Executive Level Sales Support FAQs
Large Account Marketing is a detailed, complex process. FCM developed
Executive Level Sales Support to high-level executive sales professionals
that need assistance with the time consuming process of identifying
new prospects and working on multi-million dollar transactions.
The executives we work with know how to sell. They need help managing
all of the fine points that must be attended to in complex transactions.
These sales cycles can often take up to three years to execute.
The winners are those that have the most consistent professional
execution and enticing offer. FCM makes sure Executives are always
at the forefront with Executive Level Sales Support.
What is Executive Level Sales Support?
Large, complex sales transactions are often managed
by executives of organizations. Many people are familiar with the
statistic "80% of all sales are made after the 5th call.
Most sales people call 1X and quit, 48% call 2X and quit, only 10%
keep calling." In today's environment top-level contacts
at corporations are very difficult to reach. E-mail, voice mail,
and harried travel schedules are barriers that need to be overcome
to create the opportunity to begin a sales dialogue.
What makes Executive Level Sales Support
We understand that we won't be successful in making
a cold phone call to the CEO of a Fortune 500 company - so we don't
do it. We carefully build a strategy to earn the right
to begin a dialogue with an executive. We invest a lot of time in
understanding our client's unique selling position so that we can
create compelling sales statements in personal letters and follow
up phone calls that will intrigue a buyer enough to grant us the
opportunity to proceed with more information. We understand that
an executive decides within 7 seconds whether or not the information
presented to them has value. We manage that first 7 seconds very
carefully. From this process, the sales cycle begins.
What experience do your callers have?
Alicia Dale, founding partner of Full Circle
Management personally trains our callers for this exclusive service.
We find that the long-term, complex sales cycle is so nebulous;
a critical success factor in the process is that the caller has
the business sense to field any objection and overcome any anticipated
obstacle in the first 7 seconds of contact.
Our Executive Level Sales Support callers are
caller educated. Some have actual sales experience. Others enjoy
the behind the scenes report. Our high caliber callers are a positive
reflection upon the executives we serve.
What services are included in Executive Level
- Development of selling messages
- Identifying the client's
unique selling position
- Carefully crafted letters
- Follow up phone calls
- Creative, attention-getting
- Drafts of follow up letters
- Updates in SalesInSync,
web-based database management
- Callers are available to
attend meetings and make personal calls
- Sales Coaching and recommendations
How do we get started?
for a specific quote.