LEAD GENERATION OVERVIEW...Sales reps "hate" cold calling Big fluctuations in pipeline value List...
Transcript of LEAD GENERATION OVERVIEW...Sales reps "hate" cold calling Big fluctuations in pipeline value List...
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LEADGENERATIONOVERVIEW
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A RICH HISTORY IN SALES EXECUTION
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OUR EXPERIENCE
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Inconsistent calling activity
Not enough resources
Sales reps "hate" cold calling
Big fluctuations in pipeline value
List Management
Disappointing results from tradeshows/conferences
Consistently low number of NEW prospect appointments
Weak cold-calling skills & disciplines
Lack of ability to track internal prospecting activity
COMMON CHALLENGES
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Dedicated calling time &volume
Consistent stream of new leads/appointments
Scheduled sales appointmentson your calendar "lead pass"
Gather critical data
Establish benchmarks &measure results
Clear brand representation
WHY HIRE MPI BUILD TOP OF SALES FUNNEL
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DIFFERENTIATORS
PORTAL
MEASURINGRESULTS
RECORDEDCALLS
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Daily Huddles
Role Playing
Recordings
Client Feedback
Weekly Team Training
External Sales Training& Development
ONGOING TRAINING
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Provides 1 point of contact whomanages production, training,
results & communications
Strategizes additional sales &marketing initiatives to enhancequalitative campaign outcomes
RELATIONSHIP MANAGEMENT
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TRANSPARENCY
Providescompletecampaignvisibility &accountability
MPIPORTAL
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DIAL TO CONTACT DIAL TO QUALIFIED CONTACTBENCHMARK ACTUAL
20%CONTACT TO APPOINTMENT QUALIFIED CONTACT TO APT.
BENCHMARK ACTUAL
13%
BENCHMARK ACTUAL
6.45%BENCHMARK ACTUAL
10%
WEEKLY BENCHMARKS
TRANSPARENCY MEASURINGRESULTS
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TRANSPARENCY
Every call recorded
Available 24/7 for review
Best resource forfeedback in pre-callplanning
Critical in on-goingtraining
RECORDEDCALLS
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OUR PROCESS
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6 STEP PROCESS
CONTRACT ACCEPTEDCLIENT OBJECTIVE PACKETTo kick off our partnership we take adeep dive into your brand, serviceand messaging.
ONBOARDINGOur 10 day onboarding processestablishes campaign workflows,logistics and messaging development.
TRAINING & DEVELOPMENTThrough persona development, 51roleplays, and extensive researchmanual, our training specialistsprepares your telesales rep to get onthe phone.
RESEARCH, CREATIVE THINKING &STRATEGIZINGOur operations team works diligentlyto research and learn as much aboutyour product and company as possibleto set the foundation of our strategy.
ACTIVE OUTREACHA minimum of 155 dials per week isguaranteed on your behalf. Wecontinually update your list, leverageadditional outreach techniques andsend lead passes.
CONTINUED DEVELOPMENTOur program manager works closelyto keep your campaign movingforward with weekly check-inmeetings. We continue to develop andtrain our reps by addressing concerns,evaluate objections and strategizefuture outreach.
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WHO IS MAKING YOUR CALLS
High-energy individualsdedicated to your campaigns
Motivated to excel by developingsales skills for their future
Trained in appointment setting
Coached on objection handling
Incentivized on quality & quantity
MPI is commited to our salesreps career development
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LOOKING AT THE OPTIONS
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INTEGRATED CAMPAIGNS ADDITIONAL SERVICES
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If you want more sales you need more qualified prospectsmore closes = more revenue
GENERATEMORE
QUALIFIEDLEADS
ACHIEVEADDITIONAL
REVENUE
CLOSENEW
SALES ==
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MPI SOLUTIONS THE 6 FUNDAMENTALS OFSUCCESSFUL LEAD GENERATION
PROVIDE CONSISTENCY
OPERATE AS AN EXTENSIONOF YOUR SALES TEAM
BUILD BRAND AWARENESS
BUILD THE SALES PIPELINE
GATHER CRITICAL DATA
MEASURE & TRACK
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MOVING FORWARD• Final Questions• Details Needed for Proposal• When Do You Want to Get Campaign Started?• Schedule a Date to Present the Proposal
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Thank you!