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Key considerations when buying tele-prospecting services
Key considerations when buying tele-prospecting services
Key considerations when buying tele-prospecting services
Key considerations when buying tele-prospecting services
Key considerations when buying tele-prospecting services
Key considerations when buying tele-prospecting services
Key considerations when buying tele-prospecting services
Key considerations when buying tele-prospecting services
Key considerations when buying tele-prospecting services
Key considerations when buying tele-prospecting services
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Key considerations when buying tele-prospecting services

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  • 1. Key Considerations When Buying Tele-Prospecting Services
  • 2. Beginning the Process What are your business objectives? What are your marketing needs? Getting the Most from your Tele-Prospecting A tele-prospecting campaign can help fill your pipeline with either qualified or sales-ready leads. It can also help motivate prospects that may have gotten stuck or stalled along the sales funnel. Tele-prospecting campaigns are designed from multiple options, all of which help drive you closer to your goals. Selecting whether your campaign should be hours-based or pay-forperformance is one key option to consider. Making the right decision won’t be as simple as flipping a coin. You need to evaluate: • • Your marketing needs • Where do your leads fall in the sales funnel? Your business objectives Where your leads fall in the sales funnel
  • 3. Defining a Lead Where Do Your Leads Fall? To completely assess where your leads are falling in the sales funnel, consult the SiriusDecisions Demand Waterfall. SiriusDecisions recognizes three distinct sources of qualified leads: • • • Automation qualified leads—In a nod to the rise of marketing automation, SiriusDecisions has recognized that some firms will qualify purely through their website and marketing automation program. Tele-prospecting qualified leads—Inquiries that are not scored through behavior can be routed through telequalification, providing elements of more traditional BANT (Budget, Authority, Need, Timing) qualification in addition to behavioral and registration. Tele-prospecting generated leads—Outbound tele-prospecting, either through direct calling or through referrals from marketing inquiries, will discover and qualify additional leads. Inquiry Inbound Outbound Marketing Qualification Automation Qualified Leads Tele-Prospecting Accepted Leads Tele-Prospecting Qualified Leads Tele-Prospecting Generated Leads Sales Qualification Sales Generated Leads Sales Accepted Leads Sales Qualified Leads Close Won Business www.ecoastsales.com 1.877.766.7355 sales@ecoastsales.com © eCoast
  • 4. Hours-Based Campaigns Is Hours-Based the Right Choice? Hours-based telemarketing campaigns outline objectives and are limited only by the number of hours allocated. A campaign continues until hours are met. The conditions for choosing an hours-based campaign are: • When inbound leads need to be qualified—Some of the challenges you’re facing from your marketing automation efforts are managing the volume of leads, sifting the good leads from the bad, and finding the time to follow up. • When your objectives are uncertain—There are no historic metrics around a new solution/product awareness, an extended target geography, or a different vertical to target. • When you need marketing intelligence—Build a strong campaign using data that identifies buying cycles, buying obstacles, trends in pains, and competitive challenges. • When you need dials after prior marketing tactics—Assist your internal sales team when there is inadequate time to follow up, hesitation about cold calling, or they are asking non-qualifying questions. • When you already have prospective leads—Accelerate the sales pipeline by re-engaging with warm leads that may have cooled or upsell to existing clients.
  • 5. The Pros and Cons of Hours-Based The Pros Drive simultaneous campaign goals such as qualified leads and building brand awareness, while capturing new marketing intelligence Keep campaign flexibility to adjust to the needs of the audience May not deliver expected quantity of sales-ready opportunities The Cons Education/ training may be needed before launch www.ecoastsales.com 1.877.766.7355 sales@ecoastsales.com © eCoast
  • 6. Pay-for-Performance Campaigns When To Select Pay-for-Performance Pay-for-performance telemarketing campaigns deliver a guaranteed number of leads. Outbound calling will end as soon as deliverables are met. The conditions for choosing a performance-based campaign are: • When there are historical metrics—This means your solution is wellestablished, you’re familiar with the geography, and you know how to connect with your target vertical/audience. • When you require a specific number of sales-ready opportunities— Your sales team wants to foster sales enablement among the new recruits, surpass their individual quotas, continue a campaign on a proven concept, or increase the number of sales opportunities. • When there is already marketing intelligence—You don’t need to acquire new knowledge in order to sell your solution, recognize the competition and are prepared, understand the pains that drive purchasing behavior, or are familiar with the audience buying cycle.
  • 7. The Pros and Cons of Pay-for-Performance May result in instances of quantity over quality The Pros The Cons Guaranteed quantity of deliverables Not channel specific and can apply to outside sales teams/ partners Strict BANT qualifications could deter valuable early stage leads A wellestablished brand simplifies campaign launch www.ecoastsales.com 1.877.766.7355 sales@ecoastsales.com © eCoast
  • 8. Choosing the Best Vendor Experience. Collaboration. Trust. You’ve worked hard to design your tele-prospecting campaign. But all of your efforts are wasted if you don’t have a good relationship with your vendor. Choose one that will work as an extension of your team. Consider these attributes: • What is their delivery mechanism? • Can they customize a campaign? • Are the expectations defined? • Is there CRM integration? • Are they experienced?
  • 9. The eCoast Promise We Know Tele-Prospecting eCoast has specialized in tele-prospecting since our inception in 2000, with the experience and expertise to orchestrate a well-designed campaign. You’ll have access to detailed information, including business drivers, decision makers, pain statement, budget and timeframe. We guarantee meetings will happen with a confirmation and rescheduling process. • Appointments are qualified based on stringent guidelines; business decision makers, business drivers, and budget information. • Each campaign is unique and tailored to your objectives. • Seamless integration of data into your existing CRM tool, whether it’s Salesforce or another platform. • Campaigns are results oriented—we guarantee meetings, or we replace them. Data Analyst Dedicated program managers keep you updated and informed with weekly reporting and status calls. • Inside Sales Reps We provide all of the information you need with each lead to be fully prepared for your meeting. • Program Manager Your eCoast Team Marketing Specialist www.ecoastsales.com 1.877.766.7355 Quality Analyst sales@ecoastsales.com © eCoast
  • 10. Weigh the Options Now that you have all the information you need about hours-based and pay-for-performance campaigns, you can begin to make the right decision. About eCoast Experts in technology, and strongly established in the B2B world, eCoast builds relationships through outstanding customer care, by providing quality services and solutions, and by delivering measured results through proven marketing processes. Visit us at www.ecoastsales.com.

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