effect. In most cases teams with this experience can outperform traditional inside sales guys because they have veteran players, are better organized, disciplined and trained and are highly motivated because they are rewarded strictly on performance. Plus they will commit to service level agreements (SLAs).
Essentially they promise to deliver based on a fixed scope of work at an agreed price. They don’t get paid unless they deliver so they don’t make these deals lightly. And they have the professional chops, the tools to measure and monitor activity and the sense of pride to usually over-deliver against the plan.
In many cases, my clients have no benchmarks to measure outside calling specialists against inside guys. They usually can’t tell me how many dials, calls and successful outcomes their inside guys do each day, week or month. They rarely can wield their teams against a new or different target quickly and too often there are turf wars and politics that cloud the relationship between phone-based teams and field sales or marketing teams.
So consider two recent successes to illustrate the value and utility of a seasoned outbound calling team.
Fast Market Insight. One client is repositioning a significant division. We are working on crafting a new positioning and toward a value proposition aimed at a specific, narrow swath of the market. Before we commit significant time, effort and cash to the new concepts or a new campaign we want to test them against likely buyers; Vice Presidents and Directors at Fortune 1000 companies, to see if our big ideas will fly with the people they’re aimed at.
We compiled a list of 1000 companies and target titles based on a profile of who might be a best prospect. We purchased lists against those names, fully expecting 30-45% of the names to be wrong, and wrote a 6 question survey to test our messages. Then we set Stan and his people to work. We asked and they promised to get 100 com
Recent studies have shown that industrial supervisors are working at less than 60 % of their potential. Basic management skills training is guaranteed to change all this and at such little costIntroductionThe word discipline has a negative sound as we immediately think of authority and punishment. However, there is another more constructive way to think about this, which we can call – POSITIVE DISCIPLINE.Positive discipline is all about creating an orderly environment where people can conduct themselves to agreed standards of behavior t
Essentially they promise to deliver based on a fixed scope of work at an agreed price. They don’t get paid unless they deliver so they don’t make these deals lightly. And they have the professional chops, the tools to measure and monitor activity and the sense of pride to usually over-deliver against the plan.
In many cases, my clients have no benchmarks to measure outside calling specialists against inside guys. They usually can’t tell me how many dials, calls and successful outcomes their inside guys do each day, week or month. They rarely can wield their teams against a new or different target quickly and too often there are turf wars and politics that cloud the relationship between phone-based teams and field sales or marketing teams.
So consider two recent successes to illustrate the value and utility of a seasoned outbound calling team.
Fast Market Insight. One client is repositioning a significant division. We are working on crafting a new positioning and toward a value proposition aimed at a specific, narrow swath of the market. Before we commit significant time, effort and cash to the new concepts or a new campaign we want to test them against likely buyers; Vice Presidents and Directors at Fortune 1000 companies, to see if our big ideas will fly with the people they’re aimed at.
We compiled a list of 1000 companies and target titles based on a profile of who might be a best prospect. We purchased lists against those names, fully expecting 30-45% of the names to be wrong, and wrote a 6 question survey to test our messages. Then we set Stan and his people to work. We asked and they promised to get 100 co
It’s 4:45 PM --- you’ve been up since 5 AM and you’re ready to go home. You get a call out of the blue – asking for a “quick analysis” of a particular piece of geography for a new location for your company. What data can you quickly get your hands on so that you can form an intelligent position, and how do you use all those reports, anyway?Site location is part art and part science. One needs to understand the current business landscape, the demographics of the area, the traffic patterns and as much as possible about future plans for development. And, a little
In many cases, my clients have no benchmarks to measure outside calling specialists against inside guys. They usually can’t tell me how many dials, calls and successful outcomes their inside guys do each day, week or month. They rarely can wield their teams against a new or different target quickly and too often there are turf wars and politics that cloud the relationship between phone-based teams and field sales or marketing teams.
So consider two recent successes to illustrate the value and utility of a seasoned outbound calling team.
Fast Market Insight. One client is repositioning a significant division. We are working on crafting a new positioning and toward a value proposition aimed at a specific, narrow swath of the market. Before we commit significant time, effort and cash to the new concepts or a new campaign we want to test them against likely buyers; Vice Presidents and Directors at Fortune 1000 companies, to see if our big ideas will fly with the people they’re aimed at.
We compiled a list of 1000 companies and target titles based on a profile of who might be a best prospect. We purchased lists against those names, fully expecting 30-45% of the names to be wrong, and wrote a 6 question survey to test our messages. Then we set Stan and his people to work. We asked and they promised to get 100 co
There is no question that employee turnover has a significant impact on the financial performance of an organization. It is estimated that, on average, a company will spend up to one-third of a new employee’s salary to replace a departing employee. There are experts who believe the costs for membership-based businesses could even be higher. In the fitness industry, employee turnover has a recognizable impact on a member’s decision to renew or discontinue a membership.Here are ten things employers can do to retain quality employees:? Provide employees wit
So consider two recent successes to illustrate the value and utility of a seasoned outbound calling team.
Fast Market Insight. One client is repositioning a significant division. We are working on crafting a new positioning and toward a value proposition aimed at a specific, narrow swath of the market. Before we commit significant time, effort and cash to the new concepts or a new campaign we want to test them against likely buyers; Vice Presidents and Directors at Fortune 1000 companies, to see if our big ideas will fly with the people they’re aimed at.
We compiled a list of 1000 companies and target titles based on a profile of who might be a best prospect. We purchased lists against those names, fully expecting 30-45% of the names to be wrong, and wrote a 6 question survey to test our messages. Then we set Stan and his people to work. We asked and they promised to get 100 co
Everyone wants an easy way to do things. Whether it’s making food or doing a job, they always want the way that is easiest. Sometimes, however, the easy way isn’t the best. Sometimes the best way is to simply take the time to do it yourself – or use something good to help you do it.When it comes to web site creation, people tend to go for an automatic web site generator. Some do it because they don’t have a lot of time to create a site; others do it because they don’t know how to create a site. Chances are, you’re one of those people considering using an automat
We compiled a list of 1000 companies and target titles based on a profile of who might be a best prospect. We purchased lists against those names, fully expecting 30-45% of the names to be wrong, and wrote a 6 question survey to test our messages. Then we set Stan and his people to work. We asked and they promised to get 100 completed interviews in 20 business days without revealing who was asking or why.
Fast forward 20 days. 100 interviews are complete; the data is collected, analyzed and displayed in snappy charts and graphs. We got our answers and are actively revising our go-to-market story based on the feedback. Every respondent fit the profile, every respondent worked for a firm that is fully capable of being a real prospect. We now have the benefit of what our true market is thinking, real-time intelligence, without telegraphing our moves. Add to that updated lists and contact information plus a performance benchmark should we decide to do a blind survey again.
Generate Leads Quickly. A second client has a product that works particularly well in manufacturing companies. Unfortunately this product isn’t their main offering or their best seller and doesn’t command the resources or the sales staff that it’s more productive cousins enjoy.
Enter the five member calling team. After briefing them on the product, the target market and the competitive set, we compiled a list of target companies and titles and asked them to get us 50 one-hour sales appointments in 30 days. We carefully defined criteria for qualification, which was reinforced in the call guides we wrote and we gave them access to our Salesforce.com application so they could do all the scheduling and all the data work and account updating as they made the calls.
At the end of 30 days we booked 56 appointments with exactly the kind of companies we asked for. We had updated and accurate records for 1000 target companies as well as a lot of useful information about how people reacted to our brand, our product and our competitors. The performance of the outside team, who had 10 hours of orientation and training on the product and the brand, was 5 times bet
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