FOUR KEYS TO YOUR SUCCESS
Most sales development programs share certain basic steps, and many
new clients inquire exactly how we do what we do; so following is our
typical implementation process.
We outline a marketing strategy based on our clients positioning
within its industry and the unique aspects of the product or service
being introduced. We create a tactical plan of implementation with emphasis
on realizing sales in the short term to help mitigate the burden of
initial program implementation costs. We create a definite timeline
for each program against which we can verify the completion of each
step in the plan, and adjust as necessary to achieve time sensitive
goals. If we are responsible for providing direct marketing materials,
we control the process and schedule the timing of the first followup
We qualify and categorize leads into four groups as early as possible
in the process, according to degree of interest and likelihood of a
Then we concentrate our efforts on those that represent immediate opportunities
for consummating a sale. Our professional sales style program is intended
to steer prospects to a conclusion as quickly as possible.
Within the program, we follow the prospects lead by calling at
appointed times and delivering support materials as necessary. We carry
out the sales function just as a top notch salesperson within our clients
organization would be expected to do. We continue making contact with
each prospect until we elicit a conclusion that is either a declination
or a sale! In the process, we often reclassify prospects into less immediate
categories to concentrate on current sales without losing any prospect.
Using this approach, we gather the benefits of immediate sales while
simultaneously developing a database of prospects which can be further
developed for future sales.
We run many programs using traditional marketing rates. In open ended
programs however, this often proves to be prohibitive so we seek
to limit our clients financial exposure with a monthly fee arrangement,
and additional incentives for superlative results. This allows our clients
to embark on new campaigns with a manageable fixed cost to fit any new