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Technical & Industrial Sales Facilitation Services – From Business Growth Planning to Sales Execution Programs
If you have a hard-to-sell product or service and are looking for help building or maintaining your sales pipeline, Meta Marketing is an ideal choice. Meta has been providing superior phone-based lead generation, sales prospecting, and cold-calling services to businesses with commercial offerings since 1992.
Meta specializes in finding buyers for expensive, intangible, and complex products and services such as commercial software applications, capital equipment, and business-related professional services. Our unique 5-Step approach, called TeleProspecting®, quickly and cost-effectively identifies and qualifies all the sales opportunities in your database (or target market) that match your criteria.
With more scrutiny being given to sales and marketing budgets and a "corporate" mandate to sell more with less, companies are reviewing the cost and return of their sales and marketing programs. What they are discovering is that their phone-based efforts (when properly implemented) provide the "biggest bang" for the buck. Phone-based marketing and sales-support programs are highly effective because they enable a high-degree of market & buyer targeting, tailored message delivery, real-time dialog, and a dynamic need-exploration process.
Because phone-based selling and marketing is specialized, demanding, and requires continuous adaption to the marketplace, many companies are looking outside their organization for help. Meta works with companies that want to get the most from their sales and marketing efforts, and do it more cost-effectively than they can internally.
With Meta's 15+ years of experience in phone-based sales prospecting & marketing, we can help you generate measurable results with minimal ramp-up time while avoiding the pitfalls and complexity of in-house programs. Here are some of the ways we can help:
- Fill your sales pipeline with real closable sales opportunities
- Accelerate the selling process and improve your close-rate
- Amplify your sales capability while reducing the cost of sales
- Penetrate new sales territories and markets
- Minimize the ramp-up for new sales representatives
- Jump start your sales initiative and introduce new offerings
- Recruit attendees for an upcoming sales and marketing event
- Identify and research new markets and improve the way your offerings are marketed and sold
- Consolidate and clean-up your databases to increase prospecting effectiveness and support your CRM implementation efforts
- Train your inside marketing and sales-support staff and optimize your process to become highly productive, efficient, and cost-effective
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Results
- Meta uses a unique prospecting method (TeleProspecting®) that generates more closable opportunities for your investment.
- Meta generates better quality opportunities -- eliminating the prospects who waste your sales rep's time and who never close.
- Meta identifies all buying opportunities in larger more complex "multi-sale" accounts.
- Meta's method delivers results, where the others can't, in saturated and waning markets.
- Meta quickly identifies prospects shopping for a solution, as well as new opportunities where there is little/no competitive penetration -- allowing your team to drive the sales process
Quality
- Meta thoroughly filters out all "bad fit" and unqualified opportunities, so you don't waste your time pursuing prospects you can't ultimately sell and service.
- Meta employs a top-down targeting approach, quickly identifying & pursuing a decision-maker (economic or operational buyer) to obtain the "straight scoop" and delivering the most quickly closable opportunities
- Meta fully explores and documents the reason(s) and need(s) for your solution, helping your sales reps to quickly gain traction in and close accounts
- Meta can follow-up on previously "turned-over" opportunities to insure that each was pursued by a sales rep and that nothing has changed since the sales call.
- Meta holds weekly campaign progress reviews, reporting campaign status & metrics, reviewing key opportunities, and continuously refining your messaging, exploration, and the database attack strategy.
Innovation
- Meta's "hybrid" campaigns pursue the opportunities that typically get away, greatly increasing the return on your investment.
- Meta can fully "map" complex buying teams -- identifying the decision-making team, their rolls, and perspectives
- Meta provides coaching to your less-experienced sales reps on how best to pursue the delivered opportunities.
- Meta maintains a "contact trail", recording the referral path to identify those targeted and flags the contact information fields that have been updated.
- Meta employs a database pre-processor to identify duplicate opportunities, consolidate multiple contacts into common records for optimum targeting, and eliminates redundant and embarrassing calls that can damage your client relationship.
- Meta uses a rules-based prospecting call scheduler to insure fast results, a maximum conversion rate, a cost-effective campaign, and that no opportunities slip between the cracks.
Cost-Effectiveness
- Meta doesn't require in-depth technical training on your product or service since our approach focuses on the business issues of, and needs for, your solution. This results in a quicker launch and minimizes the need for ongoing training. In addition, this approach allows clients to scope markets, refine targeting & messaging, and determine optimum packaging & pricing for products & services before they are released.
- Meta delivers market intelligence and salient points of interest about your market and the competition, the buyer's perspective on how your solution "stacks up", and product/service shortcomings, in addition to new sales opportunities.
- Meta can provide partial or thorough exports of your updated prospecting database at any time, unlike "pay-by-lead" programs where you don't "own" the DB.
- Meta has been a pioneer in the sales prospecting field since 1992. Clients benefit from Meta's extensive experience working for 100s of other companies with hard-to-sell offerings.
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Meta's Proven TeleProspecting® Process
Meta has developed and employs a unique and proven approach to sales prospecting, called TeleProspecting, that produces a higher quality sales opportunity.
We work collaboratively and quickly with our clients to create and shape the calling materials needed to support the calling effort. Our call-guides ensure a high-degree of consistency and repeatability in message delivery, needs exploration, and opportunity development.
To ensure a campaign's optimal effectiveness, calling databases are standardized, consolidated (if provided as multiple files or worksheets), and thoroughly de-duped, based on your buyer targeting criteria. Should you need a database for your campaign, we can help you identify and acquire the best one available.
Our calling efforts start by ensuring that each organization in the database matches your demographic "fit" criteria (geography, organization size, line-of-business, etc.). Next, we accurately identify the decision-maker(s) based on your targeting requirements. (How much time do your sales reps waste selling to the wrong people?) Then, we use a highly-effective pain-based message approach (based on the proven Solution Selling® methodology), to reach and have a meaningful discussion with your prospective buyers. Our approach quickly identifies real current and future sales opportunities. Suspects that are a "bad fit" or are absent of need are quickly identified, and the reason recorded. Meta callers will fully document each sales opportunity; they will indicate the area of pain, the source business problem or issue, current situation, interest level, etc. In addition, they frequently schedule a sales-call appointment for the client's sales representative to further pursue and close the sales opportunity.
When appropriate, Meta will follow-up with prospects with highly-tailored (personalized) email or mailed letters, sales-appointment reminders (which greatly increase the likelihood that a scheduled call occurs), "closed-loop" confirmation calls (eliminating opportunities from slipping between the cracks), and more.
Meta's TeleProspecting approach is supported by a staff of experienced sales facilitators and managers with a proven history of success. To ensure a high-degree of quality and consistency at maximum calling efficiency, Meta has developed and uses a sales prospecting-based CRM system called TELE-QUAL® that works in coordination with SmartCall™ a unique rules-based campaign-execution optimizer.nd a rules-based database & campaign execution optimizer called Smart Call™ that governs what records are worked and when.
"Meta's Solution Selling® based sales TeleProspecting service supplies companies with highly-qualified sales opportunities for their sales reps to pursue and close - improving their effectiveness and thereby reducing the cost of sales.”
Keith M. Eades, author of best-selling book,
The New Solution Selling
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Meta's effective approach to sales prospecting is based on Solution Selling, the premier definitive sales process and methodology. More than 600,000 individuals have been trained in Solution Selling by Sales Performance International and authorized partners. For many, Solution Selling is their end-to-end process. For others with more complex sales situations, it’s the executable portion of their selling process. Solution Selling not only helps with what to do, but it specifically focuses on how to do it. The Solution Selling methodology enables Meta's callers to consistently reach and have meaningful discussions with high-level decision-maker(s) – frequently traditional prospecting methods fail to do so. And since the Solution Selling methodology focuses on business issues and challenges, rather than on features and benefits, Meta's callers are able to thoroughly qualify sales opportunities without having technical discussions. Thus, Meta's callers don't require in-depth product and service training; – they can be generating sales opportunities sooner and without a significant investment in time and effort.
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"Our products are highly technical and specialized. We chose Meta because its TeleProspecting group had IT and Engineering experience - Meta speaks the language of our customers."
Dan Meyer, Director of Field Marketing Programs
at EDS/PLM, formerly SDRC
Check out Meta's sales & marketing help blog.
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