It was a worldwide sales kickoff meeting for an enterprise software security firm serving the public sector as well as several corporate markets. Frantz Group was invited to attend and contribute to the meeting. Little did we know what else was in store for us. First, the VP of Sales, addressed the group that included the CEO, COO, and various executives and said: “I have worked with many telemarketing agencies and I have never worked with one as good as Frantz Group; they go above and beyond”. But the real excitement came at the end of the meeting when the CEO and founder stood up and surprised the group with a public acknowledgement. He singled out only two people and one of them was from Frantz Group. Regarding Frantz Group, he said “I had never thought very highly of telemarketing, but after seeing your passion, process and results, I’m a believer in Frantz Group telemarketing. It’s different from anything else. Our pipeline is loaded with opportunities you provided. Thank you.” Following his comments, he rewarded our efforts with a celebratory bottle of champagne.

So what did Frantz Group provide and what results did we achieve? During 2011, we created and executed an integrated multi-touch marketing program. The program included finding and purchasing contact records to drive the campaign. We also created emails and delivered them in conjunction with outbound telemarketing phone calls. A couple of events were also used in the nurturing/lead generation path. The target enterprises were large and required multiple touches including providing literature and networking through referrals. For example, one opportunity involved over 1600 contacts and required 208 touches. FG has generated 33 qualified opportunities with an initial pipeline value of 30,000 units and the potential to grow to over 270,000 units.

The “bring it home” tactic that generated these amazing results is a Frantz Group process called sales aligned nurturing. In a nutshell, it pairs one of our inside call specialists with one or more field sales executives. The resulting partnership shares information and ideas. On an account by account basis, they assess the current situation and choose the best course of action to push toward a qualified opportunity and ultimately a won sale. It could be to gather more account profile data such as priorities, decision process or pains; or it could be to indentify a higher level contact; or it could be to convince a specific contact to attend an upcoming event. Because it’s done with pooled knowledge and insight, there are no surprises or duplication of effort. Frantz Group has been perfecting this process for the past several years.