SOLUTIONS BASED POSITIONING

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From day one, the TelAffects sales consultants are trained on a consultative sales process that relies on providing the prospect a solution to their problem or pain that was uncovered in the earlier stages of the consultative process.

Our sales consultants appropriately trained on our client’s products and solutions. Also, they are extremely capable of providing deep product knowledge. They are continually trained and coached to understand how to connect product related information back to the prospects unique environment.

SOLUTION: TRADITIONAL LEAD GENERATION FOR FIELD SALES

Drivers: Companies are recognizing the complex nature of many B2B sales environments. Multiple decision makers spanning multiple functional areas require their field sales representatives to build and maintain multiple relationships with people that have varying views and interests. The conversion or closing process may be even more complex due to the nature of the product or solution requiring subject matter expertise and extensive ROI development for the potential client. This places enormous time constraints of a sales representative’s ability to prospect and nurture early pipeline opportunities.

TelAffects: Companies that can benefit from this solution typically have the following characteristics: products/solutions are offered in a complex selling environment; require multiple decision makers to be engaged; ROI based decision making process; subject matter expertise is required for conversion; prospect business intelligence is crucial; and they have a limited or finite market universe.
TelAffects Product Set: Appointment Setting, Demo Setting

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HYBRID LEAD GENERATION AND APPOINTMENT SETTING FOR FIELD SALES

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Drivers: Companies often have differing levels of experience and tenure within their current field sales team. Tenured sales representatives with seasoned relationships and robust pipelines have less bandwidth to focus on early pipeline development. They are appropriately focused on conversion and closing near term opportunities. Recent or middle of the pack sales representatives often need the added front end lead flow to help them develop a pipeline similar to the seasoned sales representative.

TelAffects: We realize a one size fits all approach doesn’t work and isn’t necessary. Our Hybrid solution allows our clients to customize the support they feel is most appropriate for their sales team down to the individual sales representative level.

TelAffects Product Set: BANT, BANT Plus, Marketing Automation Support, Appointment Setting, Demo Setting.

TRADITIONAL LEAD GENERATION AND APPOINTMENT SETTING FOR EXISTING INSIDE SALES

Drivers: Many companies have made significant investments in their own internal sales teams. They are often looking to find ways to gain efficiencies and optimize the performance of the team. Many times this involves a change of strategy which shifts the focus on the internal team to become deep subject matter experts and shifting their focus to conversion and closing soley.

TelAffects: Our fastest growing solution. These programs are highly customized and often develop into a Hybrid approach whereby we are providing Lead Generation for certain products with lower revenue streams and appointment setting for products with higher customer lifetime values.

TelAffects Product Set: BANT, BANT Plus, Marketing Automation Support, Appointment Setting, Demo Setting.

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TRADITIONAL CUSTOMER AQUISITION

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Drivers: Using a Telesales model has been a proven strategy for companies offering commoditized products and products with minimal revenue levels. These products typically have an easy customer purchasing process coupled with an efficient product delivery. Other historical Telesales models include cross sell and up sell campaigns.

TelAffects: At first glance these types of campaigns seem straightforward. Our experience has illustrated the need to have a proven system with exceptional sales talent to meet the productivity and performance requirements and generate a positive return on the team, management, and infrastructure.

TelAffects product Set: Customer Acquisition

CUSTOMIZED CUSTOMER ACQUISITION

Drivers: Companies are interested in testing how far upstream they can execute a Telesales model within the marketplace in order to reduce the customer acquisition cost associated with a traditional field sales model.

TelAffects: Technology and the ever changing B2B buying process have impacted the way companies can engage their customers. Marketing Automation, Webinars and Online presentation capabilities have allowed our clients to leverage our methodology to gain the advantages of an inside sales approach while at the same time engage their customers in a manner that best fits their customers desires.

TelAffects Product Set: Customer Acquisition

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CUSTOMIZED CUSTOMER DEVELOPMENT

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Drivers: Companies need to engage with their existing customers regarding a variety of offers, messages and goals. Account management is often already focused on the high value customers providing a high level of service to ensure a quality customer experience. Often large blocks of customers need to be engaged on a project basis. The company’s current resources and structure can’t handle the volume and time constraints.

TelAffects: It’s amazing what you learn when to you talk to your customers. Our methodology and technology allows us to efficiently engage large blocks of customers through a consultative approach capturing critical and insightful business intelligence directly from the customer themselves. We transfer data, quantitative and qualitative intelligence back to the marketing, sales and management teams. The impact and education from the customer develop engagements often dictate future campaigns.

TelAffects Product Set: Customer Development

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