Demand Generation is like a gourmet recipe, and Call SMART is the secret sauce that brings all the ingredients together for the perfect mix. It leverages our best practices, industry experience, extensive database, a dedicated research team, and experienced lead generation executives to make this happen.
Here’s a closer look at Beyond Codes’ Call SMART model for our b2b appointment setting services:
Our research team develops the client brief. They do this by listening to the client’s needs, identifying the industries, people and companies the client wants to reach out to, and asking meaningful questions to elicit further information.
Next, they combine this sales brief with our proprietary database of decision-makers. They perform primary and secondary research on the decision-makers by mapping Fortune-listed firms and validating information from over 15 top-rated portals as well as offline sources. Only after such extensive research do they develop a list and profiles of prospects to be called.
Our Lead Generation Executive (LGE) then uses these findings from the research team to contact the ideal decision-makers. Even before the first call is made, the LGE develops a thorough understanding of the prospects and their industry. These are not cold-calls in an information vacuum; they are targeted calls that discuss relevant pain points of the decision-makers.
With the help of the Call SMART model, the LGE is able to set up 10 appointments for every 100 calls made from a qualified database. Compare that to 1.5 for every 100 cold calls!
Even before a meeting is brought to the client, it is rated and scored by a dedicated Quality team at Beyond Codes. The score is based on several clearly defined parameters, including how well the client company has been introduced to the prospect, whether or not sufficient prospect input was taken, and whether or not a clear date and time have been fixed. Only if the meeting gets an adequate score is it briefed to the client.
Once appointments have been set up, the client is armed with a meeting brief. On request, a detailed mapping can also be provided. The client thus has all information necessary to make the appointment a success.
Finally, client feedback is solicited and analyzed. If a meeting does not meet the high standards set by Beyond Codes, the quality team does a thorough quality analysis based on the client’s feedback. The findings and actions taken are then reported back to the customer.
A constant throughout this process is quality analysis and MIS reporting, along with regular course correction and governance calls. This ensures that any deficiencies are quickly corrected and that performance is always at its peak.