CLIENT: Mars, Inc.
INDUSTRY: Single Cup Coffee
CALLING CAMPAIGN: Appointment Setting
The client, one of the largest privately held businesses in the U.S., had been working with one of the largest companies in the appointment setting industry to generate appointments for their field sales force to meet with businesses and demonstrate their new single cup coffee system for office environments. Over time, the quality and quantity of the appointments spiraled downward. In spite of their size, the “big boys” were failing.
Since the current supplier was setting appointments that were wasting sales reps’ time, the client needed to find an alternate solution that would help them recapture the confidence of the sales force, and rebuild momentum in a highly competitive marketplace.
When Intelemark initially connected with the client, they were uncertain that a company with exclusively ‘virtual’ agents could do a better job than their incumbent supplier – a very large, brick and mortar operation. The client was also concerned that adequate training of virtual agents might not be possible without a face-to-face meeting.
THE INTELEMARK SOLUTION:
Intelemark proposed a 5-week test vs. the incumbent supplier so that we could “show our stuff.” At the end of that brief head-to-head test, which included the initial training for the agents, it was reported by the client that we had generated appointments at a higher rate and of higher quality than the incumbent. We were very gratified to know that we had exceeded beyond the client’s expectations.
What else happened?
As a result of the initial test, the campaign was extended for three months and was expanded, which included adding agents to the team. Intelemark handled the virtual training of the new agents and helped them get productive within a very short period of time, which was something that the client thought impossible based on their dealings with the incumbent supplier.
After a number of short term extensions, the incumbent supplier was removed, Intelemark was awarded the campaign for the entire United States and by generating quality appointments over a 6-year period, we helped the client penetrate the corporate marketplace with their product.
Intelemark worked to develop relationships with the sales representatives in the markets that we were working and to gain an understanding of the “differences” that existed in each of those markets.
By targeting our messaging and approach on a market-by-market basis, we were able to help the sales teams achieve and exceed their goals. This is the reason that we’re in business.
Contact Intelemark today to understand how an appointment setting calling campaign can drive outstanding results for your company.