When it comes to sales, good projections are essential. That’s why the known deliverables of the INCo telemarketing method are so valuable.
To succeed in finding and qualifying sales leads in the IT and Consulting market on a consistent basis requires concentration and method. It also requires that method to be applied rigorously and consistently.
Step 1: Campaign planning – ‘Go-to-market’ development
Step 2: Target market identification and build a suitably targeted database for potential sales
Step 3: Database creation & management - developing INCo in-house systems for a client or working directly on the client’s own CRM system
Step 4: Implement telemarketing campaign – INCo implements a training programme for the telemarketing team on the key sales messages and responses to objections. We monitor call stats, and use remote call listening to ensure quality
Step 5: Identify & qualify opportunities using our MANACTA & AIDCA qualification processes
Step 6: Verify opportunities through internal quality control procedures
Step 7: Pipeline management – manage the progress of future opportunities within the database
Step 8: Campaign management & reporting – consistently monitoring achieved results against campaign targets, and implementing improvements where necessary
This process takes the guesswork out of sales lead generation, and replaces it with certainty.