WHY ALLIANCE | Alliance Marketing

Three things are required to win a new customer – 1) Your target knows who you are 2) You have a compelling message 3) Timing – Must be top of mind when a buying decision is being considered.

The average salesperson spends less than 20% of their time presenting and closing business. However, to grow, companies typically hire more salespeople, which can be far more costly and risky, before helping existing resources become more productive.

It is rare that a salesperson is good at prospecting, presenting and closing. And, even for those rare people that are good at all the steps, where would you rather they be spending their time – cold calling, or presenting?

The average salesperson manages 50-100 prospects at any given time. For less than the cost of a fully burdened salesperson, we typically pursue over 100 new prospects every month, so that by year two, we have over 1200 active prospects, and that number continues to grow year after year.

Through our proven process we schedule appointments for your best people, so they spend more time presenting and closing. When they present to 20, 30 or even 50% more prospects each month, they get better at presenting and closing, and everyone wins, including the customer.

All we do is prospect, and we are good at it. We ensure your message is delivered professionally, and you remain top of mind. Even when we are not successful in securing a meeting, we continue nurturing so you will be considered when a change is eminent. We are tenacious, but not overbearing with our follow up.

We become an extension of your business development and marketing team, working collaboratively toward a shared goal of helping you add new customers.

Not Just Lead-Gen

Lead-Gen companies execute campaigns that might include direct mail, email blasts and cold-calling - a series of activities delivered over a relatively short period of time, with the hope of generating some opportunities. If it works, they might try it again, and if not, try something else.
- Though there are many, the number of organizations that fit your ideal profile is still finite. So, isn’t the best approach to cultivate relationships with as many of those prospects as possible, on an ongoing basis, so that you are considered when there is an opportunity?
- Our process includes ongoing relationship building, so it’s just as common for us to schedule a meeting with a company that told us over a year ago that they had no interest, as it is to schedule a meeting with a new prospect that was recently identified.

We use a dedicated business development professional that is assigned to specific prospects, so they get to know the decision-maker as well as the gatekeeper, and others that might have influence. We work beyond any initial mistrust that companies often have the first time they get a cold call from a telemarketer.

Because we do not want to be a nuisance but want to demonstrate a strong desire to engage a prospect, we use a combination of phone and email touches. And as we nurture prospects that are not ready to meet, our message becomes more customized based on previous responses.