Situation:

MD of a telecoms company is expanding his sales staff to develop untapped markets. New business is only won through the sales team meeting prospective clients and talking to senior decision makers.

Critical business issues:

When the sales team are out meeting prospective new clients they are unable to make new appointments to fill their pipeline. The age-old problem of "feast or famine" starts to apply.

Reasons:

Cold calling for appointments can be the least attractive part of the sales cycle to many sales people. It requires dedicated targeting and a consistent approach to following up.

Capabilities needed:

Experienced telemarketing professionals who understand the need to build relationships in order to develop the pipeline and keep it full.

Code Red provided:

A team of dedicated professionals who acted as an extension to the company's sales team, led by a senior telemarketing person with a background in telecoms. The team worked two days a week to canvas new prospects, determine interest in the company's services, and make appointments with decision makers for the sales team.

Results:

Quality appointments are regularly made every week which keep the sales team fully utilised closing business through face-to-face meetings with prospects. The MD can measure the cost effectiveness of using a dedicated telemarketing team to make appointments rather than his more expensive sales team.

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