Services
OppGen offers several different sales services
Outbound Inside Sales Department
An Outbound Inside Sales Department takes all the messaging and strategy developed during brand sculpting and applies to directed outreach toward the pre-defined list of targets. Target contacts have been pulled and sorted from OppGen’s B2B Contact Databases based on titles and personas. Outreach is typically a combination of outbound cold calling and emailing according to strict sequences developed by our sales strategist. The idea behind direct outbound prospecting is to predefine the specific individuals you want to target and to go after them with laser-like precision. Outbound prospecting can take the form of a higher volume approach where the defined market is large, or a much lower volume personalized approach where the defined market is small or specific accounts for penetration are identified.
An Outbound Inside Sales Department needs to take prospects from initial awareness to interest to qualification and into the sales pipeline.
Inbound Inside Sales Department
An Inbound Inside Sales Department takes minimally qualified leads, developed through marketing activities or advertising, and works to turn them into qualified opportunities. In this type of sales, awareness and interest are already established, but understanding buyer personas, the value proposition, and buyer objections and obstacles becomes key to successful pipeline development. Otherwise, your pipeline can become clogged with improperly qualified opportunities that will never close, or you can miss out on the right opportunities for failure to adequately understand and identify the right value proposition for the right buyer persona. With the right inbound sales process and people, only qualified opportunities will enter the pipeline, and those not ready to be qualified will be nurtured until such time as they become qualified and ready for a hand off to an Account Executive or other sales professional.
Enhanced Lead Generation
Enhanced Lead Generation is a distinct service from regular Lead Generation. Traditional Lead Generation can have benefits, and there is a time and situation where it may be appropriate. However, it is important to understand what that service is and how it differentiates itself from OppGen’s Enhanced Lead Generation.
The business model of traditional Lead Generation is straight forward. It typically starts with a single 30 minute meeting where you go through a questionnaire that tells them just enough about your business to draft a cold call script, and then it’s off to the races. A typical Lead Generation company will charge you a monthly amount based on the number of calls per month. They then pay their workers an hourly rate for cold calling and expect a certain number of calls per hour.
Price per call – calls per hour = margin
The issue with this model is there is no room for real conversations with prospects. The Lead Generation SDRs don’t have enough understanding of your company to have a deeper conversation nor are they incentivized to properly qualify. Rather they want to book as many meetings as possible while spending as little time as possible on each call. The end result is normally a lot of unqualified leads getting passed over that you or your sales people need to sort out.
Enhanced Lead Generation on the other hand is a real inside sales SDR service. Just like with our other services, it starts with the development of a Sales Campaign Playbook. Then our professional SDRs will engage in an outbound campaign using the lists and messaging developed earlier. Those opportunities that are qualified will be passed onto your sales people on a scheduled handoff meeting with the prospect. Those that are not qualified will be nurtured along until qualified. And, those qualified leads that go cold, can be handed back to the SDR to resurrect.
Google Ads Management
Google Ads is one of the most successful avenues of inbound leads. Unlike other forms of marketing, it applies a very targeted and direct message to individuals actually looking for a solution. OppGen can run your Google Ads Campaign to drive inbound leads to our other services. For this service we charge a small management fee and your investment in ads is your investment, we do not take any of that. Our goal is to enhance our existing sales service, not to profit off Google Ads.
Sales Campaign Playbook
A Sales Campaign Playbook is the end result of our Brand Sculpting Process. We are able to offer it as a stand alone product. It will require four or five 60 to 90 minute sessions with you, and the end result will include everything you need to launch a successful sales campaign. The deliverables will be three key documents and a sales pitch deck. Information covered will include:
- Segmentation and targeting by industry, company, and titles
- Prospect personas
- Elevator pitch and anti-elevator pitch
- Positioning
- Background story
- Key differentiators
- Competition analysis
- Cold call scripts
- Cold email series copy
- Nurture email series copy
- Objection handling
- etc.
There are many differences between the typical Leadgen approach and our approach at OppGen. Read more.
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