- Lead Generation for Direct Sales Organizations
- Market Validation and Early Adopter Identification
- Channel Development/Partner Profiling
- Long-Term Lead Nurturing, Customer Development
Lead Generation
Our solution is based on identifying opportunities for our clients, not just generating activity. We bring a proven B2B Telemarketing methodology that is High Touch and High Quality called Responsive Account Development™. Our methodology and process can ramp quickly and will identify and engage you with opportunities in your target accounts with the highest possible conversion rate in the industry. In today’s market, having intelligence about your prospects is critical to positioning yourself in the deal effectively. This valuable data is derived from information that we are experts in surfacing, such as specific details on customer initiatives, vendor preferences, unseen business drivers, as well as many other items that can influence a buy decision. You will receive from The Vanella Group a comprehensive profile of each opportunity with an overview of the company at present, including multiple contacts within the account and their roles. This profile includes a detailed record of the conversations held with executives, information on competitors already in the deal, timing, and budget data, as well as any additional information you may require for your campaign. You don't get just a "lead", you get an actual opportunity along with a new relationship to develop that will accelerate revenue growth.
Additional program reporting provides visibility to trends and patterns in the marketplace that you can leverage. You will know why companies will talk with you, why they won't and what the general impression is of your solution in the marketplace. We closely monitor your results and pass this data on to you, so you can continually improve your selling effectiveness.
We realize each customer of The Vanella Group has unique requirements, so we fine tune your outbound Telemarketing program to meet your specific objectives and volume requirements.
Channel Development
We have extensive hands-on experience on both the channel and the OEM sides. We deliver programs sponsored by OEMs with outstanding results. Channel partners can see measurable return on the dollars invested and the OEM can justify the cost based on results. The ROI on these programs are far above other lead generation programs.
We can help you identify potential channel partners, qualify them and determine if they are viable. This is a key area of expertise we have, as we have built channels for numerous organizations successfully.
Long Term Lead Nurturing, Customer Development
Studies show up to 70% of leads that come from Marketing do not get a follow-up from Sales unless there is an immediate opportunity. We can help you follow up with prospects and maintain a dialog with them until they are ready to buy.
The Vanella Group Difference
Our process is unique and proven effective. We find the initiative within the account and the details that surround it. Sales Reps and Executive Management are always impressed with the amount of information and detail we are able to gain through our conversations.
Taking your program to the next level to ensure your success is an additional value The Vanella Group provides. We'll help you implement your program internally so that you engage with the prospects and are able to track the activity on your accounts as your reps are progressing. Many times engaging outside telemarketing firms to prospect into accounts is unsuccessful because sales reps never actually engage with the "interested" prospect, therefore measurable return on the program is low. To avoid that scenario, we deliver an end-to-end solution to make sure you are engaging with the customer and get presence in the account. In addition, you will have visibility of the results, and will be able to clearly track the ROI of our programs.
Our Business Development and Telemarketing team members are sales and marketing professionals from companies including IBM, Symantec and Xerox with a successful track record of large enterprise solution selling. You’ll have senior level people prospecting into accounts that are technically literate and understand sales objectives. They are able to converse at C and VP levels in accounts and gather a tremendous amount of valuable data. This means you are not going to miss any potential opportunities. Because we specialize in Telesales for the High Tech industry specifically, we have domain expertise in many areas of enterprise technology.
We also will maintain a service level of active opportunity leads to you. We only measure our success based on the volume of active buy cycle opportunities we give you, so there is a solid commitment on deliverables before the program starts. Knowing in advance what the return will be assures activity you can plan against.
Call us at (408) 395-8511
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