Option One: B2B Telemarketing | Sales Lead Generation

A) Business to Business appointments:

Times Top 500 Board or Senior Management level meetings for strategic propositions through most divisions, especially Technical & IT, Business Change, Program Management, Marketing, Contact Centres, Finance, Outsourcing and Management Consultancy.

Fortune Top 300 meetings for clients who want to test or open up the US market from the UK.

B) Market Information:

Purchase intentions in the short, medium and long term of the major corporate players through any vertical sector.

This is most useful where an indication of market direction and or initial market response is sought on a particular vertical or horizontal sector, before a service is launched or a full sales campaign is rolled out.

C) BtoB Appointment Making Methodology

i) Data

To make the best use of your telemarketing budget, please note that the number of prospect leads given should always exceed the number of conversations required by 3 times.

Much of the time, a higher value proposition involves a medium to long lead time, which makes it all the more necessary to get the initial qualifying procedure right first time

Prospect lead business to business information would usually consist of a full name, a title, a company name, an address and a telephone number, though for The Times Top 300, just a company name and telephone number will suffice.

This is because The Alexander Simpkin Client Owned Database holds details of about 6,000 UK sites owned by the country’s top 3-500 companies and can always be used to fill out initial ‘bare bones’ lists.

ii) Single Project Appointment Making

Run on a project by project basis, this telemarketing approach is designed to test single new propositions and to gauge the responsiveness of a particular market.

iii) Continual Appointment Making

Every new client proposition undergoes a test first before proceeding further.

Once this test has been successful the telemarketing prospect database is called on a continual monthly basis, delivering immediate appointments and individual leads until they are ripe enough for the field sales force to meet face to face. In this way leads are drip fed into the sales force over each month as qualified leads that stand a good chance of moving forward to proposal stage.

This process is designed to keep sales force motivation high as staff are kept on the road at reasonable meetings and away from unproductive time in the office, this approach can also be used to kick off a new sales person so that they have appointments to go to straight away whilst otherwise busy with induction processes.

Option Two: Internal Sales Process and Telemarketing Consultancy

The honing and re-alignment of the internal sales process.

The strategic layout and operational implementation of an outbound telemarketing plan. In other words, how and when to use telemarketing as an option and how to integrate telemarketing with parallel marketing processes.

The set up, or development, or relocation of an in house telemarketing or telesales unit commencing at initial planning stage and finishing after the training and the first two quarters of operational activity.

  • Strengthening the quality of leads passed to the sales force from internal sales.
  • The Development of New Business and Customer Retention Plans.
  • The Implementation Home Working (I have been working from home for 25 years).

Option Three: Telemarketing & Telesales Training

For internal and field sales, marketing personnel and operational executives, all of whom need to brush up on their telephone marketing methodology and technique in order to generate a healthy new business pipeline.

The course is run on client premises and is suitable for groups of up to six executives at a time. Every course is tailored to each company’s individual product or service specifications.

Option Four: Direct Marketing | Strategy Consultancy

Integrated Planning Involving:

Direct Mail, Internet, DRTV, Radio, Off the Page, Telemarketing and Database Capture.