In order to maximize the efficiency of your direct sales force you want to ensure that the bulk of their time is spent focused on selling, not searching through hundreds of unqualified suspects, making unsuccessful cold calls and setting up dozens of unwarranted appointments to find a few qualified prospects.
It is also critical that once a sales person has met with a qualified prospect that the information associated with that meeting such as: contracts, the stage of the opportunity, the associated next steps, is tracked. Sales people are typically "on the go" and providing a tool that allows this information to be captured quickly and easily, is key. Setting up a Customer Relationship Management tool, configured to meet your business's specific requirements is an important first step to providing 360 degree visibility of your customer, so that your team has the information wherever and whenever they need it.
Once partnering with echo lane, your sales and marketing teams will immediately begin benefiting from actionable sales opportunities with the right contacts at the right companies. Echo lane works with clients to implement customized lead creation programs that align with our clients' long term goals. Our clients typically begin with a scope of work that can range from a 1 month engagement to an ongoing event. Echo lane will also work with the client to develop a process to track associated progress and continue to assess effectiveness of the program, making necessary changes ensuring the greatest ROI.
Echo lane will dedicate a Senior Sales Consultant and Project manager to your initiative. All of echo lane's resources have extensive sales experience in both the Enterprise and SMB markets so you are ensured that you won't have telemarketers, simply reading a 'script.' We will have an each echo lane consultant trained on your product, value proposition, and differentiation within your market. They will become intimately familiar with the specific pain points your organization addresses and will be able to effectively qualify prospects, set appointments, and close deals.
The next logical step in this process is to ensure that you are tracking all of your sales information. Using a Customer Relationship Management (CRM) application to create one central repository for all marketing, sales and service activities will help you ensure that no leads fall through the cracks, allow you to measure ROI on marketing activities, facilitate forecasting reports, and allow you to service your end customer as best you can by providing all mission critical data at the access of every employees' fingertips.
