DISCOVERY AND SET UP PROCESS

SalesStaff utilizes a proprietary methodology to model your prospect lead criteria. Our Delivery Managers are experts at building marketing databases, call plans, training programs and selecting the best resources to assign to your program.

 

DISCOVERY PHASE

We conduct dialog with you to analyze and define:

• Your Business Model: differentiators and value proposition in the healthcare marketplace.

• Your Healthcare Target Market: Firmographics, and related business qualifiers.

• Your Decision Maker Levels: C-Levels (CTO, CIO, CEO, CFO, CNO, Administrator, VP of IT, etc.) Director Levels (Director of Application Development, Director of Information Security, Director of Network Systems/Management, Director of Information Technology, etc.)

Your sales model drives our planning, implementation, and execution.

 

BUILD THE MARKETING DATABASE RELEVANT TO YOUR QUALIFIERS

Using the information we gather during the Discovery phase, we create a prospect marketing list by:

• Conducting a search and compiling the results to create a prospect list which is a close match to your target market qualifiers

• Loading the data into the CRM

• Testing the data for accuracy

• An internal proprietary database will be used, additionally SalesStaff partners with Jigsaw, Hoovers, Sales Genie, Spoke, and LinkedIn.
 

DESIGN AND CUSTOMIZE A CALL PLAN

A customized call plan is created to serve as the foundation of our call conversations and includes:

• Conversation material for our Inside Sales Representatives

• Qualifying questions and responses to FAQs

• Product and Service information

• Lead and Appointment setting delivery instructions

 

SELECTION AND TRAINING OF THE SALES STAFF

The setup process of your campaign involves a structured process of staff selection and training:
• Call agents are selected based on their industry experience to best match your sales model

• Training material is created for our call representatives

• Lead definitions and delivery controls are identified

• CRM instructions are documented

• Troubleshooting and process definitions are communicated

 

FINAL DEBRIEFING

A conference call will be conducted upon completion of the setup process to:

• Review call plan and obtain your final approval on contents and prospect list

• Review your sales team's calendar for appointment scheduling purposes

• Conduct further training with call staff

MARKETING ACTIVITY GOES LIVE

Usually within 2 weeks from the initial Discovery meeting, our call activities are launched.

• The campaign is continually refined and modified according to real-life experiences with prospects.

• Follow-up calls are made with you daily and weekly to report results and troubleshoot.

• Daily reports are emailed to you containing appointment and lead criteria or are available through our web-based portal.

• Each appointment/lead is certified before it is considered delivered production.