Office Equipment Distributor – B2B Outbound Solutions Case Study
US catalog and e-retailer
Our customer was interested in developing an Outbound Solutions program that would facilitate their efforts to grow sales, increase average order size, capture additional market share, and update their customer database. This needed to be accomplished in a manner that was in line with the company’s corporate goals and culture.
Why our customer outsourced to The Office Gurus:
Our customer sought telephone sales expertise and technology from The Office Gurus. In addition, they needed a scalable solution with a flexible account management staff that could help them develop a sales program that had never existed within their corporation. The Office Gurus were able to accommodate their needs and create a dedicated sales team in their extended office.
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The Office Gurus worked very closely with the company’s Marketing Manager to gain a solid understanding of their customer experience philosophy and product line. Once the train the trainer knowledge transfer was complete an assumptive, benefit rich tele-sales presentation was developed and implemented into our 1-week professional telephone sales training program.
The combination of a highly skilled and trained sales staff with our progressive dialer and CRM solution provided for flawless execution of the consultative sales program!
By the end of the second month, The Office Gurus were writing twice as many sales as the company was realizing through its direct mail efforts for the same number of leads attempted. The average order size was up 25+% and we were capturing updated contact information, which contributed to additional savings in their ongoing direct mail efforts.