“50% of a salesperson’s time is spent figuring out who to call.”
Look at your salespeople. Most of them spend the majority of their time just identifying decision-makers and trying to determine whether or not they might buy.
These calls must be made. However…
There is no reason you have make them yourself!
HOW WE DO IT
Step 1 – Examine your most profitable sales over the last twelve months. Identify what they have in common and create a target profile.
Step 2 – Examine the whole business universe – Local, Regional, National or abroad – and build a list of all companies with similar characteristics (industry, revenue, geography, etc.).
Step 3 - Identify the Decision Maker and use telephone survey questions that screen them in or out as likely prospects. The purpose of the call is not to sell, but to identify factors that make it likely they will buy.
KEY CONCEPT: People often volunteer information in a survey that they would never dream of revealing in a sales call.
We structure our telephone surveys so that 80-95% of the companies are either screened out or put into a long-term pipeline. This allows you to do Key Account Planning and isolates the businesses that are most likely to buy in the shortest period of time with the least amount of effort and expense.
RESULTS!
We deliver a list of Decision Makers in your strike zone who have three things in common:
1.They have a problem you can solve.
2.They have a real sense of urgency.
3.They are interested in hearing about your solution.
Our work is results-oriented and quantifiable. We record, track, measure and optimize everything we do. Our professional Call Centers have hundreds of phones working 18 hours a day. If you are selling internationally or require foreign language capability, we will handle that too. Because of our partnerships, the services of Drive Business Development are infinitely scalable. There is no limit to the number of calls we can make.
Projects are very affordable and we incorporate compelling follow-up letters, high-impact postcards and trackable HTML email campaigns so that your prospects stay warm over time.
Drive is in and out quickly. We deliver valuable, accurate, real-time market intelligence and qualified, interested sales prospects.
Contact every company on your list or every company that exists … usually within one week! Save Time. Save Money. Sell More… FASTER!
Contact us for a confidential consultation.
