Creating sales opportunity since 1998
Experts in designing successful sales messaging for the phone
Delivered over 6,000 individual sales campaigns
Deep industry knowledge of Technology, Pensions, Tax and Outsourcing markets
Our Inside Sales model has been created to offer clients a solution to the problem of creating a sustainable pipeline of new business appointments and sales ready leads. It is a proven and successful model that extends the reach and effectiveness of a sales team whilst providing the flexibility of approach and scale to ensure the business has the level of opportunity required to achieve its goals.
The campaign model is based on two fundamental principles.
Firstly, people buy from people and therefore building rapport and establishing a mutually beneficial relationship with each prospect is key. Every conversation with a prospect represents a potential opportunity either for now or in the future and the IS team need to recognise the importance of the right first impression and then have the ability to build on that as opportunities progress through the sales cycle.
Secondly, qualification underpins everything within the campaign. Every touch point with a client needs to increase the understanding of where that prospect is within the buying cycle for the services and solutions being promoted. This identifies when an opportunity is sales ready and therefore if it is appropriate for direct engagement of your skilled sales team, or indeed if the requirement is longer term then providing the mechanism for nurturing and developing that opportunity until such time as it is sales ready.
The most effective medium to engage with new prospects, position what you do, qualify their requirements, handle objections and build relationships is to speak to them over the phone.
We can help support you in qualifying prospects, generating leads, building rapport and booking appointments as this is at the heart of what we do.
We can also deliver tactical Lead Generation campaigns to address short term lead requirements and establish a pipeline of opportunity for your sales team to pursue.
We work closely with both sales and marketing stakeholders to create each campaign, helping to design the effective sales messages and ensuring that opportunity is well qualified and sales ready.
Key Account Development
We are able to help you gain an unrivalled understanding of your key accounts and target prospects by undertaking a range of research & key account development campaigns on your behalf to help increase that level of understanding.
Key Account Development enables you to deep dive into individual accounts, identifying key decision making units, existing contract positions and forthcoming events that will drive procurement in the future.
The campaign will typically require information to be gathered from across the organisation, including both the lines of business and the technology departments. Information is presented back as an individual company report, including company background, decision making trees and individual discussion notes, giving the sales person a powerful tool in targeting and winning key target accounts.
On a broader basis, surveys can be designed and delivered to help with marketing understanding and additional analysis provided that will help drive future sales and marketing strategy.
Defined Benefit Pensions Database
The market for Defined Benefit pension schemes is not getting any bigger, it is though getting significantly more competitive as companies strive to gain market share and upsell / cross sell a more diverse range of services.
The Pensions Regulator states that there are approximately 6,000 Schemes in the UK and this number decreases by roughly 150 – 200 companies per year.
The questions are therefore how many of these companies and schemes do you have visibility of? Are you reading about deals being won that you had no visibility of and you struggling to keep track of key decision-maker movements in the market?
If you answer yes to any on the above then the BID Marketing Defined Benefit Database may well be the answer. We believe we have the largest database of companies and organisations with DB Schemes in the UK, and we can segment this list by asset size and soon by tri-annual review date.
In addition, we have identified over 8,000 key decision makers and can therefore give you the means to effectively market and sell to prospects in a highly focused way.