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Prospect Acquisition Services
We get your foot in the door.
Sales people need a steady stream of good leads. It's true, the more time you spend talking with a prospective customer, the more you learn. But with day-to-day demands of a high-tech sales rep, it's hard to commit enough time to get in touch with enough people to find real leads, much less engage in probing dialog to uncover business pains, budget and buying intentions.
The answer? Teaming with Covente to build a strong sales pipeline.
Covente works as an extension of your sales and marketing teams focusing our energies on producing highly-qualified sales opportunities and getting your foot in the door. Our experienced prospect acquisition analysts are experts at teleprospecting across the globe — successfully reaching key decision makers and quickly engaging them in a meaningful conversation. We understand how technology decisions are made, so we ask the right questions and uncover insightful information that will give your sales people the inside track when they make a sales call.
That’s what we call an “Intelligent Lead” — they are real leads that have a need and interest, highly-qualified buyers with confirmed Budget, Authority, Need and Timing (BANT). We arm your sales people with the information they need to turn prospects into customers.
Our Prospect Acquisition services continuously fuel your pipeline with real leads that have real revenue potential. These integrated services include:
- Teleprospecting — navigating organizations to conduct in-depth conversations with decision makers to generate highly-qualified, intelligent leads.
- Telemarketing — a cost-effective approach to qualifying sales opportunities or narrowing the focus for teleprospecting campaigns.
- Event Support — integrating email, telemarketing into your event promotional plans will increase your event attendance. Post-event teleprospecting makes sure you capitalize on any real sales opportunities.
- E-Marketing Services — integrating email campaigns to expand the reach and target our prospecting calls to increase your lead rate.
Teleprospecting
Increase your sales production by adding Covente to your team. When Covente begins a Teleprospecting campaign, we assign a team of experienced, knowledgeable sales analysts to your project. We get to know your business, your solutions and the business issues your solutions can solve for your customers. We represent your organization professionally and speak the language of your market.
Unlike other firms, Covente uses call guides instead of scripts so our sales analysts are equipped to carry on in-depth conversations with decision makers which will:
- Achieve deep-account qualification needed for complex sales.
- Navigate an account to qualify C-level and line-of-business decision makers.
- Conduct in-depth discussions to uncover business pains and buying intentions.
- Isolate the decision-making process.
- Introduce your company and position your solution.
- Gather the intelligence your sales people need.
- Deliver Budget, Authority, Need and Timeframe (BANT).
- Accurately grade sales leads.
- Gain agreement on timeframes and next steps.
When a call campaign is complete, we provide you with a comprehensive Campaign Assessment Report that provides a detailed analysis of all the information we've uncovered. We grade each lead based on your criteria and its short- and long-term revenue potential. Armed with this knowledge, your sales people have a distinct advantage when they make a sales call. What's more, the prospect is familiar with your solution and the sales process is already underway! Take a look at the valuable information included in a Covente sample lead.
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Telemarketing
Covente’s telemarketing team provides a cost-effective alternative to qualifying sales opportunities. This approach enables our customers to call into a large target market and assess where the best opportunities exist. Also maximize the results your B2B direct marketing campaigns produce by integrating telemarketing with direct mail, email or marketing event activities. Our telemarketing services can also help qualify raw leads from sources such as tradeshows, web hits, and seminars to quickly identify potential opportunities that should be the focus of your teleprospecting efforts (either Covente’s teleprospecting team or your in-house team). This best-practice blended approach will improve the quantity and quality of the sales opportunities in your sales pipeline.
Covente’s telemarketing services can be engaged on a standalone basis or blended with our teleprospecting services to:
- Cost-effectively quality opportunities in a large market.
- Achieve broad market coverage.
- Access key information to narrow your market focus.
- Identify potential opportunities from raw lead sources such as tradeshows, web hit, emails, seminars, etc.
- First-level qualification to prioritize teleprospecting or sales activities.
Covente’s telemarketing service will help you maximize the ROI from your marketing and sales efforts.
Event Promotion
Looking for a way to improve the ROI of a marketing event, such as a seminar, workshop or customer conference? Covente understands that any event is only as successful as the number of qualified prospects who attend. We will develop a quality list to promote your event, integrate email with our ability to reach decision makers via telephone contact to maximize registrations and drive up your attendance. Then Covente leverages our ability to qualify sales opportunities to generate intelligent leads for your sales people. This highly effective approach not only increases your registrations — even more importantly, it identifies the good prospects for your sales people.
With Covente’s Event Support services you will:
- Work from up-to-date, validated lists to increase promotion effectiveness.
- Increase registrations with outbound calling.
- Sign-up registrants at the time we call to promote the event.
- Maximize attendance with reminder calls and emails.
- Identify real sales opportunities from attendees and no-show registrants.
E-Marketing Services
By integrating email and prospect acquisition calls, you can improve the effectiveness and the reach of your campaign. Covente relies on the immediacy of email response tracking to prioritize our calls. As a result, we're calling the prospects most likely to buy your product first, so you see results quickly. We can also help you develop an ongoing email campaign to keep your name in front of your target market.
From start to finish, Covente works with you to develop a comprehensive email campaign that integrates effectively with your prospecting call campaign.
Our capabilities include:
- Email list development
- Customized email and landing page development
- Email campaign execution and management
- List management
- Email distribution
- Delivery and response tracking
- Integrated campaign management
- Prioritize prospecting calls to generate qualified sales leads
- Integrated campaign results analysis
Our integrated E-Marketing services will improve your campaign results, producing higher lead rates and increasing the real revenue potential of your sales pipeline.
