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Sales Pipeline Development

Sales Pipeline Building

Meta offers two unique approaches to sales pipeline building: 1) traditional needs-based questioning, and 2) problem/issue (pain) based exploration. The first identifies “low-hanging fruit” – current projects and existing buying situations. The second is more extensive and identifies all need, both current and future (including those with need that have yet to seek a solution), resulting in significantly more sales opportunities and closed business. Both approaches integrate targeted direct mail and email with phone-based prospecting; and both are scalable to meet your changing demands, whether up or down. In addition, with both of these approaches and for no additional cost, you have access to one of our experienced Business Development Managers to help you strategize on how best to approach and sell the sales opportunities we provide.

Sales Pipeline Building using a Product-based Approach

  • Employs traditional needs questioning and interest assessment.
  • Ideal when targeting middle-management with a product/need-based value proposition.
  • A good way to generate immediate opportunities for your sales force.
  • Sets sales phone call and sales meeting appointments.
  • Identifies correct contact information and updates your database accordingly.
  • Identifies existing interest at all stages (current, near-term, & future).
  • Fully filters and qualifies opportunities based on your criteria.
  • Gathers market intelligence, building your marketing & sales knowledge base.
  • Leverages Meta’s proven 5-Step TeleProspecting® sales prospecting process, insuring high-quality and a consistent level of deliverables.
  • Employs Smart Call™ rules-based technology to prioritize your calling effort each day by carefully evaluating each opportunities’ attributes and progress, maximizing your campaign’s return and ensuring that no opportunity slips through he cracks.

Pipeline Building using a Problem/Issue-based Approach

  • Employs a highly-effective pain/problem-based opportunity identification and development method referred to as Solution TeleProspecting®.
  • Uncovers active buyers and opportunities with need that have yet to seek a solution.
  • Well suited for more difficult to sell offerings, targeting high-level decision-makers.
  • Fully “mines” all the sales opportunities from your database or target market and enables you to enter many sales situations as the initial vendor, avoiding competition.
  • Effectively explores the pain to discover the source reason(s) driving the need.
  • Sets sales phone call and sales meeting appointments.
  • Identifies the key decision-maker(s) and updates your database accordingly.
  • Fully filters and qualifies opportunities based on your criteria.
  • Gathers market intelligence, building your marketing & sales knowledge base.
  • Leverages Meta’s proven 5-Step TeleProspecting® sales prospecting process, insuring high-quality and a consistent level of deliverables.
  • Employs Smart Call™ rules-based technology to prioritize your calling effort each day by carefully evaluating each opportunities’ attributes and progress, maximizing your campaign’s return and ensuring that no opportunity slips through he cracks.

Prime Account Development & Organizational Mapping

  • Ideal for key accounts that are difficult to penetrate or require expansion.
  • Develops previously identified opportunities much further in the sales cycle.
  • Enables sales reps to focus on closing business instead of cold-calling.
  • Provides in-depth intelligence into the account’s critical issue(s), need/buying situation, technical (system/process), environment (locations/users), etc.
  • Reveals competitive solutions being evaluated & considered.
  • Substantiates interest/urgency level and facilitates account development/progress.
  • Identifies the champion, economic, technical, and operational buyer(s).
  • Identifies those on the buying team, their titles & roles and standing relative to your offering (organizational mapping).
  • Discovers budgetary conditions, purchase process, and buying time-lines.
  • Determines the appropriate next step to be performed and satisfies it until opportunity is ready for a sales rep (you define the transition point).
  • Presents product demonstrations and facilitates product cost justification.

Lead Filtering

  • Filters and qualifies leads coming from marketing sources such as advertisements, direct mail, email blasts, websites, tradeshows, seminars and webinars.
  • Identifies the appropriate decision-maker(s).
  • Updates your database with the most current organization and contact information.
  • Quickly filters opportunities based on the client’s “fit” (type, size, location, etc.) and any qualification criteria.
  • Identifies their area of pain/need and level of interest (optional).
  • Provides customized information fulfillment.
  • Established the logical next step for each opportunity.
  • Flags "bad fit" opportunities for removal from your database

Sales Pipeline Management

  • Provides ongoing contact with your sales opportunities to insure that your company and offering(s) remain visible and viable in the eye of the buyer.
  • You remain fully informed of the status of each opportunity in your pipeline by criteria you establish.
  • Continuously identifies opportunities with emerging need and interest.
  • Continuously updates your database with the latest names, titles, phone numbers, etc.
  • Off-loads the burden of keeping close tabs on your sales pipeline so you can focus on closing new business.
  • Assesses the value/caliber of opportunities in your sales pipeline so you can prioritize your sales efforts, quantify your sales forecast, and establish realistic sales goals.
  • Greatly increases sales contact rate and ultimately, win rate.
  • Provides continuous feedback as to the state of the market and competitive influences

Sales Pipeline and Forecast Audit

  • Determines the true value of opportunities in your sales pipeline or forecast.
  • Confirms the quality of “closable” business identified by your sales reps, helping to evaluate your sales rep’s performance – especially valuable to new sales managers.
  • Quantifies the value of your sales forecast so closing efforts can be prioritized.
  • Reviews each sales opportunity’s purchase situation without revealing the client's name.
  • Identifies the next step in the buyer’s purchase process and the expected decision date.
  • Discovers competing offerings, influences, and other stumbling blocks.
  • Establishes expectations and documents budgetary allocations/constraints.




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