Salesify, Inc. of Redwood City, California USA, a provider of outsourced B2B sales and marketing services, won the Stevie® Award for Sales Department of the Year - Services in the 2011 Stevie Awards for Sales & Customer Service. (Entries for the 2012 awards are now being accepted.) Here we look at how the department’s system works.
For a company in the business of accelerating revenue for its customers, it seemed only natural to turn the talents of its sales team to its own sales efforts.
Using the same system that Salesify uses for its clients, the telesales team turned its talents to growing the company’s revenues.
The Salesify system has four tiers:
1. Contact Discovery
The company’s research team developed its own customized B2B contact list containing current and accurate data.
2. Account Profiling
The team used a combination of online and telephone research to compile account intelligence profiling prospective accounts.
3. Lead Generation
The team leveraged creative content to nurture inquiries. They verified interest to confirm the presence of the most critical components that make up the lead: Interest and need.
4. Appointment Setting
Salesify’s experienced appointment-setting team further qualified leads and set confirmed appointments, which were then converted into highly qualified business opportunities.
The team’s overall productivity was high, with an average dial out—without the use of dialers—of 136 calls per day across a team of 8 sales people. With this level of activity, the team was able to generate on average 12 appointments per rep per month. In addition, the team closed an average of 18 new logo accounts per month—an average of 2.25 new deals per rep.
While the range of companies that the team targeted and converted to customers included both small and large accounts, including Fortune® 500-listed companies, approximately one-fifth of closed deals included companies that were category leaders. Revenue growth was also impacted because the team progressively increased the average deal size by almost double across all deals.
“In addition to amazing productivity, the sales team successfully built traction with new product offerings allowing for an increase of our company’s service portfolio. For example, the team successfully added event promotion services into the mix this year, which they were able to both cross sell to existing customers and sell to prospects,” said Raj Hajela, Salesify COO and head of Sales.
The Salesify sales team worked closely with Operations to integrate new back-end delivery processes and manage customer expectations of deliverability, which enabled Salesify to close 2010 with no meaningful customer attrition. Customer escalations were also reduced to 18% over the previous year. While this speaks volumes for the Operations teams' evolution and commitment to high quality, it also reflects the sales team's effectiveness in setting the right expectations to matching the ability of the delivery teams.
In 2010, without any increase in team-size, the telesales team was able to deliver year-over-year growth for Salesify of over 50%, despite the depressed economy.
The company has made the Silicon Valley Business Journal’s Fast 50 for two years running (2009 and 2010) and was named to Inc. magazine’s 2010 list of fastest-growing private companies.
Commented Raj: “Our strong productivity combined with the team’s ability to listen to the customer and meet customer needs resulted in our strongest revenue growth to date. Salesify is honored to be a winner of a 2011 Stevie® Award. Our sales team’s unique accomplishment is testimony to Salesify’s ability to support the success of our customers and fuel their growth.”
About Raj Hajela
Raj Hajela has 20 years experience in high technology sales, sales operations,
and inside sales. As co-founder and COO of Salesify, Raj manages the company’s contact centers and internal sales team. Prior to co-founding Salesify, Raj was responsible for all direct and channel sales for Virtela in India. He established Virtela’s first India-based B2B inside sales team to support all the company’s U.S. field sales teams. Previously, Raj had been Head of Business Development at TangibleData, had held a senior sales role at MCI, and had led a successful business consulting practice with clients such as Comdial Corporation and Innodata.
Salesify, a provider of outsourced B2B demand-generation services, helps its clients create pipeline and accelerate revenue by identifying, profiling, nurturing, and contacting the right decision makers within their clients’ targeted customer and prospect accounts. Salesify services include custom, targeted B2B contact lists; account profiling and competitive research; phone-based lead nurturing campaigns and content syndication; appointment setting; inbound lead generation qualification services; and CRM database cleansing. Salesify delivers high quality, cost-effective services and programs tailored to address each customer’s unique requirements. With over 300 clients, Salesify has a proven track record of helping some of the world’s largest technology companies drive revenue. For more information, visit salesify.com or call 1-888-557-2537.