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Spotlight - Working with sales and business development teams to generate qualified sales leads

Wednesday, March 02, 2016 Back

Many businesses struggle to generate a consistent number of good quality sales leads that will enable them to achieve their revenue, profit and growth objectives. 

FMG can help your sales team generate qualified sales, through generating leads, opening sales conversations and setting appointments. In the past year, we’ve uncovered sales opportunities that have resulted in millions of dollars in new business for our clients.

Selling on the phone is all we do. We have the specialist expertise to help you begin a host of new business relationships.

FMG has worked with hundreds of sales teams across countless industries, products and services. Have a look at what some of our success supporting Sales Teams:

Partnership for Lead Generation with one of Australia’s largest general insurance broker networks

With Lead Generation being identified as the most important opportunity by this network of brokers, the Business Development Team reviewed numerous lead generation solution providers and selected FMG as their preferred Lead Generation partner.

Commencing in late 2015 with a select group of brokers FMG has so far completed almost 900 hours of calls, qualifying 1,500 prospects and set 512 face to face appointments for these brokers. Due to the success of the pilot and positive feedback from those brokers involved, the campaign has now rolled out to the broader network of brokers.

With FMG gaining valuable insight into prospects situation – their current insurer, policy renewal date, last review or comparison done and what other services their current insurer can provide, our client can focus on the face to face appointment and closing the sale with all these details on hand. In addition to appointments FMG is also building a future pipeline of prospects for those businesses whose policy is not yet due for renewal.

Market Research and Appointment setting campaign for a leading plumbing supplier

FMG was approached by one of the biggest names in plumbing supplies as they wanted to learn more about the plumbers and builders who had accounts with them. FMG designed a market research campaign to uncover the type of work the plumbers and builders focused on, how many tradespeople they had working for them and where they purchase their supplies. As an incentive to use our client as their supplier, a 10% discount was offered on their next purchase.

The campaign quickly identified accounts with unrealised opportunities based on current spend with other suppliers. Face to face appointments were booked for BDMs with these higher value opportunities.

In addition to surveys being completed almost 850 sales leads were uncovered for our client (either face to face or over the phone) and an additional 107 contacts requested to be contacted in the future. They now have a better understanding of their clients and can focus their resources more efficiently on more profitable accounts.

Long term Appointment setting provider for a Brisbane based Business Consultant

Our client, a Business Consultancy, assists other businesses in the areas of Marketing and HR providing practical advice that delivers real results. Previously relying on their own network of contacts and referral business, FMG was approached to assist with contacting prospects in specific targeted industries to identify new opportunities, qualifying them and arranging face to face appointments.

From the start our client was looking for a long term partner to manage their lead generation and have now partnered with FMG for over 2 years. In that time FMG has made over 1480 hours of calls qualifying and booking over 400 appointments. The effectiveness of the activity is highlighted by our client telling us they are putting together proposals for over 80% of the people they are meeting – in their words ‘this is exceptional!’

FMG now manages all the outbound lead generation activities for this client which allows them to focus on what they do best.

‘…this is a long term ongoing strategy for us and we plan on continuing to partner with FMG as we see real value in the partnership we have with them.’

Hear what our customers say

"For any business focused on growth, telemarketing is an option worth exploring and may well be the right option for your company. Using a dedicated and highly experienced team like FMG, our Agents can concentrate their efforts on what they do best and that’s speaking with people face-to-face about their insurance needs, assessing what they have in place and determining if there is a better, more effective solution required to ensure the right protection is in place.

FMG has been responsive, professional and extremely accommodating of our needs. We work well together as a team and look forward to building on our success with them."

Anne Lucas, National Manager - Marketing & Communications, Elders Insurance

"As a Sales Manager of a highly established company one of the most difficult tasks for a sales team is continually finding new sales leads. When first approached by FMG to discuss sales lead generation I believed it was something we could do internally, however after going to see FMG head office and seeing what they do I decided to throw the idea around our business.

After discussions we decided to move ahead with FMG, thinking that for a small investment it was worth the risk.

On my return to FMG to listen into phone calls and assist with any structure the guys might need on the calls, I was amazed to listen in and find that the team making the calls sounded like they could be from my company, they were highly persuasive but without being pushy, appointments were made then and there. The best part about FMG, is their openness and honesty. “

From the leads generated to date the close ratio is very high, to the point we had to check the numbers, above 90% close on all appointments made. I would highly recommend FMG, with great advice given from them on how to approach the market, success is almost certainly guaranteed."

– Andrew Meadows, Territory Sales Manager - TNT Express

Professional lead generation, appointment setting, call centre and customer service solutions

Australian owned and operated from our Sydney office

  • We never send your business offshore
  • Protecting and enhancing your brand is our priority
  • Servicing companies throughout Sydney, Melbourne, Hobart, Adelaide, Canberra, Brisbane, Perth, Darwin and regional Australia

Account Manager

  • To help design your campaign and monitor results

Proven systems and ROI

  • Our purpose built CRM tracks outcomes and reports results
  • We have designed hundreds of successful campaigns
  • Many clients achieve a positive ROI within the first 3 months

Experienced sales agents

  • We only recruit local, mature and professional staff
  • Our dynamic office encourages and rewards results
  • Our team delivers consistent results for our clients