Telesales.

Telesales is a widely misused term in our industry, often just a fancy name for more qualified lead generation. At Frantz Group, telesales means revenue, not leads - and it includes the set of activities involved in actually selling technology solutions over the phone. Beyond basic activities like conversations and sending literature/brochures, it can include facilitating web-based demos, guiding prospects through online ROI assessments, configuration of quotes/proposals, contract negotiations, and securing signed contracts. Essentially our inside sales representatives are quota-carrying members of our clients’ sales force.

Outside sales.

For Frantz Group, outside sales was a natural progression from our telesales service offerings. We found that at times, our clients wanted our inside sales representatives to go out into the field to interact with key prospects – at tradeshows, in key meetings, etc. These face-to-face interactions include all of the standard sales activities from networking for new contacts, presenting solutions, giving demonstrations, answering questions, gathering requirements, reviewing quotations, negotiating contract terms, and closing deals.

Sales support & administration.

The function of sales brings with it a significant burden of paperwork and administration. Quote configuration can be complex, and errors can be costly. Often a single sales transaction can require multiple signed documents – for financing, hardware, software, services, infrastructure, etc. Attention to detail is critical. And time is of the essence. Frantz Group manages the sales paperwork burden for our clients, so that sales representatives (whether Frantz Group’s sales personnel, or our clients’) can focus on closing business.

Sales process & effectiveness training.

Prospects and customers are complex. Frantz Group has developed a behavior-based sales process that allows sales executives to quickly adjust their style and focus to the needs of the prospect based on a brief period of interaction. In addition to using this process ourselves, Frantz Group offers sales training to our customers and their sales force – helping them identify their own personal selling styles, giving them tips for identifying their buyer’s behavioral styles, helping them diagnose their buyer’s expectations, and teaching them strategies for influencing and selling to specific types of buyers.

Pipeline & sales reporting.

Sales improvement begins with measurement – knowing where you stand, and having enough knowledge of past/present in order to predict the future. Frantz Group helps our customers establish more comprehensive pipeline management and reporting processes. We can provide custom, web-based reporting including reports on conversion rates, opportunity progression, sales milestones, pipeline aging, forecasting, untouched accounts, SFA usage audits, etc.

Implementation scheduling.

After the contracts are signed, sometimes there can be bottlenecks in the hand-off between sales and implementation. Frantz Group helps our customers ensure a smooth implementations and satisfied customers by setting up implementation meetings, scheduling installation appointments, scheduling pre-installation assessments, and coordinating various activities.