We Uncover New Demand In Your Target Accounts
The process of engaging new sales prospects can be arduous, time-consuming and expensive. It requires accurate targeting, well-trained Sales Development Reps (SDRs), the right content, and a combination of phone, email and LinkedIn.
We use an Account Based Marketing (ABM) approach to engage and drive new demand. Our team of skilled Sales Development Reps reach out personally to engage decision-makers at target accounts to raise awareness and drive new business inquiries.
We can do webinar invitation, event promotion and content sharing campaigns as part of a combined ABM strategy.
Our Multi-Channel Approach
We employ outbound Account-Based Sales Development to generate demand for our clients using a comprehensive multi-channel approach. We orchestrate and deliver campaigns across:
Each prospect in your target account is engaged multiple times across these three channels. This ensures your campaign “footprint” is comprehensive and bridges a longer time period than a simple “one and done” campaign.
What You Get
Our Sales Development Services include:
- A dedicated Sales Development Rep (SDR) who learns your business, value proposition and messaging, then engages target accounts on your behalf
- A custom target list that meets your target account criteria
- A sophisticated outbound campaign management system with call automation and email integration
- Well-written scripts for calls, voicemails, emails and LinkedIn messaging
- (Optional) Creating campaign content such as webinars, white papers, articles, case studies, etc.
We take a “white glove” approach with our clients. Our multi-channel approach generates awareness and engagement with multiple touches, while leading with value to smooth the path for your sales team.
IMPORTANT NOTE: Our outsourced Sales Development service works best for B2B companies with a customer value of USD $25k+. It is not suited to low value or B2C offerings.
How It Works
Step 1: Prospect Targeting
You tell us your list of target accounts or give us detailed criteria and we will build one for you.
This can include industry niches, geography, technologies, market events or other criteria to build a list of target accounts. You specify the locations, job titles and seniority levels to engage — typically senior decision-makers responsible for business strategy and bottom line results.
Step 2: List Building
We use multiple verified sources to build a list of target prospects meeting your criteria. You can specify a “Do Not Call” list of companies or individuals to avoid contacting.
Step 3: Campaign Development & SDR Training
We invest significant time and effort learning your market, product/service and value proposition. Your dedicated SDR learns how to articulate your offering effectively. We strive to accurately and clearly communicate your value messages at all times.
We create call, voicemail and email scripts to run your campaign. We also work with you to develop Frequently Asked Questions (FAQs) and Objections & Responses (O&R) sheets so your SDR can respond effectively during conversations. This process is two-way and takes some effort on your part to convey the knowledge needed to represent you properly.
We can also help you create (or repurpose) content to share during the sales process. This can be a strategy paper, white paper, industry survey, article, video, book, webinar invitation, event invitation, or even a physical product sample. Leading with high-quality content creates brand recognition and credibility for your business.
Step 4: System Setup
Email, calendar and call management systems are set up specifically for your campaign. We use your email and calendar systems (e.g. Office 365 or Google Suite) to speed up the process. This presents your SDR as “part of the team” to sales prospects.
Step 5: Direct Account Engagement
We execute your sales development campaign at scale, reaching out to a large number of prospects consistently each day by phone, email, voicemail and LinkedIn.
Once your assigned Sales Development Rep (SDR) is in contact with a prospect, he or she will engage and offer to share your content or event invitation. The SDR can answer FAQs about your offerings, and can facilitate a discovery call if the prospect is interested in speaking to a sales executive.
Our Sales Development Reps are 100% native English speakers based in the United States and Canada. We learn your business and value proposition, and represent you with the utmost care. Outsourcing your account based marketing to a dedicated team saves tremendous time, money and effort.
Schedule a consultation call to learn how our Sales Development Services can work for you.
How Much is This Worth To My Business?
Use the calculator below to discover the dollar value of EACH new customer it brings in.
When you do the math it’s easy to understand the true value of attracting and converting more prospects into customers by outsourcing appointment setting.
Get Started With Your Outsourced Sales Development / ABM Team
Schedule a consultation call to learn how our outsourced Sales Development Services Services can work for you.