What is a pilot?The pilot segment is an
evaluation tool to help the client company launch new products, jumpstart a new
sales department, determine feasibility of having an inside sales department
developed and most frequently – to get the pipeline filling with qualified
prospects for continued sales opportunities.
Why does the quality of the data determine the results?
Lead generation and appointment setting are much like gold
prospecting.As an example: If a “prospector” were digging in a
hill where there was very little or no gold in the tons of dirt and rocks, the
results would be greatly decreased no matter how much effort the prospector
made.
What amount of qualifying is done before a lead is turned
in?The client company (you) determine how much “filtering” or
screening of the lead is done before it is sent as a lead or before a sales
appointment/demo is scheduled.
What types of appointments are set?There are many options:phone appointment, web
conferences/demos, in person meetings at tradeshows or in one of the businesses’
offices.When in person meetings are scheduled, typically the
sales associate with whom the appointment is scheduled will do some follow up
before the actual appointment time.
How is this B2B service different than standard call
centers?In a standard call center setting, junior callers are
plugged into an automatic dialer or other device/system.The
results expectation is based on volume, rather than quality and most of these
callers do not have any business experience or maturity, so their ability to
rebuttal objections and persuade prospects is limited to tactics and the
script.
LEADERSHIP/MANAGEMENT TRAINING
How soon will we see results from the
training/consulting? This will depend greatly on how much the
individuals and organization will commit to change. Long term and widespread
imbalances and obstacles take longer to purge from the work culture; isolated
and recent issues are more easily resolved.
What if top management is part of the
problem? The challenge will be greater, but the increased productivity
and improved harmony can still make a difference within the general body of the
workplace. When it's a question of budgeting and financial decisions affecting
the progress being made in the operational levels - the motivation of the
management team is affected. Leadership, creative problem solving and team
synergy become even more important.
What kind of follow up should we
do? As part of the training/consulting program - an implementation and
follow up plan can be developed.
What kind of periodic training can we
schedule? As frequently as you deem necessary and feasible. These
details can be worked out as part of the project proposal or as a separate
project after the initial project is completed.
Is the consulting follow up available
through email and other remote means? Yes
Why is leadership training important to supervisors, mid and top management
team members?
