Key Considerations When Buying

Tele-Prospecting Services

Getting the Most from your Tele-ProspectingA tele-prospecting campaign can help fill your pipeline with either qualified or sales-ready leads. It can also help motivate prospects that may have gotten stuck or stalled along the sales funnel. Tele-prospecting campaigns are designed from multiple options, all of which help drive you closer to your goals. Selecting whether your campaign should be hours-based or pay-for-performance is one key option to consider. Making the right decision won’t be as simple as flipping a coin.

You need to evaluate:

• Your business objectives

• Your marketing needs

• Where your leads fall in the sales funnel

Beginning the Process

What are your business

objectives?

What are your marketing

needs?

Where do your leads fall

in the sales funnel?

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Inquiry

Inbound Outbound

Marketing Qualification

Sales Qualification

Close

Won Business

Tele-Prospecting Qualified Leads

Tele-Prospecting Accepted Leads

Tele-Prospecting Generated Leads

Automation Qualified Leads

Sales Generated

Leads

Sales Accepted

Leads

Sales Qualified Leads

Where Do Your Leads Fall?To completely assess where your leads are falling in the sales funnel, consult the SiriusDecisions Demand Waterfall. SiriusDecisions recognizes three distinct sources of qualified leads:

• Automation qualified leads—In a nod to the rise of marketing auto-mation, SiriusDecisions has recognized that some firms will qualify purely through their website and marketing automation program.

• Tele-prospecting qualified leads—Inquiries that are not scored through behavior can be routed through telequalification, providing elements of more traditional BANT (Budget, Authority, Need, Timing) qualification in addition to behavioral and registration.

• Tele-prospecting generated leads—Outbound tele-prospecting, either through direct calling or through referrals from marketing inquiries, will discover and qualify additional leads.

Defining a Lead

Is Hours-Based the Right Choice?Hours-based telemarketing campaigns outline objectives and are limited only by the number of hours allocated. A campaign continues until hours are met.

The conditions for choosing an hours-based campaign are:

• When inbound leads need to be qualified—Some of the challenges you’re facing from your marketing automation efforts are managing the volume of leads, sifting the good leads from the bad, and finding the time to follow up.

• When your objectives are uncertain—There are no historic metrics around a new solution/product awareness, an extended target geog-raphy, or a different vertical to target.

• When you need marketing intelligence—Build a strong campaign using data that identifies buying cycles, buying obstacles, trends in pains, and competitive challenges.

• When you need dials after prior marketing tactics—Assist your internal sales team when there is inadequate time to follow up, hesitation about cold calling, or they are asking non-qualifying questions.

• When you already have prospective leads—Accelerate the sales pipe-line by re-engaging with warm leads that may have cooled or upsell to existing clients.

Hours-Based Campaigns

The Pros

The Pros and Cons of Hours-Based

Drive simultaneous campaign goals such

as qualified leads and building brand awareness,

while capturing new marketing intelligence

Education/training may be needed before

launch

The Cons

May not deliver expected quantity

of sales-ready opportunities

Keep campaign flexibility to

adjust to the needs of the audience

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Pay-for-Performance Campaigns

When To Select Pay-for-PerformancePay-for-performance telemarketing campaigns deliver a guaranteed number of leads. Outbound calling will end as soon as deliverables are met.

The conditions for choosing a performance-based campaign are:

• When there are historical metrics—This means your solution is well-established, you’re familiar with the geography, and you know how to connect with your target vertical/audience.

• When you require a specific number of sales-ready opportunities—Your sales team wants to foster sales enablement among the new recruits, surpass their individual quotas, continue a campaign on a proven concept, or increase the number of sales opportunities.

• When there is already marketing intelligence—You don’t need to acquire new knowledge in order to sell your solution, recognize the competition and are prepared, understand the pains that drive purchasing behavior, or are familiar with the audience buying cycle.

The Pros and Cons of Pay-for-Performance

The ProsThe ConsGuaranteed

quantity of deliverables

Not channel specific and can apply to outside

sales teams/partners

A well-established

brand simplifies campaign

launch

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May result in instances of

quantity over quality

Strict BANT qualifications

could deter valuable early

stage leads

Choosing the Best Vendor

Experience. Collaboration. Trust.You’ve worked hard to design your tele-prospecting campaign. But all of your efforts are wasted if you don’t have a good relationship with your vendor. Choose one that will work as an extension of your team.

Consider these attributes:

• What is their delivery mechanism?

• Can they customize a campaign?

• Are the expectations defined?

• Is there CRM integration?

• Are they experienced?

The eCoast Promise

We Know Tele-ProspectingeCoast has specialized in tele-prospecting since our inception in 2000, with the experience and expertise to orchestrate a well-designed campaign. You’ll have access to detailed information, including business drivers, decision makers, pain statement, budget and timeframe. We guarantee meetings will happen with a confirmation and rescheduling process.

• Appointments are qualified based on stringent guidelines; business decision makers, business drivers, and budget information.

• Each campaign is unique and tailored to your objectives.

• We provide all of the information you need with each lead to be fully prepared for your meeting.

• Dedicated program managers keep you updated and informed with weekly reporting and status calls.

• Seamless integration of data into your existing CRM tool, whether it’s Salesforce or another platform.

• Campaigns are results oriented—we guarantee meetings, or we replace them.

YoureCoastTeam

Inside Sales Reps

ProgramManager

DataAnalyst

QualityAnalyst

MarketingSpecialist

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Weigh the OptionsNow that you have all the information you need about hours-based and pay-for-performance campaigns, you can begin to make the right decision.

About eCoastExperts in technology, and strongly established in the B2B world, eCoast builds relationships through outstanding customer care, by providing quality services and solutions, and by delivering measured results through proven marketing processes. Visit us at www.ecoastsales.com.