“Quantifiable results” are more than just buzzwords at TelAffects.
They are the foundation of every strategic and tactical TelAffects execution.
The foundation of the TelAffects Affect MethodSM is a set of core metrics that focus the efforts of the team and provide a framework for every aspect of the inside sales conversation: from initial benchmarking and gap analysis to strategic planning, operational reporting and testing infrastructure. Our team prides itself on not only knowing how to measure our demand generation performance, but also on developing and utilizing situational awareness of how our inside sales processes impact your sales strategy and financial performance.
The TelAffects team is confident in the Affect MethodSM and how our inside sales, lead generation and appointment setting processes impact a wide range of businesses, from technology and manufacturing to healthcare, insurance and financial services.
A leading credit card company deployed a TelAffects Inside Sales Service and the TelAffects Affect MethodSM to retain and grow its merchant footprint. As a result, 75.4% of all engagements resulted in a close. Telaffects was tasked with assuring that the number and quality of merchants that accepted this company’s card increased. Telaffects engaged over 250,000 SMB and mid-tier merchants and generated the highest volume of successful engagements at the lowest cost relative to all internal and external channels. In doing so, it also reduced the cost per subscription by 26%.
An emerging market healthcare company used the TelAffects Inside Sales Service and the TelAffects Affect MethodSM to acquire new customers. As a result, 58% of all engagements resulted in a close. The resulting 1,200 new subscriber performance allowed the company to secure additional funding for growth initiatives. With the aid of strategic sales process consulting from TelAffects, the company converted their inside sales team into a robust account management team to further support growth.
A global asset management company utilizes TelAffects Appointment Setting Service and the TelAffects Affect MethodSM to establish qualified, in-person appointments for account managers selling a high-value service. As a result, the company grew its actionable sales pipeline by 400%. One of the appointments set by TelAffects resulted in the single largest multi-billion dollar relationship in the company’s history. In addition to near-term sales pipeline growth, the process increased our client’s brand awareness in the market from 14% to 92%.
An insurance company uses the TelAffects Lead Generation Service and the TelAffects Affect MethodSM to generate qualified business opportunities for sales. As a result, near-term sales pipeline in the form of proposal requests increased by 203%. Additionally, the process developed pivotal market intelligence by aligning corporate benefit decision-makers with their preferred broker relationship and was fundamental in the development of the company’s direct sales strategy.
A manufacturing company uses the TelAffects Lead Qualification Service and the TelAffects Affect MethodSM to qualify their event and conference leads. As a result, TelAffects converted 32.3% of engaged leads into qualified sales opportunities for the company’s distribution partners. In addition to the near-term sales pipeline growth resulting from lead qualification, the TelAffects Lead Generation Service identified additional decision makers via list-based cold calling. 27.5% of these decision makers converted into qualified sales opportunities for the company’s distribution partners. The market intelligence generated by the dual processes further improved the effectiveness of the company’s account-based marketing (ABM) initiative by 15% as a result of the TelAffects Inside Sales team efforts.
A global technology company uses the TelAffects Lead Qualification Service the TelAffects Affect MethodSM to qualify leads from over 300 specific annual marketing campaigns. Based on the SiriusDecisionsTM Lead WaterfallTM definitions, TelAffects is charged with identifying MQLs and converting MQLs into SQLs to turn over to the sales force. As a result, 79% of MQLs were converted into SQLs and 26% of all SQLs were converted into sales opportunities valued at over $19,000,000 per year. The average value of the sales opportunities was $101,000. The market intelligence generated by the process resulted in the identification and validation of over 46,000 decision-makers and core influencers among the company’s strategic market targets.
A leading non-profit financial services company uses TelAffects Appointment Setting Service and the TelAffects Affect MethodSM to set qualified sales appointments. As a result, 134% of forecasted qualified sales appointments led to a 60% increase in the company’s sales pipeline. The market intelligence generated by the Telaffects process identified qualified decision makers for 82% of the targeted accounts.