At TelAffects we have measured every aspect of inside sales, for years, for every client and every program, and to an extraordinarily high level of detail. We have a lot of data. But what does that have to do with appointment setting?
Everything, because it gives us a mathematical model of the sales pipeline. We are experts at making the right call to the right person, at the right time, to maximize the probability of success. This is the science of sales pipeline management and it is a fundamental element of the TelAffects Affect MethodSM.
Our mathematical model of inside sales allows the TelAffects Appointment Setting service to operate at a high level of efficiency, delivering appointments with a high attendance rate, low cost per appointment and high rate of conversion to sales opportunity.
High-value product or services sales require a lot of focus and skill from sales representatives. It is critically important for them to focus on the bottom of the sales funnel, which takes time and energy. Therefore, there is a consistent conflict between active sales cycles and opportunities for new sales cycles.
The TelAffects Affect MethodSM utilizes sales pipeline visibility to address the need for appointment setting on a territory-by-territory basis. The appointments are assigned to the best available representative, keeping the pipeline frictionless and driving sales success and revenue.
Every salesperson on the planet hates cold calling. Unfortunately for some, cold calling is a necessary part of the job because they do not have a sufficient sales pipeline to sustain their bottom-of-the-funnel, value-add sales efforts. TelAffects believes sales managers and marketing managers also have a reason to hate cold calling: it is an absolutely unnecessary assignment for a sales representative if they have a sales pipeline to work with.
The TelAffects Affect MethodSM starts every discussion about sales pipeline with the total available market. This is the list of companies that a sales team should be talking to, if they had the time. Next, is the overlay of decision-makers and influencers on the total available market. Last, is the development of market intelligence related to the timing and motivations driving qualified sales opportunities.
TelAffects’ Lead Nurturing Service is designed to progress leads through the sales pipeline based on a known starting lead qualification stage and a targeted ending lead qualification stage. TelAffects utilizes predictive methods to identify which company or contact to call when, about what, and with what level of effort.
The result is a set of sales pipeline participants that have moved closer to sale. When utilized in the context of a strong sales strategy, lead nurturing significantly improves sales force productivity, market coverage and overall sales revenue attainment.
There are a lot of factors that cause long sales cycles. Many are out of your hands, but some things can definitely be controlled. TelAffects believes that a shorter sales cycle can be engineered by understanding when and where to apply scarce sales representative resources. Full visibility to the sales pipeline is critical to controlling the factors that result in shorter, more productive sales cycles. Full sales pipeline visibility is an integral aspect of the TelAffects Affect MethodSM.
The requirements of full sales pipeline visibility are:
TelAffects uses these sales pipeline metrics to direct the efforts of the TelAffects Lead Generation, TelAffects Lead Nurturing, TelAffects Appointment Setting and TelAffects Inside Sales services. As a result, TelAffects can mitigate sales productivity issues like long sales cycle, low opportunity conversion rate, and high cost of sales.
( SiriusDecisionsTM is a registered Trademark of Sirius Decisions, Inc. )
TelAffects operates at the top of the sales funnel so that your sales representatives do not have to. This requires Telaffects to push around some pretty big numbers to meet aggressive goals for delivered MQLs, SQLs, qualified sales appointments and closed sales. Every minute, every move, every call and every telesales representative either contributes to the goal or unnecessarily contributes to the cost.
Telesales operational discipline is a key component of the TelAffects Affect MethodSM. TelAffects utilizes a sophisticated telephony and CRM foundation to drive a few critical technologies in support of TelAffects’ telesales representatives: