Services

OUTSOURCED LEAD GENERATION – CC 2.0 VS IN-HOUSE

There is always some debate over in-house vs outsourced lead generation as being the most effective way to take a proposition or product to market. Although the discussion can be very complex, the main principles come back round to some simple fundamentals that can be applied to any business. Which are Experience, Knowledge, Investment and Time.

Experience of your internal team, as well as their desire to generate leads will always be the challenge. Often your best sales people will not always be your best lead generators. Why? Well, in our opinion, it’s a completely different skill set, that doesn’t always flow from success in one to the other. Also, the skill set of a sales professional is best spent selling to your clients and closing deals, they are actually a very expensive resource to have focussed at two or three separate areas of the sales process and expect them to deliver above expectation on everything! Focus them on generating revenue, it’s what they are actually paid for and the majority enjoy!

Knowledge can be broken down into 3 main areas. Market, methodologies and systems (structures). The two key areas from a lead generation perspective are methodologies and systems. We are advocates of CC 2.0 (Aaron Ross & Marylou Tyler) and our experience of delivering campaigns using and adapting this methodology has brought us great success across many different industries targeting many different sectors. We are also continually adapting, testing and updating our systems to improve our reach and approach. We have used our 20 years of experience to continually learn and adapt, this will never change. Knowledge of a market is important but, importantly it is easily learned, a robust campaign is to amplify your market knowledge, You are Experts in what you do and we are Experts in making sure decision makers know that!

Investment and Time are two key fundamentals in any successful business development campaign. There is no such thing as a ‘silver bullet’ approach or an ‘easy market’. Regardless, if you choose to manage it in-house or outsource. That said, in-house will cost you significantly more financially in investment and in time to get everything set up, once set up, it will need to be managed. With the proper amount of investment and a strong go to market strategy, with aligned collateral and key messaging, it is amazing what early traction can be achieved, it is key though to continually review and revise the approach to gain longer term momentum.

STRATEGIC PLANNING

We work side by side as your business development representative and strategic partner. And this reaps tangible rewards and results. This also ensures credibility when engaging with senior level prospects.

We build long-term relationships on your behalf with the key decision makers you want to engage with. To do this, we spend time with you devising a ‘Go to Market’ strategy, spending time to define your market, where you sit, what is realistic / achievable and in what time scale. Only then, we will collect and collate data of target prospects and build our approach.

We provide a complete solution, bringing together calling, email, systems and methodologies proven to deliver results and combine with your other activities such as social media and PR as part of a combined strategy to engage and keep you at the forefront with prospects.

PROPOSITION DEVELOPMENT

The proposition is and should be an area of continual on-going development! We are at ease with either the complex or straight forward, we never advocate over complication but, do focus on the must have’s and the messaging as being key to building the ‘go to market’ proposition.

We take our time to look at what you identify with, what makes you unique, what you say and how you are saying it but, most importantly, what you can say and do with that message to ‘stand out’ in the crowd. Sometimes this means being brave or fearless with your messaging or emphasising specific insight, values or unique approach or technology. Whatever it is, we will work tirelessly to find it and how it resonates with our ICP (Please contact us to find out more) and creates quick differentiation from the crowd and open up the market. We are campaign driven and we believe in the effectiveness of working this way.

Once our prospect data and information for the key decision makers that are part of our targeting is in place, we will ensure we maximize awareness and engagement across each prospect, clarity on proposition and alignment with our go to market message is key.

We will spend time with you on marketing collateral including supporting case studies, assets and potential content, such as white papers or speaker events, which can primarily amplify the message to the market and ensure that the right conversations are being had with those that it resonates with the most.

IMPLEMENTATION

This is key, if you want to implement our Methods and approach and need us to Train you in CC 2.0 methodology and get your team up and running then lets us know and we can put a programme together.

But, why not utilise our expertise and let us do all the heavy lifting for you… Following our Kick off strategy session/s, building the data and proposition, we will then implement and manage the campaign for you, we will represent you and build relationships with our target prospects through ongoing calling activity. We always research companies and source solid intelligence to ensure calling is relevant and insightful, we build relevance that resonates with the prospect and creates engagement, ultimately ensuring that we are engaging with the right person, at the right time.

SPECIAL PROJECTS

Special Projects / Market Exploration and Development is something that we offer a cost effective solution!

Do you have a new exciting service offering that is outside of your ‘normal’ target market?

Do you have a new exciting, disruptive technology, software or product that you want to test the market and its desire or want to roll out?

Do you have either of the above and looking to break into the UK market?

Do you have a specific internal project or event that you need help with to insure success?

Do you need to do some Benchmarking – Internal/External, review your offering or messaging, look at how you execute your campaigns or implement CC 2.0 methodology internally?

If the answer is yes to any of the above, then speak to us about engaging us on a Project only basis. (please note subject to availability)

We can complement your internal sales team, give us the difficult or new markets to break through and keep your internal staff focused at pitching & winning contracts. Or at low hanging opportunities in existing accounts or in-bound efforts. Prevents disruption within the sales team and existing targets, proves a concept before taking greater internal risks and costs!

TRAINING & COACHING

We offer workshops, 1-1’s and structures that support sales, business development and account management functions. We provide support around growing teams and mapping functions, or by any of the below:

– Driving Performance / Revenue
– Go to Market Strategy and Messaging.
– Talent Acquisition / Recruitment or Resource Profiling
– Appraisal Development for Sales / BD / AD roles.
– Implementation of Lead Generation Methodology
– Leadership & Management.​

Plus a unique network to be able to offer more..

SYSTEMS, SUPPORT & ADVICE

The proposition is and should be an area of continual on-going development! We are at ease with either the complex or straight forward, we never advocate over complication but, do focus on the must have’s and the messaging as being key to building the ‘go to market’ proposition.