Prospekt By Abstrakt
Post on 05-Dec-2014
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(314) 577-‐0342 Abstraktmg.com
BUSINESS GROWTH SOLUTIONS
2 ABSTRAKT HAS TRIPLED OVER PAST 18 MONTHS Abs
trak
t Marke
ting Gro
up Sales
6mos 12mos 18mos
3 JUST A FEW OF OUR CLIENTS
“Abstrakt stood out to me as a lead generation service because it was more personal”
“Abstrakt made the cold call…that turned into a multi-million dollar deal”
4
5 SELLING CYCLE STAGES– Prospekt Focus
Abstrakt Focus Client Focus
TARGETING
Identifying & Attracting Key Decision Makers
CREATING INTEREST STAYING IN TOUCH SELLING DELIVERY &
SUPPORT
Developing & Delivering Compelling Messages
Maintaining Top of Mind Awareness Over Time
Presenting & Closing New Business
Providing Product or Service to Achieve Desired Result
Prospekt
Maintain Current Clients Engaging Potential Clients
Prospecting New Leads
Prospecting New Leads
Average Sales Person Time Budget
6 3 INDEPENDENT GOALS OF PROSPEKT
Expands the universe that you can effectively sell into
Top-‐of-‐Mind Awareness 1 Data Collection 2 Appointments 3
In a business to business sales environment – Timing is everything
Qualify the decision maker and gather critical sales data
Secure date and time appointment with decision makers
7
CLEANSING PHASE
Call
Call
Call
Call
Call
Call
SUSPEND
HOW WE DO IT – The Process
I
ASN
Call
INTRODUCTION PHASE
Call Email
Call
Call Email
Call
Call
0–30 Days 0–60 Days
NURTURING PHASE
Wait / No Response / No Interest
Call Email
Call Email
Call Email
0–365 Days
APPOINTMENT TRACK
Email Invite
Follow Up Call
Reminder Email
Thank You Letter
Client Review A
SN
I
ASN
ASN
ASN
8
CLEANSING PHASE
Cleansing Phase
Calls are made to determine the following information about the Target:
• Decision Maker / Contact Information • Qualification Questions / Answers • Competitive Intelligence • Conversation Notes
HOW WE DO IT
I = Launch to Introduction N = Move to Nurture A = Set Appointment S = Suspend / Not a Fit
I
ASN
Call
Call
Call
Call
Call
Call
0–30 Days
9 HOW WE DO IT
Decision Maker has been identified. Now we will attempt to make an introduction:
1. Decision Maker receives an introduction email
2. Decision Maker receives 3 introduction calls regarding email
3. Decision Maker receives 2nd email
4. Decision Maker receives another 3 calls
Introduction Phase
N = Move to Nurture A = Set Appointment S = Suspend / Not a Fit
Call
INTRODUCTION PHASE
Call Email
Call
Call Email
Call
Call
0–60 Days A S N
10 HOW WE DO IT
Based on Decision Maker’s disposition we will maintain top-‐of-‐mind awareness and build a relationship through a nurture process:
1. Decision Maker receives 8-‐10 email touches per year
2. Decision Maker receives 3-‐4 calls per year
3. Touches are strategically timed to ensure top of mind awareness
Nurturing Phase NURTURING
PHASE
Wait / No Response / No Interest
Call Email
Call Email
Call Email
0–365 Days
N = Keep in Nurture A = Set Appointment S = Suspend / Not a Fit
A S N
11
What comes with an Abstrakt Appointment:
• Meeting with Qualified Target
• SalesForce.com record populated with qualifying data
• Custom A,B,C rating system to further qualify the opportunity for the sales reps
• e-‐mail description of the opportunity
• Call recording of conversation with the prospect
• Send hand written thank you for taking time to meet
• E-‐mail reminder the day prior to the appointment
• Follow up call with the target after the sales call
WHAT YOU GET – Appointment Track
Results: Sticky appointment and prepared, motivated salespeople!
APPOINTMENT TRACK
Email Invite
Follow Up Call
Reminder Email
Thank You Letter
Client Review
12
We will capture, in a SalesForce.com database, relevant data for every target that runs through the PROSPEKT process giving management visibility and control over all prospects:
WHAT YOU GET – Qualified Data / Progress Reporting
• Decision Maker / Contact Information • Qualification Questions / Answers • Competitive Intelligence • Conversation Note
PROSPEKT Dashboard Reporting:
• Progress through the process • Call and email metrics • Appointment details • Appointment trends • Data capture statistics • Top scorers from email campaign
13 WHAT YOU GET – Your Team
Imagine this team for less than the price of one full–time employee:
A Business Growth Team
Second To None! Monthly Cost of Over $40,000 Bu
sine
ss Dev
elop
men
t Man
ager
Call Ce
nter M
anag
er
Qua
lity Co
ntro
l Man
ager
Copy
writ
er
Call Ce
nter Trainer
Acco
unt M
anag
er
14 WHAT YOU GET – Territory Exclusivity
United States
Missouri St. Louis Metro Area
We will partner with ONE company in your business niche in your market
15 OUR CLIENTS – and What They Say “We are in an industry that is very hard to obtain appointments. Since engaging Abstrakt Marketing they have provided us with a steady stream of sales opportunities with companies that we would never have had an opportunity to meet. They have been consistently involved in our account and been very communicative with us.” Mike Patterson 636-‐530-‐1040 Holt & Patterson Industry: Accounting
“The thing I love about Abstrakt…when we are working on a large project or spending time viewing properties with clients, I know that Abstrakt is back at the office working to find us new opportunities and clients every day.” Dan Barnes 314-‐480-‐4104 Lee & Associates Industry: Commercial Real Estate
“We utilize Abstrakt to fill Sales and Marketing gaps within our organization. We had two large strategic projects that required a lot of investigation and persistence to identify potential prospects and then set up sales meetings with the key decision makers. The Abstrakt team came on board and had both programs up and running within days and also helped us develop the Marketing tools to really set us apart from our competition.” “Where we lack resources or expertise, they function as an extension of our internal teams and the potential clients have no idea that we outsource this function for less than the cost of an FTE.” Bryan Graiff Senior Vice President Live Uniform and Uniform City Industry: Uniform
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