The Sales Quarterback

The other day I had sat down to think about the objectives of Emotecomm as a lead generating service, and I decided this morning that it was something worth sharing in the blog. What it boils down to, in my mind, is that Emotecomm is not a product so much as it is a series of solutions geared specifically toward each client. With the quantity of products offered in the form of deliverables and the money changing hands, it is so simple to suggest that Emotecomm can be defined by these things, but let me explain what I’m getting at.

Take, for example, the VP of sales for a medium-sized corporation. There are certain problems inherent in her position in regards to sales, which it is her task to solve. She also has limitations on what and how she can solve these problems: internal training costs, managing and keeping such a team, and the vast amount of external solutions which compete for her attention. In sales, these limitations might be described as pain points, but, the way that we look at them, they are not so much the best place to hit so much as they’re the reasons why Emotecomm exists to begin with.

The distinction is in the positioning of the client as a problem solver rather than simply being a provider of products or services to the market. As a problem solver, the client is someone who can use Emotecomm’s services as tools which benefit her needs. Emotecomm intends to present itself as a valuable set of tools with lasting value which our clients can turn to when a problem arises. To demonstrate this intention, we’ve recently been investing in our research branch in order to provide industries greater understanding of markets as well as providing markets a greater understanding of various key industries. Thus, in ways and details that this blog could never delve into, information and clarity are provided that are not necessarily part of the marketing or sales cycles, and yet they are still free of charge. What this means is that the VP of sales is presented with a repertoire of information, the immediate possibility of a relationship with Emotecomm, and the option of having an expert, accountable, and solution-oriented third party ready to advise or to provide services or products whenever she needs them.

With such a large requirement of a solid relationship between the client and the firm, this kind of open, solution-oriented approach is required for a working campaign. The knowledge provided by research allows for well-targeted lists, a strong understanding of the client allows for better results with each call, and flexible, frequent communications between the firm and the client improves the overall results of the campaign. In the J.C. Williams Group case study, for example, Emotecomm provided, amongst several other deliverables, a training program and talking points for future lead generation campaigns; this kind of information certainly allows freedom of choice and the ability to select the best solution for your organization.

This is the last one before ROI! The next article will be up next Monday. For now, give our new Research a look. We’re always here to Listen @ Emotecomm.