Essential Business Elements

Progressive Concepts For A Better World of Business

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FAQ ~ B2B Sales Program

What is a pilot?

The pilot segment is an evaluation tool to help the client company launch new products, jumpstart a new sales department, determine feasibility of having an inside sales department developed and most frequently – to get the pipeline filling with qualified prospects for continued sales opportunities.

Why does the quality of the data determine the results?  

Lead generation and appointment setting are much like gold prospecting.  As an example: If a “prospector” were digging in a hill where there was very little or no gold in the tons of dirt and rocks, the results would be greatly decreased no matter how much effort the prospector made.

What amount of qualifying is done before a lead is submitted?

The client company (you) determine how much “filtering” or screening of the lead is done before it is sent as a lead or before a sales appointment/demo is scheduled.

What types of appointments are set?

There are many options:  phone appointment, web conferences/demos, in person meetings at tradeshows or in one of the businesses’ offices.  When in person meetings are scheduled, typically the sales associate with whom the appointment is scheduled will do some follow up before the actual appointment time.

How is this B2B service different than standard call centers?

In a standard call center setting, junior callers are plugged into an automatic dialer or other device/system.  The results expectation is based on volume, rather than quality and most of these callers do not have any business experience or maturity, so their ability to rebuttal objections and persuade prospects is limited to tactics and the script.