New Consumer Acquisition: End-to-End Sales

The Situation-
Dialogue Marketing was approached by a well-known consumer driven service company. This client provides a forum where homeowners can share their ratings and reviews on local service companies. More than 500,000 members in over 70 major U.S. cities use this leading provider to submit detailed reports (both good and bad) on companies they’ve hired. The challenge was how to continue to grow their business under their current model, which involved employing the traditional inside sales force.

Our client desired to grow their member base, by expanded their sales force, which meant they needed to get beyond their traditional sales model and beyond their own walls. Furthermore, they were limited by their own technology and reporting capabilities.

The Solution-
Dialogue Marketing presented a call center solution as a way for this expanding top 500 company to grow beyond its walls, and form a remote team of account executives. By utilizing our call center, they had the capability to automate the outbound sales approach and
monitor agent performance and productivity.

The technology deployed by Dialogue (automated dialing system, and lead management
system) allows DMI to successfully and effectively monitor and manage the productivity
of its sales agents. Additionally, this partnership has allowed our client to further
develop additional territories and expand their business geographically, which was also a
challenge under their traditional inside sales model.

The Results-
The results have been very positive. Dialogue Marketing assisted in the entire sales cycle, from sourcing the list of prospects to signing contracts. We used a dedicated team of 14 sales agents and became an extension of their internal sales team, yielding superior results. Each full time DMI employee had a goal to sell $10,000 in new business monthly, with our top agents consistently producing $15,000 or more monthly, we managed to generate over $75,000 in new business for this provider.