B2B Lead Generation/Appointment Setting/Surveys - also see Invitations-Registrations
Opens doors to senior level managers and executives 

• Introduces your unique product/service to the target market faster
• Creates a larger & more consistent pipeline of revenue potential
• Allows the sales team to focus on the qualified prospects
• Motivates sales team with qualified leads and appointments
• Refines your prospect database.
• Can result in additional market intelligence about your competition and your prospective clients' structure, key contacts, budgets, and initiatives.
• Obtain important data

CUSTOMIZED PROGRAM DESIGN

·         Appointments and leads are qualified according to criteria provided by client company

·         Buyer profiles are developed by client company or facilitated by consultant,

CONFIDENTIALITY AND SECURITY

·         Guaranteed protection of your proprietary data, accessed only by team leader and project associate.

·         Non disclosure and strict confidentiality of data handling language included in consultant’s contract or inserted as provided by client 

·         Exclusive industry project status - we will not perform lead generation services for your competitors for 6 months after your contract expires.

QUALIFIED ASSOCIATES  

• Our professional business development specialists are highly qualified through experience in a wide range of business environments. The team possesses an average of 15 years of professional sales/customer service and project management career history
• Our high level of professionalism allows us to be very comfortable contacting at the top level of your target market companies and we represent you well.  
• Your assigned specialist will become familiar with your unique goals and preferred approach, representing you at the highest professional level and partnering with your internal sales team.
• Team characteristics include: excellent communications skills, ability to relate to all types of people, confident, strong work ethic, excellent organization skills, reliable, persistent, attentive to detail, efficient, resilient, self motivated and optimistic.
• Team leadership is provided by Clarette C. Martin,  management, sales and marketing consultant of 25 years  - (see profile below)   

PROGRAM PARAMETERS & OBJECTIVES

• Program pilot -100 hours includes any required script refinement; contract extension for continuation in 100 hour segments accomplished with a simple contract addendum.
• Program reporting weekly and 100 hour summaries provided. We use the ACT contact management system, which provides a range of reporting options.  Client Company receives the calling program benefits with/without their ACT program.
• Email, fax or snail mail fulfillment is handled by client unless otherwise agreed and separately contracted.
• Program objectives include generation of both leads & appointments. as an example, qualified leads represent interested prospects who need more details to be sent and/or a phone consultation by an internal sales team member.  Lead criteria is defined further in project implementation stage.
• The majority of calling programs result in a qualified lead or appointment approximately every 4.5 -5 hours. Quantity of results factors include quality of data base, depth and complexity of script design, non phone activities plus the market ranking status/competition factors. .  
• Database is provided by client company unless otherwise agreed and client company is responsible for the quality of the data. Quality and quantity of results from calling program are directly related to data base quality.
• Targeted lists are available as a specific, separate project  or component of a calling program.
• An existing database is further qualified during the calling program, which can include specific survey components.  However, an official survey project has a different structure and a separate contract.
• Client provides script, fulfillment  and collateral marketing material. There are no set up fees; however, any program preparation required is counted as part of total hours
• The lead generation process often extends beyond the initial contact. It may be that the timing for your offering is off, a follow up cycle is required in order to develop this sales contact into a qualified prospect, thus filling the pipeline. As contact is continued with the prospect, rapport is built until the opportunity is more viable. Attractive and informative marketing tools are an enhancement for adding dimension to follow up stages.
• The number of calls made per hour is directly affected by the type of script utilized; i.e. - qualification questions and/or the addition of survey type questions will require that each call take more time, which increases the result quality.

PROGRAM FEES & TERMS

• Calling rate is $35-45.00 per hour (Range reflects project variables. Most other similar B2B service programs range minimum  $55 per hour)
• Most long distance costs are covered within the base program fee. 
• Setup, script development or other program preparation is included in total hours, unless otherwise agreed
• 100 hour minimum - the initial segment is considered a “pilot”; extension of program term is in 100 hour increments, contract extension for continuation in 100 hour segments accomplished with a simple addendum
• Prepayment in 100 hour segments is required, invoiced prior to last 20 hours of current segment
• NOTE:  For long term and substantial results, a sufficient time line is required - the 100 hour segments mentioned are minimums. One important factor in getting excellent results is getting a staff member up to speed and keeping them involved, which is a challenge - without a longer program commitment.  

PROGRAM SCHEDULING

• Standard call scheduling is 20 hours per week
• The initial 20 to 40 hours result in process refinement. Results continue to improve exponentially - relative to duration
• Preparation and calling begins within two business days from receipt of contract and payment; however, advance planning notice is recommended at least two weeks prior to program start.     

REASONS TO OUTSOURCE LEAD GENERATION  (from trade source publications)

Telemarketing & Call Center Solutions:

"Companies that fully outsourced their telesales activity received the highest return on their investment over companies that had an in-house call center."

TeleProfessional:

"Outsourcing is currently growing at a calculated annual growth rate of 20.4%. By 2002, outsourcing will comprise 23% of all call center activities."

Sales & Marketing Report:

"Don't waste top salespeople on prospecting: the additional cost of dedicated prospectors is offset by two factors:
1) You will do a lot more prospecting and generate a lot more leads; and
2) Your top people will close sales at a much higher percentage, and not waste a lot of time cold calling and running down marginal leads."

Today's sales organizations are struggling to maintain an edge over their competition. Prospecting, selling, and account management can no longer be effectively handled by one person. These three very distinct disciplines require very different skill sets.

Inside Selling: Selling More at a Lower Cost
From: Gartner Group

The high cost of direct sales and heightened competition are forcing enterprises to examine channel effectiveness. The fully loaded costs of an inside salesperson are 35 percent of those of a direct (i.e. field) salesperson (industry outsourcing averages $80/hr versus $250 per standard selling hour), yet the inside salesperson has the capability to hit 70 percent of a direct field sales person's quota.

Therefore, inside sales will become an ever more strategic part of the sales effort. Inside sales will be central for traditional business-to-business and business-to-consumer selling models. A large and growing percentage of salespeople worldwide, who no longer see a customer at all, engage in complex selling.

The Top 10 Reasons to Use an Outsourcer and why Clarette C. Martin Sales Consulting Is A Great Option

1. Focus on Core Strengths

We focus on lead generation - finding the right person and delivering your message. This allows you and your sales team to focus on your core strengths - closing the sale so you can generate business for your company.

2. "Data" is Transformed into Valuable Business Intelligence

We have the expertise and technology to convert raw data into useful intelligence information. 

3. Call Quality is Rigorously Monitored

We recognize that the quality and effectiveness of the call is paramount to success and our callers are coached on a regular basis.

4. Effective Integrated Marketing Programs

We provide related services to complement your lead generation campaign, including email fulfillment, seminar registration and follow-up, to name a few. We have the resources and technology in place to respond to a client's requirements.

5. Greater Ability to Handle Peaks

We have the flexibility to adjust quickly and easily to both planned and unplanned spikes and rapid growth.

6. Responsiveness

We have dedicated project team associates for each client to ensure the highest level of performance and responsiveness.

7. Fast Starting – Expedited Time to Market

Our team will hit the ground running. We can set up and execute a program faster and with fewer problems because of our experience, professionalism and commitment to quality.

8. Enhanced Reporting and Unbiased Feedback

We will provide you with comprehensive and informative reports to give you better strategic insight. We capture data for use in enhancing your business strategies and internal data systems. Our feedback is detailed, accurate and unbiased.

9. Quality Results Approach

Our team is well compensated and receives special incentives, rather than paid a low base rate and then paid bonuses based on the number of leads generated. By setting high standards of excellence in client program management, we provide the proper environment for delivering quality results rather than a large volume of marginal leads.

10. Cost Effectiveness

Our program costs to you are a flat rate - there are no employment related costs (benefits, parking, supervision) and you have no additional office overhead relative to the program.  The results we deliver are equivalent to those of a small in-house department but priced at a fraction of the cost.

In summary - your new business pipeline is filled faster, your internal sales team is motivated to close more business and it's  affordable.  Why would you NOT want to take advantage of this opportunity!? 

TEAM QUALIFICATIONS

SCOPE OF EXPERIENCE - Communications, business development and relationship building in the areas of management systems, project management, consulting, direct marketing-CRM, marketing systems and procedures, sales, customer relations, human resources and self empowerment - including government & private sector - oil and gas, mortgage banking, securities, construction, executive search, advertising, publishing, hospitality, internet, hi-tech and the singles industries.

KNOWLEDGES, SKILLS & ABILITIES - direct sales, call center operations, marketing, CRM, data base building/management, business development, sales contract negotiations, mediation, proposal writing, organizational development, conflict resolution, technical/creative & promotional writing, excellent leadership and communications skills, the ability to perceive the impact of various components on any/all other segments; ability to provide harmonious solutions with maximum productivity results; ability to create rapport with a wide range of individuals and to communicate in their vernacular; graphics and print process, television/video production, radio production, web concept development, some html, Word, Excel, internet, Act!, public speaking, workshops/retreat facilitation. 

TRAITS & CHARACTERISTICS - Positive, optimistic attitude, analytical, excellent health and high energy, articulate, well organized, efficient and reliable; patient, tenacious, empathetic, strong integrity and high quality results orientation, commitment to spiritually based behavior in all personal and business relationships; attractive and professional appearance.

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