jobber

This job ad has been posted over 40 days ago...

0

applicants

 

JV/M is a professional business-to-business telemarketing company that specializes in generating qualified sales leads and appointments for industrial, commercial, professional, financial and IT firms that sell into the business market. JV/M provides research services, pre-qualification, cold calling, executive appointment-setting and other lead generation services designed to get our clients in the door with qualified prospects, get past gatekeepers, uncover needs, stimulate interest and set up opportunities for their outside salespeople or executives to sell and close. Targets typically include middle and upper management levels at industrial, commercial and professional firms, from small business to the Fortune 500.

Cold-calling involves telephoning decision influencers or decision makers, either from a commercial (i.e. unqualified,) list, or from a pre-qualified list that may have been developed in pre-qualification process described above.

The process typically involves introducing the client's offering, stimulating interest in the offering (which usually involves the delivery of an Initial Benefit Statement, a description of features and advantages, and the uncovering of needs and the development of personalized benefits through probing,) and objections handling. The goal is to secure an appointment or some other advance in the sell-cycle through the application of good sales techniques.

This role, which is the primary one we serve at JV/M, involves becoming proficient in the client's offering through training or, more commonly, through reading and understanding a written Telemarketing Plan that includes information on the client's background, products and services, features, benefits, market needs, value proposition, qualification criteria and case histories. Generally, the telemarketer will develop their own personalized script based on the information provided, as we do not do any 'literal scripting.' But the telemarketer is expected to be proficient in getting past gatekeepers and voice-mail, creating initial interest, building value through good questioning techniques, qualifying, overcoming objections, and closing on the appointment. You are also expected to document the encounter or lead on the JV/M Web site in a clear and concise manner.

Some projects involve our having to provide driving directions for the client's outside salesperson, managing his or her calendar, and/or confirming appointments. Projects differ somewhat in how far into the sell-cycle we need to take the prospect. For example, some clients just want us to generate enough initial interest to secure an appointment (i.e. create an opportunity for them to present their offering,) while other clients want us to take the prospect as far into the sell cycle as possible, such as uncovering budget, finding additional decision-influencers, finding additional justification for the purchase, or even take it to the point of closing. However, being able to secure a confirmed face-to-face appointment is usually the minimum requirement.