Channel Development

Managing a large field sales team or channel partners can present its own challenges.

Common challenges faced in the channel community:

* Are my sales team / resellers fully maximising the investment we have given?
* Are the new business meetings that we have funded actually being followed up to a point of closure or completion?
* Are our resellers giving more focus to our competitor solutions than ours?

These are always difficult questions to answer. A sales person more often than not will naturally chase the ‘low hanging fruit’. If a sales person attends 3 meetings and one has a potential opportunity that could develop in 3 months, and the other two in 9 – 12 months, they are naturally going to focus on the more immediate opportunity. When they move onto their next short term opportunity they begin to lose track of the longer term prospects, and without knowing it you are in a situation where you have potentially just lost two deals.

Integrated Channel Development

ProspectAware’s Appointment Tracking service is designed to make sure that every new business meeting that is attended by your field sales or channel teams is tracked to a point of either closure or completion.

Channel Marketing

ProspectAware will regularly engage with your sales executives to capture feedback on the initial meeting and record their next steps. We are then able to re-engage at a later, agreed time to ensure that the original steps are being pursued throughout the channel.

Multi-teir channel relationship management

Having a complex marketing project which can involve a Vendor, Distributor, several channel partners and a telemarketing providor can be a daunting task. ProspectAware have proven on many occasions to have the correct and effective processes to keep all parties objectives in view of the final project delivery.

ProspectAware – Managing your channel the correct way!

What our clients say

“High level meetings set up across all of Financial services sectors and awarded other sectors due to high profile meetings/conversations. Would use again and again.”

Director of Financial Services at Global BI Vendor

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“Amar and his team has been central to our success in establishing Aditi as a ‘go-to-partner’ for leading enterprises in UK. They have been relentless and smart about pursuing the right kind of con-nections in our target prospect base. Their effort has influenced over a million GBP in pipeline over the past 2 years”

Sunny Neogi, Global Head of Marketing

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“ProspectAware are highly professional in all aspects of their work. They always conducts themselves with integrity and has have a great indepth knowledge of the Financial Services sector and in particular Investment Banking. They are well respected by Customers, Prospects. It has been a real pleasure working with the prospectaware team. I would recommend them.

Head of Investment Banking – Global BI Vendor

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“We have leveraged ProspectAware’s services more than once for our UK lead generation activities. The differentiating factor has been their ability to understand our service offerings and the market for the same. The quality of leads has been the ‘best’ beyond doubt. I wish them all the best in his entrepreneurial venture. I would strongly recommend them for the services he and his company offer.”

Head of Europe – Global Systems Integrator

Appointment setting Mistake 2

Using a bottom up calling methodology

Large organisations have a large hierarchy. Most appointment setting organisations focus on mid level management with a view to getting
introductory appointments. The idea is that if you get in front of these managers they may have ownership of a project now or in the near future or be able to recommend you to higher level management.

Don’t Target the Wrong People

We believe that these are the wrong people to target. These managers usually have limited influence or decision making power. If you do manage to impress these managers and finally get in front of the, often sceptical, real decision maker you are still at square one. You have to build raptor and sell to a new person, who may already have had several other vendors successfully building relationships and positioning themselves as the perfect solution provider before you have had a chance.

This methodology leads to long laborious sales cycles.

Beware the BOOKERS: Easy Target

So why do so many appointments setting organisations target these mid level managers? It’s because these midlevel managers are “Easy Targets”. They don’t have PA’s, they are often interested in keeping up with the latest developments in their industry and for some it may even be there remit to “EVALUATE” new vendors. They are often happy to take an introductory meeting just to kill an hour of their day. In the Telemarketing world these people have been dubbed BOOKERS.

Introductory meetings

Now let’s make things clear. I don’t have any problem with an introductory meeting. It is an introductory meeting with non decision makers that have limited chance of leading anywhere that you must avoid at all costs.

Find Champions instead

Meeting with genuine authority figures within your target accounts is your opportunity to find and win over true influencers who will actually “champion” your technology. Remember when the Commercial Director or CIO speaks, others listen!

Sell top down not bottom up!