Direct Sales

[wpseo_breadcrumb]

Overview

Massini Group can work with your direct sales team, regardless of the composition, to improve targeting and increase productivity. One of the biggest struggles with direct sales is time management. Often reps spend more time deciding who to sell to than they do selling. Massini Group prides itself in taking the targeting decisions out of the hands of the sales rep and putting it into the hands of directors, allowing the reps to focus on what they do best, selling.

Time Motion Study

Massini Group has spent time with all types of sales teams and is aware of time sinks that often limit a sales team’s capacity. Whether it be a dedicated outbound telemarketing team or an account-based team that handles named accounts, Massini Group has identified the operational inefficiencies that will inhibit growth. By bringing Massini Group into your office or out walking with your sales team, they will quantify the opportunity cost associated with inefficiencies, recommend process improvements and help institute SAAS solutions that can benefit your team through increased sales and a reduced cost of acquisition.

Centralized Data Universe

In order for your data team to function effectively, they must all be working from the same playbook. Massini Group helps you build your universe to ensure that it meets the following criteria;

Comprehensive – All potential buyers should be identified
Prioritized – The relative value and propensity to close are universally identified and applied
Populated – Massini helps assure that all available attributes and required contacts and information are integrated into your database.
1. Contact Information
2. Demographics
3. Firmographics
4. Key Player Identification
5. Historical Interactions
6. Custom attributes based on product or service
Actionable – What is the next interaction that you should have with your prospects? Massini Group helps introduce historical interactions to your universe so that you are picking up the sales dialogue in the right place regardless of your targeting methodology.

Lead Generation

How do you keep your sales pipeline full and utilize your best salespeople efficiently? You ensure that that the lead generation pipeline is full. Massini Group will help you set up outsourced lead generation teams that feed your direct sales team. In addition, Massini Group will help you better utilize existing marketing channels to qualify leads through marketing response data. Through enhanced communication with your marketing team and strategic implementation of technology, you might find you are generating leads that you were not aware of.

Massini Group can also assist your team in finding and establishing an outsourced lead generation partner and program.

Time/Resource Management

Is your sales team aligned to match your sales targets? Are your sales targets aligned with your marketable universe? Is your marketable universe complete? Right sizing your direct sales team requires that you understand the answers to these questions. Massini Group helps their clients understand the sales staff that can be supported by the available universe in order to maintain month over month growth.