eCoast Call Blitz with SalesDash Overview2. The eCoast Call Blitz®
Sales Enablement
• Teach How to Fish
• Training & Sales Tools
• Product
Positioning
• Tele-Prospecting
Best Practices
Partner Led
• Partner Performs Calls
• Set Appointments
• Up-sell/Cross-sell
• Lead Generation
• Event Attendance
• Inbound Response
• Clicks/Opens
• Downloads
Increase Sales
Real-Time Reporting
• Maximize ROI
• Track Activity
• Optimize Partnerships
• Track Results
• Mutually Beneficial
• Estimated Pipeline
• Cost Justification
• Quoted Deals
• Proof of Performance
• Accountability
• Hand Raisers
www.ecoastsales.com
© 2010 eCoast. All rights reserved.
3. How the Call Blitz® Works
Actual Results
eCoast
Establish Program Scope
• Agenda
• Messaging
• List Source
• Call-to-Action
• Reporting Needs
• Solution Focus
• # of Partners
• CRM Integration
Level
• SPIFF Rules
Call Blitz with SalesDash
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Cost = $7,450
One Partner, 25 Participants
2 Supplier Participants
Appointments = 49
Pipeline = $980,000**
Future Prospects = 92
Cost = $8,925*
10 Partners, 50 Participants
3 Supplier Participant
Appointments = 63
Pipeline = $1,134,000**
Future Prospects = 111
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•
•
•
•
•
Cost = $32,826*
58 Partners, 232 Participants
152 Supplier Participant
Appointments = 345
Pipeline = $5,175,200**
Future Prospects = 722
Partner/s
Solution
Training
Supplier
Cost = $2,450
One Partner, 5 Participants
One Supplier Participant
Appointments = 11
Pipeline = $275,000**
Future Prospects = 18
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Cold Calling
Best Practices
Training
Provide
Guidance to
Manage the
Call Blitz
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•
•
•
•
•
May
Participate in
Call Blitz
*calling records provided by client
**results predicated on client deal size
www.ecoastsales.com
© 2010 eCoast. All rights reserved.
4. What Each Party Contributes
Channel Partner
eCoast
Supplier/Distributor
performs outbound calling to
generate demand for your
solutions
Program Managers help you and
your partner/s plan, set up, and
execute the Call Blitz event.
trains the partner/s how to
position their solutions and
provides incentives
Contributes:
Contributes:
Contributes:
• Participants
• Set Up and Event Planning
• Leadership & Motivation
• Competitive Spirit
• List Services
• Competitive Spirit
• Great Attitude
• Channel Conflict Prevention
• Solution Positioning Training
• Effort
• Messaging Customization
• Participant Enablement
• Marketing Development or
other Funding
• Cold Call Training
• SPIFFS & Awards!
• Set Face-to-Face Appointments
• Generate Qualified Leads
• Upsell to Existing Accounts
• CRM Integration
• Dedicated Technical Support
• SalesDash™ Portal
• Drive Event Attendance
• Schedule Demonstrations
• Schedule Assessments
• Gather Market Intelligence
www.ecoastsales.com
© 2010 eCoast. All rights reserved.
5. SalesDash® Portal
Real Time Dashboards with Auto-Refresh
Detailed Micro Level Reporting
Document Library with Guides & Collateral
Easy-to-Use Outbound Calling Interface
Automated Email Alerts
CRM Integration Available
www.ecoastsales.com
© 2010 eCoast. All rights reserved.
6. Why the Call Blitz®?
Maximize Your Channel Sales Enablement Efforts
Follow Training with
Immediate Execution
Partner Performs the Outbound Calling
Lower Cost per Deliverable
Higher Return On Investment
Low Cost + High Performance
Stronger Relationships with Your Partners
Collaboration & Teamwork
Real-Time Visibility into Effort & Results
Dashboards & Reports with
Auto-Refresh
SalesDash® Portal to Compliment Your CRM Tool
Designed for Cold Calling
Compliments Your CRM Tool
Manage in Real-Time
Contests with Instant Results
www.ecoastsales.com
© 2010 eCoast. All rights reserved.
8. Branded Login Screen
Your LOGO Here
Login Credentials emailed to
Participants prior to Call Blitz
Easy Password Retrieval
www.ecoastsales.com
© 2010 eCoast. All rights reserved.
9. Real-Time Dashboards – Macro View
Scrolling Ticker with LIVE RESULTS!
Multiple Report Types
Auto-Refresh
Track Activity &
Performance
Track User Participation
www.ecoastsales.com
Track Sales Contests in REAL TIME!
© 2010 eCoast. All rights reserved.
10. Real-Time Detailed Reports – Micro View
Campaign Detail
Auto-Refresh
Participant Detail
www.ecoastsales.com
© 2010 eCoast. All rights reserved.
11. Outbound Calling – Contact List
Click to Open Record
List of Contacts & Accounts
Record Detail
www.ecoastsales.com
© 2010 eCoast. All rights reserved.
12. Outbound Calling – Opening Script
Auto Population of Contacts
Integrated Scripting
Choose Next Step
www.ecoastsales.com
© 2010 eCoast. All rights reserved.
13. Outbound Calling - Voicemail Script
Auto Population of Contacts
Keep Track of Actions Taken
www.ecoastsales.com
Integrated Voicemail Scripting
Take Notes for Follow Up
© 2010 eCoast. All rights reserved.
14. Outbound Calling – Data Entry
Lead Information
Account & Contact Information
Custom Questions & Data
www.ecoastsales.com
© 2010 eCoast. All rights reserved.
15. Thank You
Doug Nolin
Senior Account Executive
dnolin@ecoastsales.com
603.994.2053
www.ecoastsales.com
© 2010 eCoast. All rights reserved.
17. eCoast: By the Numbers
Management Team -> Passionate demand generation experts with
over 175 combined years in technology sales and marketing.
13
175
20
130
Years in
Business
Employees
Program
Managers
Calling
Agents
www.ecoastsales.com
NH
AZ
Locations
Privately
Held
Private
Ownership
© 2010 eCoast. All rights reserved.
19. eCoast Service Offerings
Tele-Prospecting
Appointment Setting
Partner Marketing
Lead Generation
Existing Account Upsell
Inside Sales Support
Event Attendance
VAR Recruitment
Inbound Response
Channel Marketing Support
List & Data
AccuStrike Offerings
Contact Verification
Call Blitz
Email Marketing
Google AdWords
Social Media
Content Marketing
Content Syndication
Search Engine Optimization
Landing Page Development
Webpage Design
Webpage Development
Partner Led
Sales Enablement
Guaranteed Accuracy Levels
• 75%
• Appointment Setting
• 95%
• Event Attendance
Verify Your Existing List
• Upselling
Build a Custom List
Real Time Monitoring
Email Available
www.ecoastsales.com
Multiple Uses
Demonstrable ROI
© 2010 eCoast. All rights reserved.