Whether you have an internal team, have hired external agencies, or have a mix of both, it becomes impossible to utilize the data generated, if reps are not using standardized tools and standardized assumptions in how they treat the lead set. Massini Group, in response to this issue, built the first OTM CRM that is dedicated to B2B SMB selling. We have eliminated the need for automated dialers and proven across industries, that with proper data hygiene and structure the number of decision makers reached per hour can increase over predictive or progressive dialers. Subsequently these decision makers are significantly more likely to convert to a sale because they have had a more personal and less frustrating customer experience.
We train your sales agents to use our simple CRM tool, the enhanced Telemarketing Resource Center (eTRC), and monitor disposition usage to ensure that new reps understand primary and secondary call objectives and disposition leads accordingly. Reps that are new to the program can begin using our tool efficiently within one day. Let’s get them on the phone selling!
Our tools also are set to give you, the performance owner, visibility and control to the program in a centralized fashion. This can be executive level reporting all the way down to individual dial and appointment kept metrics. If a rep misses a callback leads can be reassigned to ensure that no sales conversation goes neglected. In our work with some of the world’s best B2B selling programs this simple ability to move appointments between reps and ensure that no callback is neglected typically accounts for an initial 20% lift in performance.
The eTRC allows for the structure required to drive month over month improvement and allows programs to avoid the EKG sales trends.