Outsourced Business Development:
Live Handoff

The cornerstone of our methodology, our Live Handoff Process, clearly makes The Endurance Group unique in the marketplace.
 
Traditional Inside Sales or Lead Generation practice, for years, has been to send leads to the Marketing or Sales teams via FAX or email, with the full responsibility for re-connecting with the prospect left up to the client. Often, it takes the sales rep a number of attempts, working the lead into his/her already established workflow, to make that connection again. By the time he/she is able to re-establish contact with the prospect, some time has elapsed and there is usually a need to either re-qualify the prospect or to establish a new level of rapport. In our view, this is an inefficient process and is, understandably, a source of frustration for the sales team, who often times will place significantly less value in leads from this type of channel than in their own efforts.
 
The beauty of the Live Handoff is in its simplicity: After moving the prospect through a conversation (or series of conversations) that allows them to understand your service/product and helps us to make sure that they are truly qualified to speak with you, we'll gain a commitment from them for a “next steps” conversation. We'll have them block the time off on their calendar for a 20-30 minute call (a pre-qualifying step on it's own, with busy senior executives). There may be a specific topic or agenda, based on the prospect's needs, or it may simply be a request to hear more about your company directly from someone on your team. Prior to the call, we'll brief your team on every action that brought us to the commitment to talk – everything we know, you'll know. At the appointed date and time, we'll facilitate a conference call during which we'll introduce you to the prospect and you have your opportunity to shine. Of course, we'll be right there during the call, should there be any questions or need for support as the call wraps up.
 
Simple in concept, extremely effective when executed properly, the Live Handoff is the best way to get your sales team excited about dealing with leads again.