B to B telesales
In the constant search for profitability, companies focus their sales force on acquiring and retaining key accounts or high value-added customers. Setting up an efficient sedentary sales organization means turning “secondary” targets (small customers, cold prospects, inactive customers, etc.) into sales. Depending on the objectives of your prospecting strategy, sedentary salespeople maximize your customer coverage, contribute to the conquest of new territories or customers, and accelerate sales development (upselling and cross-selling).
However, sales managers often point to the lack of performance of internal telesales teams. There are many reasons for this: difficulty in recruiting, the slow development of a team specialising in telephone prospecting and/or customer relations by telephone, the chronic lack of agility in the sales organisation and the lack of marketing/sales integration.
The solution: opt for a team of outsourced sedentary sales representatives. You increase your ROI with a totally controlled economic approach. You can size your sales force according to the high and low points of your activity while freeing yourself from resource management constraints. Last but not least, you have a team that is quickly operational and experienced in B-to-B sales phoning, a true extension of your sales department.
Build your external sedentary sales force
At Wayline, we define, deploy and manage the telesales division to achieve your growth objectives.
We establish
Analysis of your sales organization: the clients/prospects to be integrated, your sales objectives, your processes, your sales policy
Customer/prospect communication plan: selection of resources and tools, retroplanning, offline and online tools and channels
The outsourced inbound/outbound sales system: the sales action plan, objectives and indicators, sales support tools, the multi-channel platform, etc.
The selection of a dedicated sedentary sales force, trained in your B to B products and solutions, who are committed to becoming your company’s ambassadors to your targets.
The launch of the telesales unit within our call center, following an experimental phase
Performance monitoring: regular reporting with your key contacts and the setting up of a monthly steering committee which analyses the results and defines the actions to be taken.
Commercial efficiency and performance
Wayline develops your turnover with a sedentary, competitive and sustainable sales structure. We take into account your sales objectives (ROI, margin…) and integrate your economic and organisational constraints to maximise your development.
Delegating your telesales and sales force to us means :
- Increase your market share and improve your margins. We build with you the commercial and economic model capable of winning customers and developing your sales.
- Secure your commercial organization in the long term. You increase your capacity for action by entrusting us with the daily management of part of your customer base.
- Increase the satisfaction of your customers with a dedicated sales representative who masters both customer relations and telephone sales techniques.
See by example what we do for you
Our client’s request
The French subsidiary of a world leader in the publishing sector was experiencing strong growth in sales to secondary sales networks (bookshops, distribution) which was no longer sufficiently followed up by the field sales force. It wanted to model a sales organisation capable of addressing the target while preserving its margins.
Its objectives:
- Welcome, follow up and manage these customer accounts
- Generate additional sales to the target audience by extending the “shopping cart”
- Accelerate sales at each key moment (bestseller releases, literary prizes…)
Our response:
Together with the client, we have launched a sedentary sales unit within Wayline responsible for :
- Take care of all incoming calls from the target group. These customers now have a dedicated sales contact to inform and advise them, but also to take and follow up their orders.
- Encourage orders by initiating recurring call campaigns according to the sales action plan defined with the customer
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