Case Study 5:
Telecommunications Sector:
Established, leading international telecommunications company requiring support for its external sales force, generating qualified appointments
Client Overview:
This client is a leading international telecommunications company, with customers in 80 countries. Established for over 130 years, the company has constantly embraced the latest technological advances in order to serve its customers' needs and remain at the forefront of its field. The company operates within B2B and residential markets, providing a portfolio of products and services.
Campaign Objective:
The client needed to engage with a specialist telemarketing/marketing organisation that could generate qualified appointments for a regional sales division. They approach SMART to fulfil this requirement and to support its external sales force, tasked with generating new business and managing pipeline business opportunities with prospective clients; to deliver results in line with the sales target.
Campaign Implementation:
The SMART dedicated account management team worked with our client's sales and marketing team to explore and define the target sectors. The most effective methodology that we have developed for this campaign is an on-going blend of database cleansing, profiling (identifying qualified prospects) and, finally, appointment setting. SMART's Business Development Executives (BDEs) and the SMART Training Manager receive on-going training to ensure that we are professionally knowledgeable in the product/service portfolio of our client's business.
Campaign Outcome:
We have built a very close working relationship with the client - working as 'one team' with 'one objective1. We ensure the client's external sales force receives quality appointments that meet with their qualification criteria, to ensure new business opportunities are generated. All long-term business opportunity is managed by the BDE's until the prospective customer has a business need for our client's products or services.
The SMART team consistently analyses and monitors each market opportunity via stringent data cleansing and profiling. This ensures that the necessary intelligence is delivered to our client efficiently. They have a constant 'finger on the pulse' and can evaluate the market which gives them a far greater understanding of their customers' needs.
Due to client confidentiality, we cannot disclose the tremendous financial targets that we have helped the client to achieve. However we are in a position to provide references on request.
"When outsourcing to an external supplier, you never really know how dedicated they will be to your business. We have found the SMART team to be dedicated and committed - we feel we work as one team."
Client testimonial.
View other SMART case studies:
Case Study 1 |
Case Study 2 |
Case Study 3 |
Case Study 4 |
Case Study 5
