eCoast Call Blitz with SalesDash Overview
description
Transcript of eCoast Call Blitz with SalesDash Overview
© 2010 eCoast. All rights reserved.www.ecoastsales.com
© 2010 eCoast. All rights reserved.www.ecoastsales.com
• Partner Performs
Calls
• Set Appointments
• Up-sell/Cross-sell
• Lead Generation
• Event Attendance
• Inbound Response
• Clicks/Opens
• Downloads
• Hand Raisers
• Teach How to Fish
• Training & Sales Tools
• Product Positioning
• Tele-Prospecting Best Practices
• Maximize ROI
• Optimize
Partnerships
• Mutually Beneficial
• Cost Justification
• Track Activity
• Track Results
• Estimated Pipeline
• Quoted Deals
• Proof of Performance
• Accountability
The eCoast Call Blitz®
Sales Enablement Partner Led Increase Sales Real-Time Reporting
© 2010 eCoast. All rights reserved.www.ecoastsales.com
How the Call Blitz® Works
Supplier
Establish Program Scope• Agenda• Messaging• List Source• Call-to-Action• Reporting Needs• Solution Focus• # of Partners• CRM Integration Level
• SPIFF Rules
Solution Training
Cold Calling Best Practices
Training
Partner/s
May Participate in
Call Blitz
Provide Guidance to Manage the
Call Blitz
eCoast
Call Blitz with SalesDash
Actual Results• Cost = $2,450• One Partner, 5 Participants• One Supplier Participant• Appointments = 11• Pipeline = $275,000**• Future Prospects = 18
• Cost = $7,450• One Partner, 25 Participants• 2 Supplier Participants• Appointments = 49• Pipeline = $980,000**• Future Prospects = 92
• Cost = $8,925*• 10 Partners, 50 Participants• 3 Supplier Participant• Appointments = 63• Pipeline = $1,134,000**• Future Prospects = 111
• Cost = $32,826*• 58 Partners, 232 Participants• 152 Supplier Participant• Appointments = 345• Pipeline = $5,175,200**• Future Prospects = 722
*calling records provided by client**results predicated on client deal size
© 2010 eCoast. All rights reserved.www.ecoastsales.com
What Each Party Contributes
Channel Partner
performs outbound calling to generate demand for your
solutions
Supplier/Distributor
trains the partner/s how to position their solutions and
provides incentives
eCoast
Program Managers help you and your partner/s plan, set up, and
execute the Call Blitz event.
Contributes:• Participants• Competitive Spirit• Great Attitude• Effort
• Set Face-to-Face Appointments
• Generate Qualified Leads
• Upsell to Existing Accounts
• Drive Event Attendance
• Schedule Demonstrations
• Schedule Assessments
• Gather Market Intelligence
Contributes:• Leadership & Motivation• Competitive Spirit• Solution Positioning Training• Marketing Development or other Funding
• SPIFFS & Awards!
Contributes:• Set Up and Event Planning • List Services • Channel Conflict Prevention • Messaging Customization• Participant Enablement • Cold Call Training • CRM Integration • Dedicated Technical Support • SalesDash™ Portal
© 2010 eCoast. All rights reserved.www.ecoastsales.com
SalesDash® Portal
Real Time Dashboards with Auto-Refresh
Easy-to-Use Outbound Calling Interface
Document Library with Guides & Collateral
Detailed Micro Level Reporting
Automated Email Alerts
CRM Integration Available
© 2010 eCoast. All rights reserved.www.ecoastsales.com
Maximize Your Channel Sales Enablement Efforts
Why the Call Blitz®?
Partner Performs the Outbound Calling
Follow Training with Immediate Execution
Lower Cost per Deliverable
Low Cost + High Performance
Dashboards & Reports with Auto-Refresh
Designed for Cold CallingCompliments Your CRM Tool
Manage in Real-TimeContests with Instant
Results
Collaboration & Teamwork
Higher Return On Investment
Stronger Relationships with Your Partners
Real-Time Visibility into Effort & Results
SalesDash® Portal to Compliment Your CRM Tool
SalesDash® Portal - Screen Shots
© 2010 eCoast. All rights reserved.www.ecoastsales.com
Branded Login Screen
Your LOGO Here
Easy Password Retrieval
Login Credentials emailed to Participants prior to Call Blitz
© 2010 eCoast. All rights reserved.www.ecoastsales.com
Real-Time Dashboards – Macro View
Scrolling Ticker with LIVE RESULTS! Multiple Report Types
Track Sales Contests in REAL TIME!Track User Participation
Track Activity & Performance
Auto-Refresh
© 2010 eCoast. All rights reserved.www.ecoastsales.com
Real-Time Detailed Reports – Micro View
Auto-Refresh
Participant Detail
Campaign Detail
© 2010 eCoast. All rights reserved.www.ecoastsales.com
Outbound Calling – Contact List
Record Detail
Click to Open Record List of Contacts & Accounts
© 2010 eCoast. All rights reserved.www.ecoastsales.com
Outbound Calling – Opening Script
Integrated ScriptingAuto Population of Contacts
Choose Next Step
© 2010 eCoast. All rights reserved.www.ecoastsales.com
Outbound Calling - Voicemail Script
Integrated Voicemail ScriptingAuto Population of Contacts
Take Notes for Follow UpKeep Track of Actions Taken
© 2010 eCoast. All rights reserved.www.ecoastsales.com
Outbound Calling – Data Entry
Lead Information
Account & Contact Information
Custom Questions & Data
© 2010 eCoast. All rights reserved.www.ecoastsales.com
Doug NolinSenior Account [email protected]
Thank You
Supplemental - eCoast Overview (abbreviated)
© 2010 eCoast. All rights reserved.www.ecoastsales.com
Calling Agents
Locations Private Ownership
Program Managers
Years in Business
Management Team -> Passionate demand generation experts with over 175 combined years in technology sales and marketing.
Employees
13 175
eCoast: By the Numbers
20 130 NH AZ
PrivatelyHeld
© 2010 eCoast. All rights reserved.www.ecoastsales.com
Appointment Setting
Lead Generation
Existing Account Upsell
Inside Sales Support
Event Attendance
VAR Recruitment
Inbound Response
Channel Marketing Support
eCoast Service Offerings
Tele-Prospecting Email MarketingGoogle AdWordsSocial MediaContent MarketingContent SyndicationSearch Engine OptimizationLanding Page DevelopmentWebpage DesignWebpage Development
Partner Marketing
List & Data Call BlitzAccuStrike Offerings
Contact Verification
Guaranteed Accuracy Levels
• 75%
• 95%
Verify Your Existing List
Build a Custom List
Email Available
Partner Led
Sales Enablement
Multiple Uses
• Appointment Setting
• Event Attendance
• Upselling
Real Time Monitoring
Demonstrable ROI