Supporting your customers, wherever they are in their sales journey.

Wherever your customers are on their journey, TCB will enhance their experience. From first-line engagement to turning lapsed customers into loyal advocates, we optimise at every stage to improve ROI and deliver business impact.

Our sales lead qualification services

 

In most organisations, those prospects who ‘raise their hand’ and proactively request a call or ask for costs are passed straight to sales. But there are often many other prospects who simply register for a webinar or download material from the website.  These are often referred to as marketing-qualified leads and, in many cases, there are too many of them for sales to deal with.

Acting as the bridge between sales and marketing, we can engage those prospects to identify any which warrant being passed to sales (sales qualified leads).

We start one2one dialogue with your potential customers as early as possible in the customer journey.  Our calling style positions you as a customer-centric, service-oriented organisation. We also use light-touch key engagement questions based around the principles of BANT (Budget, Authority, Needs, Timing). The insight from these questions enables us to build a sales pipeline and manage a nurture programme to keep your products and services front of mind.

We can do the time-consuming ‘keeping in touch’ stuff with those in the early stages of their customer journey so that your sales team can focus on those customers who are ready to buy.  And, of course, as well as engaging new prospects, we can reach out to past customers, both dormant and lapsed, to re-engage, build customer loyalty and stimulate future sales.

Because people buy people.

Working in the prospect’s native language, we use a customer-service-style approach with gentle qualification questioning on our calls to establish where the individual and their organisation are on their customer journey. We look for buying signals and gather as much information as possible about the customer’s needs. We then establish what can be done to progress them along their customer journey to become B2B sales-qualified leads. This might include sending product literature or arranging for sales to provide costs or discuss their needs on a technical call.

Account-Based Marketing.

As well as providing B2B lead qualification services, in the UK and globally, we offer support to clients who are taking an account-based approach to their marketing. Account-Based Marketing targets individual companies with tailored content and tailored ABM campaigns.

We work collaboratively with our clients’ sales and marketing teams to support their Account-Based Marketing by providing a combination of key account mining and social selling. In both instances, we identify target accounts based on various parameters such as industry, company size, annual revenue, location, etc. Once the key accounts have been identified, the next step is for us to map the key decision-makers and influencers associated with these accounts. Content is then served to those targets which is specifically tailored to resonate with them. For ABM campaigns, one size definitely does not fit all and content needs to be as personalised as possible.

Account-Based Marketing services are not for everyone, and are not intended to replace mass marketing initiatives that are geared toward driving awareness and traffic. But Account-Based Marketing will generate ABM leads and help drive clear ROI and measurable sales results.

 
The Call Business became a vital part
of our customer engagement team
— Julie Coxhill, Grass Roots