Telemarketing Mistake 1

The days of the static, passive web pages are for the most part coming to an end.

Attract, Convert and Retain visitors to your website, with an “A” list web presenter delivering precisely crafted and targeted messages that increase sales, make training fun and turn customer service into an enjoyable experience. Our new video production approach, with creative and technical teams who have pioneered interactive technology allows us to obtain the best response for your Business. We are able to monitor, test and adjust critical elements continually, so your return on investment just gets better and better. Our video presenters have delivered a total return on investment in just days for some of the largest organizations in the world.

When you want “Perfect Pitch” on your web page, our live web presenters are your best sales people, trainers, demonstrators and customer support. Our web video creations work 24 hours a day – tirelessly, effortlessly and flexibly. Virtual spokesmodels make certain that you connect seamlessly with your web visitors and best of all they don’t need to be put on your payroll!

At the top of the page, you can enter your website address (in the Instant Live Video Demo section above) and see it become interactive with a video spokesperson. Take a look also at examples of our media portfolio.

Read the full artical by clicking here

Our services can be used as a complete outsourced marketing capability, or as an extension to an internal team. With an end goal of increasing our clients’ new business revenue streams, our primary focus is high level appointment setting and position them in front of key individuals within their prospective markets.

With over 10 years collective experience and a direct knowledge that covers over 200 technology companies and the challenges that they face, ProspectAware’s services and methodologies have been designed in a way to add maximum value to our clients’ marketing and sales strategies.

The experience we have gathered has allowed us to develop a unique proposition within the area of technology marketing. By realising the need to combine a number of proven techniques to influence all points of access to our clients’ target audience, ProspectAware is actively engaged in developing the relationships between our clients and their prospective markets, improving the quality of new business sales opportunities, and increasing sales pipeline.

Management Team

Amar Bhatia – Managing Director

As Managing Director and joint co-founder of ProspectAware, Amar is responsible for ProspectAware’s overall marketing and sales strategy. Amar has worked with some of the worlds’ largest technology companies, helping drive new business revenue and promote brand awareness. A thought leader in the demand generation and technology marketing community, Amar regularly participates in on-line seminars and forums, addressing the needs of senior sales and marketing executives. Amar’s responsibilities include establishing key partnerships and he provides consulting expertise on sales and marketing alignment projects. Amar graduated from the University of Westminster with a BSc (Hons) Information Systems and Business.
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Matt Cox – Executive Director

As Executive Director and Joint co-founder of ProspectAware, Matt has over 6 years’ industry experience, with a proven track record of having helped some of the worlds’ largest technology companies increase their sales pipeline and new business revenues. Matt is responsible for ProspectAware’s financial management, providing direction and recommendations to the board. He is involved in developing and executing the business strategy, raising ProspectAware’s profile within the UK marketing community and developing new avenues of business development. Having studied in Nottingham and graduated with a BSc (Hons) Information Systems, Matt has an in depth understanding of the technical and business elements present, and required, when devising the marketing strategy for technology solutions.

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Bhavin Patel – Head of Account Delivery

Bhavin joined ProspectAware in March 2010 with a focus on improving campaign performance and increasing account operational efficiency. Bhavin has over 5 years sales industry experience, having managed call centre operations in the health sector, media, print and public sector. Bhavin is responsible for ensuring that all staff members have an individual development program, making sure that every ProspectAware employee maximises their potential, enabling us to continue to deliver an ever improving service to all of our clients. Bhavin is a graduate of Brunel University where he attained a BSc (Hons) in Multimedia Technology and Design.

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Jesse Johal – Head of Account Management

Jesse joined ProspectAware in May 2010 with a view to developing the processes ProspectAware have in place for interacting with our existing and prospective clients. Jesse is responsible for analysing campaign performance and evaluating potential opportunity for the cross and up-sell of the ProspectAware brand. Jesse has spent the past 5 years working in the aviation industry, helping leading travel operators to raise operational efficiency and improve customer experience. Whilst working for a leading airline operator Jesse has had a significant impact on corporate strategy and company growth, managing the expansion of the customer services team from 10 – 80 staff. Jesse has attained a BA (Hons) Business Management from the University of Hertfordshire.

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Patricia Alves – Strategic Account Manager

Patricia joined ProspectAware in December 2010 to assist with the development of high-level, strategic accounts. Patricia has worked extensively across multiple industries, including media, insurance and financial services. She has extensive experience of the study of human behaviour and psychology, having graduated from the Italia Conti Academy of Theatre and Arts where she attained BA (Hons) Acting, while also studying philosophy, psychology, media and drama. Patricia is a successful actress and has featured in multiple leading film titles. Patricia has won numerous awards for her acting ability and has represented the UK in the International Presentation of Performers. Patricia is bi-lingual in Portuguese and English while being fluent in French and Spanish.

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If you want outstanding innovation and cutting edge high definition interactive video production you have come to the right place!

We have developed the video technology necessary to create live spokesmodel videos that can be streamed on Iphones, Ipads and mobile devices. In fact, we are the first company to be able to stream video to any existing platform.

With over 10 years collective experience and a direct knowledge that covers over 200 technology companies and the challenges that they face, ProspectAware’s services and methodologies have been designed in a way to add maximum value to our clients’ marketing and sales strategies.

That is the word that so many sales and marketing professionals across the UK are using to describe to me how they feel about the sales appointments they are getting.

Information Technology Sales and Marketing Professionals are desperate to know our secrets for generating better sales appointments that have a real chance of converting at a cost that provides a genuine profitable return on investment.

I have heard stories of doom and gloom form meeting with non decision makers over and over again to paying thousands of pounds for meetings that just don’t happen. Some of the ROI’s I have been told about have been so nominal that it beggars belief the companies can pay their rent yet alone compete in fast paced world of Information Technology.

We at ProspectAware believe that you can transform the FRUSTRATION in to DELIGHT in a few simple steps and this special report reveals how.

Telemarketing Mistake 1

Taking all the risk
There are varying commercial models in the world of telemarketing. Each model has its merits and downfalls. One of the key factors that you should consider when choosing an external telemarketing company is the level of RISK you are taking on.

The Day Rate Model: High Risk
You are probably familiar with this type of telemarketing company. This approach is an attempt to have a third party recreate your internal telemarketing team. Now the honest truth is that this approach can generate some good results as experienced cold callers build relationships, profile your target companies and generate ‘BANT’ qualified sales leads. However this approach has its own challenges.

Limited Training – with this type of third party telemarketing you never know how professional the calling will be, their level of experience, knowledge of your product, ability to objection handle ect may be minimal. You really don’t know what you are getting for your money.

Cost – Telemarketing campaigns based on day rate are notoriously costly, hundreds of pounds a day, with the results impossible to predict.

No Guaranteed Result – whilst you may get lucky and have one or two telephone super stars calling on your campaign the company you contract to do this work is not contracted to deliver you any genuine sales appointments or leads. They may be making the 100 calls a day that they say they will, they may be gathering some interesting information about who is doing business with your competition and what they think about you. However you are not guaranteed sales leads.

In the end this is a risky and unpredictable strategy
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Pay Per Appointment: Lower risk
With the challenges of getting the day rate model to work the Pay Per Appointment model has become increasingly popular. This model offers you more predictable results. You only pay for appointments that have been set regardless of the time taken or number of calls made. At first glance this model appears to be risk free however as with the Day Rate Model there are some intrinsic floors with Pay Per Appointment.

The Manager- Pay Per Appointment Telemarketing organisations have traditionally focused on meeting with mid-level management. Most continue to do so. Now that last thing a busy sales person with pipeline to close and targets to meet by the end of quarter wants to do is visit a manager who is not the decision maker.

The Introduction – the easy way to generate their appointments is to have script robots call and “PITCH” the prospect on an introductory or educational meeting. These meetings don’t focus on a specific business pain. On the rare occasion that a business pain has been identified you are entering in to an unnecessarily long sales process as you are not actually in front of the ultimate decision maker.

In the end the long term value of these meeting turns out to be minimal.

There is another way…:
The most recent model to emerge, and indecently the model we at ProspectAware advocate, is the High Level Appointment Model. High Level Appointments are appointments with senior individuals at C-Level, Director Level or Head of Department or with a Manager where a genuine business pain has been identified. This model has several advantages that I have seen to be true first hand.

Reduce the length of your sales cycle – The focus on senior executives has proven to reduce technology sales cycles dramatically.

Relationships – As a sales professional the quality of your network has a direct result on the volume of sales you are able to generate and meeting with senior individuals of your target accounts achieve just that.

Risk free – Like the Pay Per Appointment Model you are only paying for meetings that actually take place the risk to you is Zero!

Amazon: Kindle sales soar as online retailer records $10bn quarter
For every 100 paperback books sold, Amazon is selling 115 Kindle books, although sales of paperbacks are also increasing.

Profit before tax for the last quarter of 2010 rose to $506m (£319m) from $471m the year before, with full-year profits rising to $1.49bn from £1.16bn in 2009.

Sales at Amazon passed the $10bn mark for the quarter for the first time, rising 36% to $12.95bn (£8.16bn). Full-year sales rose 40% to $34.2bn (£21.55bn).

Jeff Bezos, chief executive of Amazon.com said: “We achieved two big milestones. We had our first $10bn quarter, and, after selling millions of third-generation Kindles with the new Pearl e-ink display during the quarter, Kindle books have now overtaken paperback books as the most popular format on Amazon.com.

“Last July we announced that Kindle books had passed hardcovers and predicted that Kindle would surpass paperbacks in the second quarter of this year, so this milestone has come even sooner than we expected – and it’s on top of continued growth in paperback sales.”

Amazon finally bought LoveFilm earlier this month for an undisclosed sum.

In November, Amazon acquired FMCG e-commerce business Quidsi, which owns baby product site Diapers.com, for a reported $540m (£334m).

It also bought online shoe retailer Zappos in 2009 in a deal worth $850m (£531m).

Source: http://www.marketingmagazine.co.uk/News/MostDiscussed/1051957/Kindle-book-sales-overtake-paperbacks-Amazon/