Enterprise Lead Generation & Sales Coordination

The largest organisations in any national or international marketplace, whether they be the largest Commercial, Multinational or Public Sector organisations, can be the most challenging to sell to. These organisations typically develop sophisticated 'gatekeeping' techniques and rigorous procurement requirements which make them very difficult to penetrate and to win new business in. To counter this Enterprise Account Field Sales teams are generally made up of very skilled and highly paid individuals. However, their time is too valuable to spend long hours and days on 'cold prospecting' activity and they also do not necessarily have the skills required to do this.

"Max ASP is able to get through to the highest levels of Decision-Makers in our target strategic accounts and develop a strategic dialogue which we simply do not have the time to do ourselves. The key for us is to make sure that our best Field Sales people are spending the maximum amount of time with the right Decision-Makers and driving the actions needed to win new busines, and that is what Max ASP's model allows us to do"
- Germany Country Manager, Global IT Solutions Provider and Max ASP Client

Current Go-to-Market Characteristics

• Very competitive markets with strong incumbent vendors
• Vertical industry focus
• Highly talented and very high cost Field Sales people
• Long and demanding sales cycles
• Pre-appointment preparation critical
• Post-appointment workload is high
• Additional pre-sales specialist resources are often required

Challenges

• Lack of high quality and ‘C’ Level leads / appointments
• Valuable Field Sales time is lost on prospecting
• Field Sales people are not skilled in cold calling and prospecting
• Poor CRM processes and prospect data
• Poor sales pipeline visibility and reporting (and Field Sales complaints that they do not have time to do this)
• Very high cost per account won, and especially where the win rate is low

Max ASP Solution

Our solution to these challenges is based on delivering an effective Territory Coverage capability and identifying the best prospects for the Client Side Field Sales teams to engage face-to-face. Max ASP's solution comprises: 

• Advanced methodology to penetrate large and complex Enterprise accounts and to speak to the key Decision-Makers in these accounts
• Our people are highly trained, possess strong business accumen and a quality orientated focus, and above all an overriding 'attitude' to succeed
• Max ASP's Virtual Sales Organisation philosophy, based on creating strong business alignment and teamworking across the Client Side Field Sales and Max ASP TeleSales teams
• On-going involvement of our people throughout the sales cycle. This includes managing critical agreed customer actions which often require significant internal Client Side collaboration
• Our approach is underpinned by a focus on high quality customer data and CRM process, including sales pipeline reporting and rigorous business process management