“Teach Channel Partners to Fish” Approach Yields Increased Pipeline for IT Manufacturers and Their VARs Across North America
Rochester, NH – eCoast, an outsourced sales and channel-marketing agency focused on high-tech clients, today announced that it has completed the Company’s 5000th partner-led Call Blitz™ event. As IT manufacturers look to scale marketing programs across many segments, they are hungry for innovative programs, and Call Blitz events are genuinely exciting and productive alternatives to traditional outsourced demand-generation efforts.
By accessing eCoast’s Call Blitz Prospecting Enablement Package, the sales team for a partner (manufacturer or VAR) undergoes training – and accesses eCoast’s communication and lead-tracking technology – to generate their own qualified leads, with the help of eCoast’s specialized Call Blitz Program Management team.
With the Call Blitz program, partners’ sales teams conduct an outbound call campaign for one intensive day. However, prior to the event, eCoast’s Call Blitz team prepares the sales team with a customized agenda, goals and incentives. During the event, the manufacturer’s Channel Account Team also participates in the event to help foster teamwork and sales enablement. One leading global technology manufacturer uses eCoast’s Call Blitz program as a very effective go-to-market outreach tool for their channel communities.
To support the Call Blitz program, eCoast works with the partner to acquire high-quality prospecting lists and also gives partners access to eCoast’s lead-management portal, a powerful tool for logging leads and scripting follow-up. Typically, Call Blitz efforts are focused on small- and medium-size businesses (SMBs) with fewer than 250 employees. It is not unusual for an eCoast Call Blitz event to generate 20 appointments and 40 good prospects for every 10 sales people making outbound calls. The fact that eCoast has created Call Blitz programs for up to 1,000 outbound callers, all working in coordinated sessions at multiple locations, only underscores how effective these events can be for a company of nearly any size.
“One of the greatest benefits of the Call Blitz model is the opportunity to teach our partners’ sales reps how to generate their own sales leads,” said eCoast’s Kevin Lynn, assistant VP of client services. “Through this approach, the partner is not solely dependent on the manufacturer’s ability to deliver fully qualified sales leads.”
Experts in technology, and strongly established in the B2B world, eCoast helps to build business relationships for their channel partners through outstanding customer care, by providing quality services and solutions, and by delivering measured results through proven marketing processes. Learn more at www.ecoastsales.com.
VP of Sales and Marketing
eCoast Sales Solutions