Phone Works Pilot Program Achieves Your Short-term Objectives
Phone Works has professional sales representatives and management resources available to get you started with an inside sales program immediately.
Pilot Programs have 3 phases:
- Program Specification and Development
- Program Launch
- Achieve Traction and Deliver Results
In order to obtain meaningful information and build a reasonable sales pipeline, we recommend a minimum of a fourteen (14) week program with a thirty-six (36) day call and email campaign, as illustrated below.
Figure 1. Pilot Program Timelines
Phase 1: Program Specification and Development, 2 Weeks
Before beginning a pilot, Phone Works conducts interviews with key executives to review company strategies, positioning, products and markets in detail in order to prepare for a calling campaign. We also discuss and determine specific pilot objectives, including targets and goals for calls, pipeline results and closes. Within two weeks of these meetings, we present and deliver a Pilot Program Specification for review and approval including:
- Specific pilot program objectives
- Target audience and lists available
- Call, voicemail, and email script templates, qualifying questions
- Profile criteria
- Sales process design: the steps and procedures involved from initial call to lead qualification
- Sales materials needed from you: literature, web site information, on-line demos etc.
- Call model metrics
- Lead rating criteria and process
- Fulfillment requirements
- Reporting, tracking and forecasting systems
- SFA/CRM requirements and fields needed
Phase 2: Program Launch, 6 Weeks
Once the program specification is approved and training is complete, Phone Works begins the outbound outreach to prospects, using the phone and email. We track daily results against our call model assumptions while testing and fine-tuning script templates and sales processes and report those results to you. If necessary, we redefine the program specifications as we gather the data obtained from talking to live prospects as well as make recommendations to you on how to best reach your target market and accelerate your sales cycle.
Phase 3: Achieve Traction and Deliver Results, 6 Weeks
In the final six weeks of the pilot, Phone Works typically gains traction and delivers a pipeline of qualified leads along with recommendations for going forward. Along with a pilot results summary, we also provide a measurable, predictable model for building your inside sales team. Phone Works can then assist you in creating and executing a Jumpstart Program for an aggressive implementation of your inside sales department.
The results shown below are based on our experience doing literally hundreds of projects since 1991. Your results may vary.
Figure 2. Typical Pilot Program Results
The results shown below are based on our experience doing literally hundreds of projects since 1991. Your results may vary.
| Typical Pilot Program Results | |||
| Low | High | % | |
| Calls | 700 | 1800 | |
| Contacts | 70 | 360 | 10-25 |
| Qualified Leads | 5 | 27 | 5-15 |
| Closes | 1 | 8 | 10-25 |
* based on 36 days of calling/emailing over a 12-week period
Consulting Team
Phone Works pilot programs often consist of a team of two or more consultants:
- One senior-level manager who defines, develops and presents the program in Phase 1 and fine-tunes program specifications, manages the project, coaches and oversees the inside sales representative in the second and third phases
- One or more inside sales representatives with quota-carrying experience in the technology market space. Once trained, this person makes outbound calls and emails your leads after Phase 1 is complete and reports results on a weekly basis
Call us at 510.749.9073
