(314)  577-­‐0342  Abstraktmg.com  

BUSINESS GROWTH SOLUTIONS

2  ABSTRAKT HAS TRIPLED OVER PAST 18 MONTHS Abs

trak

t  Marke

ting  Gro

up  Sales

 

6mos 12mos 18mos

3  JUST A FEW OF OUR CLIENTS

“Abstrakt stood out to me as a lead generation service because it was more personal”

“Abstrakt made the cold call…that turned into a multi-million dollar deal”

4  

5  SELLING CYCLE STAGES– Prospekt Focus

Abstrakt  Focus   Client  Focus  

TARGETING  

Identifying  &  Attracting  Key  Decision  Makers  

CREATING  INTEREST   STAYING  IN  TOUCH   SELLING  DELIVERY  &  

SUPPORT  

Developing  &  Delivering  Compelling  Messages  

Maintaining  Top  of  Mind  Awareness  Over  Time  

Presenting  &  Closing  New  Business  

Providing  Product  or  Service  to  Achieve  Desired  Result  

Prospekt  

Maintain  Current  Clients      Engaging  Potential  Clients  

     Prospecting  New  Leads  

Prospecting  New  Leads                          

Average  Sales  Person  Time  Budget  

6  3 INDEPENDENT GOALS OF PROSPEKT

Expands  the  universe  that  you  can  effectively  sell  into  

Top-­‐of-­‐Mind  Awareness  1 Data  Collection  2 Appointments  3

In  a  business  to  business  sales  environment  –  Timing  is  everything

Qualify  the  decision  maker  and  gather  critical  sales  data

Secure  date  and  time  appointment  with  decision  makers

7  

CLEANSING  PHASE  

Call  

Call  

Call  

Call  

Call  

Call  

SUSPEND  

HOW WE DO IT – The Process

I

ASN

Call  

INTRODUCTION  PHASE  

Call  Email  

Call  

Call  Email  

Call  

Call  

0–30  Days 0–60  Days

NURTURING  PHASE  

Wait  /  No  Response  /  No  Interest  

Call  Email  

Email  

Email  

Call  Email  

Email  

Email  

Call  Email  

Email  

0–365  Days

APPOINTMENT  TRACK  

Email  Invite  

 Follow  Up  Call  

Reminder  Email  

Thank  You  Letter  

Client  Review A

SN

I

ASN

ASN

ASN

8  

CLEANSING  PHASE  

Cleansing  Phase  

Calls  are  made  to  determine  the  following  information  about  the  Target:  

•   Decision  Maker  /  Contact  Information  •   Qualification  Questions  /  Answers  •   Competitive  Intelligence  •   Conversation  Notes  

HOW WE DO IT

I  =  Launch  to  Introduction  N  =  Move  to  Nurture  A  =  Set  Appointment  S  =  Suspend  /  Not  a  Fit  

I

ASN

Call  

Call  

Call  

Call  

Call  

Call  

0–30  Days

9  HOW WE DO IT

Decision  Maker  has  been  identified.  Now  we  will  attempt  to  make  an  introduction:  

1.  Decision  Maker  receives  an  introduction  email  

2.  Decision  Maker  receives  3  introduction  calls  regarding  email  

3.  Decision  Maker  receives  2nd  email  

4.  Decision  Maker  receives  another  3  calls  

Introduction  Phase  

 N  =  Move  to  Nurture  A  =  Set  Appointment  S  =  Suspend  /  Not  a  Fit  

Call  

INTRODUCTION  PHASE  

Call  Email  

Call  

Call  Email  

Call  

Call  

0–60  Days A S N

10  HOW WE DO IT

Based  on  Decision  Maker’s  disposition  we  will  maintain  top-­‐of-­‐mind  awareness  and  build  a  relationship  through  a  nurture  process:  

1.  Decision  Maker  receives  8-­‐10  email  touches  per  year  

2.  Decision  Maker  receives  3-­‐4  calls  per  year  

3.  Touches  are  strategically  timed  to  ensure  top  of  mind  awareness  

Nurturing  Phase  NURTURING  

PHASE  

Wait  /  No  Response  /  No  Interest  

Call  Email  

Email  

Email  

Call  Email  

Email  

Email  

Call  Email  

Email  

0–365  Days

 N  =  Keep  in  Nurture  A  =  Set  Appointment  S  =  Suspend  /  Not  a  Fit  

A S N

11  

What  comes  with  an  Abstrakt  Appointment:  

•  Meeting  with  Qualified  Target  

•  SalesForce.com  record  populated  with  qualifying  data  

•  Custom  A,B,C  rating  system  to  further  qualify  the                opportunity  for  the  sales  reps  

•  e-­‐mail  description  of  the  opportunity  

•  Call  recording  of  conversation  with  the  prospect  

•  Send  hand  written  thank  you  for  taking  time  to  meet  

•  E-­‐mail  reminder  the  day  prior  to  the  appointment    

•  Follow  up  call  with  the  target  after  the  sales  call  

WHAT YOU GET – Appointment Track

Results:    Sticky  appointment  and  prepared,  motivated  salespeople!  

APPOINTMENT  TRACK  

Email  Invite  

 Follow  Up  Call  

Reminder  Email  

Thank  You  Letter  

Client  Review

12  

We  will  capture,  in  a  SalesForce.com  database,  relevant  data  for  every  target  that  runs  through  the  PROSPEKT  process  giving  management  visibility  and  control  over  all  prospects:  

WHAT YOU GET – Qualified Data / Progress Reporting

•  Decision  Maker  /  Contact  Information  •  Qualification  Questions  /  Answers  •  Competitive  Intelligence  •  Conversation  Note  

PROSPEKT  Dashboard  Reporting:  

•  Progress  through  the  process  •  Call  and  email  metrics  •  Appointment  details  •  Appointment  trends  •  Data  capture  statistics  •  Top  scorers  from  email  campaign  

13  WHAT YOU GET – Your Team

Imagine  this  team  for  less  than  the  price  of  one  full–time  employee:  

A  Business  Growth  Team  

Second  To  None!   Monthly  Cost  of  Over  $40,000  Bu

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ss  Dev

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men

t  Man

ager  

Call  Ce

nter  M

anag

er  

Qua

lity  Co

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l  Man

ager  

Copy

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er  

Call  Ce

nter  Trainer  

Acco

unt  M

anag

er  

14  WHAT YOU GET – Territory Exclusivity

United  States  

Missouri   St.  Louis  Metro  Area  

We  will  partner  with  ONE  company  in  your  business  niche  in  your  market  

15  OUR CLIENTS – and What They Say  “We  are  in  an  industry  that  is  very  hard  to  obtain  appointments.  Since  engaging  Abstrakt  Marketing  they  have  provided  us  with  a  steady  stream  of  sales  opportunities  with  companies  that  we  would  never  have  had  an  opportunity  to  meet.  They  have  been  consistently  involved  in  our  account  and  been  very  communicative  with  us.”    Mike  Patterson  636-­‐530-­‐1040  Holt  &  Patterson  Industry:  Accounting  

“The  thing  I  love  about  Abstrakt…when  we  are  working  on  a  large  project  or  spending  time  viewing  properties  with  clients,  I  know  that  Abstrakt  is  back  at  the  office  working  to  find  us  new  opportunities  and  clients  every  day.”    Dan  Barnes  314-­‐480-­‐4104  Lee  &  Associates  Industry:  Commercial  Real  Estate  

“We  utilize  Abstrakt  to  fill  Sales  and  Marketing  gaps  within  our  organization.    We  had  two  large  strategic  projects  that  required  a  lot  of  investigation  and  persistence  to  identify  potential  prospects  and  then  set  up  sales  meetings  with  the  key  decision  makers.    The  Abstrakt  team  came  on  board  and  had  both  programs  up  and  running  within  days  and  also  helped  us  develop  the  Marketing  tools  to  really  set  us  apart  from  our  competition.”  “Where  we  lack  resources  or  expertise,  they  function  as  an  extension  of  our  internal  teams  and  the  potential  clients  have  no  idea  that  we  outsource  this  function  for  less  than  the  cost  of  an  FTE.”      Bryan  Graiff    Senior  Vice  President  Live  Uniform  and  Uniform  City  Industry:  Uniform