The NEW Definition of Telemarketing, Telesales 2.0®
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Today's B2B sales teams need more than the old-fashioned telemarketing approach to impact their pipeline. They need executive-level outreach that engages as a peer and uncovers opportunities. www.VanellaGroup.com
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The NEW Definition of Telemarketing, Telesales 2.0®
- 1. Page 1 The NEW definition of Telemarketing Telesales 2.0®
- 2. © 2016 All Rights Reserved | Do Not Distribute Page 2 What We Can Prove • 40-70% of Interested Accounts Identified Buy within 18 Months (“Did You Buy” Studies, Sirius, CSO Insights, etc.) • Outbound Prospecting is #1 Result (DMA) • Executives DO take calls ! They don’t take bad calls…many telemarketing companies make bad calls • Today’s Challenge with FTE’s ! SDR/BDM profiles are junior, role viewed as temporary ! High turnover ! Lacks executive presence ! Misaligned with sales team ! Limited understanding of strong relationship management in pipeline • Success Requires Senior Level EXPERTS ! Technical and situational fluency ! Solution experts ! Conversation experts ! Understands business ! Expert at relationship management best-practices ! Knows how to read conversation signals © 2018
- 3. © 2016 All Rights Reserved | Do Not Distribute Page 3 Why the Telesales 2.0®Approach Works • Narrow hiring profile demands situational and technical fluency • Executive vantage point maintained in discussions • Pre & Post sales support • Find the real drivers through 1:1 open discussions • Knowing the mindset of technology and technology services buyers • Builds pipeline at ALL stages holistically • Protect & improves your brand • 7x longer retention that FTE • Real-time intelligence about accounts • Nothing falls through the cracks © 2018
- 4. © 2016 All Rights Reserved | Do Not Distribute Page 4 New in 2019 “White Glove Lead Management” Leads are not fine wine, they don’t get better with age…… • Dynamic relationship management with near and long-term accounts • Keep active pulse on accounts • Fluid communication with sales • TVG filling in communication gaps/white space between sales discussions • Social channels, alerts, AI, places you in front of changes impacting status • Keeping you in the “right place at the right time” © 2018
- 5. © 2016 All Rights Reserved | Do Not Distribute Page 5 Rich Intel - Accelerates Success Multidimensional deliverable Account(s) Detail of Landscape and History Prospect Relationship and Influence Industry Trends and Requirements © 2018
- 6. © 2016 All Rights Reserved | Do Not Distribute Page 6 Contact Information www.VanellaGroup.com Twitter @vanellagroup Linkedin/VanellaGroup info@vanellagroup.com 888-335-0340 © 2018