From lead generation to appointment setting - The personal touch, because our reputation is your reputation

Context:

When Zenith Provecta came to us, their intention was not to outsource lead generation. With a sales team in place, this wasn’t a consideration until they heard about the results we achieve. Zenith Provecta’s target market for a unique and market-leading product was Board level blue chip Executives. Incredibly sceptical, they couldn’t believe the complexities of their product could be explained effectively by an outsourced partner, let alone over the phone in a cold sales call.

Solution:

We embarked on the Orientation Process, despite cultural scepticism within Zenith Provecta. Within months we’d proved that the personal touch works, generated leads to agreed targets. Astounded, Zenith Provecta immediately engaged more actively and also outsourced appointment setting to us. Our appointment setting service offers web-based diary management and real-time drive-time scheduling; freeing up Zenith Provecta’s sales force to focus on preparation for successful sales meetings and client retention.

Their Operations Director confirmed, “The New Business Development Agency (TNBDA) has secured a continued flow of well qualified board level opportunities across a wide range of market sectors including blue chip companies”

Outcome:

Within 18 months, we had saturated the market potential. Our data exhausted, we knew it was time for a change. As a trusted partner, we take the transparent approach - we suggested Zenith Provecta try a new approach to refresh data and acquire new creativity. They agreed and left us to pursue other providers. Within another 18 months, they were back and re-engaged, undertaking a new Orientation Process, enabling new data to be sourced and new markets accessed. We partnered with Zenith Provecta for a further 3 years before they took their lead generation and appointment setting back in-house.

In a recent discussion, the Operations Director re-iterated, “Zenith Provecta Car Plan has been pleased with the professional manner in which TNBDA have been able to develop and change to meet our requirements, whilst continuing to deliver new opportunities based upon a paid by results model.”