Unsuccessful telephone based new business lead generation is a time consuming, expensive and frustrating activity, yet, when it functions well it is one of the most rewarding forms of lead generation for any organisation operating in the business to business market place.
Case Study
Incite On’s directors had had mixed results in the past, either as a consumer of outsourced lead generation services, or directly managing lead generation teams within larger corporate environments.
Having been intimately involved with both the good and the bad in this field, they felt that they could create a service that delivered results, and if it didn’t the risk of failure would sit with them.
In 2007 the Incite On team had their chance to create an efficient and effective lead generation team, at risk, financed only through successfully delivering new business opportunities as defined by their client.
This required Incite On to map a lean lead generation process delivered through well trained, motivated and incentivised individuals. The success of the project depended on these individuals and their management to deliver high quality new business appointments that the client would pay for.
Phone Action was created, and delivered its first successful qualified new business appointment within four weeks of the challenge being issued.
By the end of the initial six-month project period the Phone Action telesales team had delivered over 500 fully qualified appointments to the client, who subsequently paid for each one. As a result of this success the project was extended for a further six months.
This total risk model generated a wealth of experience and knowledge, adding to the previous experience of Incite On in this challenging field.
• A range of training and motivational programmes
• Qualification techniques
• Low cost data harvesting
• Database development – delivering efficient and effective processes
