“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

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!