Insight on Cold Calling in the Vending Industry: Interviews from the front lines

Insight on Cold Calling in the Vending Industry: Interviews from the front lines

Written By: Elizabeth Clark, Sales & Admin intern 

MarketReach Inc. specializes in B2B appointment setting and lead generation, as well as list development services. We develop prospect records for the majority of our customers, which involves identifying decision makers and validating contact information in a specific region. The marketing department offers alternative services such as LinkedIn awareness campaigns, email newsletters, marketing collateral and more. During my internship, I was curious to learn more about the mechanics. I interviewed Campaign Managers Chris and Roy who oversee every phase of the process at MarketReach, and they have provided insight into 4 specific questions around coffee, vending and micro–market lead generation. They have collectively been at the company for 20 years and oversee the lead generation team in every step of the Introductory call journey.    (more…)

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8 Positive Things That Have Happened in the Midst of the Coronavirus Pandemic

During these trying times, finding the good in the world has become increasingly difficult. Despite all of the bad things this pandemic has brought to our lives, there are so many good things happening that have been overshadowed by news of the coronavirus. In an effort to spread some light where it seems there is none, here are eight developments that have happened to spread some well-needed positive thoughts and allow a few moments of escape. 

 

1.  Scientists discover the smallest dinosaur ever known, approximately the size of a hummingbird  
  
2. For the first time, a gene-editing technique, CRISPR, was used in an attempt to cure genetic blindness. Results will be known in a month  
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Can our Small Business Troubles Induce Feelings of Grief?

Reflection from our Owner, Amanda Puppo

I could not really put my finger on it. Why was I feeling a deep emotional loss when the rest of the world was experiencing confusion and loss right alongside me? And I thought, “how dare I” have feelings of depression due to the current state of things. I have not lost a loved one to this disease. Then I read this piece from Harvard Business Journal, “That Discomfort You’re Feeling is Grief”. It offered me the perspective I needed to write this article.

What I lost is my business. I mean, not really; in the depths of my logical brain, this is temporary. Though the weight of what is behind us and in front of us still seems insurmountable. I started this business when I had just turned 26, nearly 20 years ago. It was my first “baby” for sure.  

Anyone that has ever started a business from the ground up and has poured their heart and soul into it may be feeling the same way.

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The Ultimate Guide to Understanding & Implementing SPIN Selling

SPIN Selling is based around four main areas that involve questions to funnel down information that is received from the target. This method was created by Neil Rackham in the 1970’s when he was determining what would set apart one salesperson from another. He coined the term SPIN Selling, which utilizes open-ended questions that help the target come to conclusions on their own, without having the seller being overbearing or assuming the current circumstance of the company.  The idea is to make the target feel comfortable to share information, which then allows the salesperson to ease into more in-depth questioning. SPIN questions are formulated to ensure that the prospect does most of the talking. At MarketReach, we refer to these as Needs Analysis Set-up, Needs Analysis, Features & Benefits against challenges the prospect is facing. Let’s explore the SPIN Selling method. (more…)

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Maintaining Credibility and Trust Through Multi-Channel Marketing

Maintaining Credibility and Trust Through Multi-Channel Marketing

It is no secret that multi-channel marketing can help build your business’s credibility, but how can a buyer’s trust be maintained over time? There is nothing worse than having someone unsubscribe from your e-mail newsletter or report it as spam. Have you ever posted on social media and saw little to no engagement? Ultimately, you want to make sure you are reaching your prospects in the most effective way possible, through multiple mediums that might attract their attention. By considering these simple tips, you can help increase the chances of this happening.

Be consistent, without being bothersome

Gaining a buyer’s trust does not happen overnight. According to a HubSpot post, if you want to maintain credibility and trust, consistency is key. However, you do not want to overwhelm your prospects. Prospects want to hear what you have to say, but they do not want to be pestered with marketing messages too often per week. On the other hand, if you do not distribute enough content, prospects will forget about you. (more…)

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2019 Pros to Know Awardee

2019 Automatic Merchandiser “Pros to Know” Awardee

The sixth annual Automatic Merchandiser and VendingMarketWatch.com Pros to Know Award recognizes vending, micro market and office coffee service industry professionals who are leading initiatives to help prepare their company, organization and the industry for the significant challenges of today’s business climate. This award highlights both individual and group achievements that promote industry innovation and future growth.     

MarketReach, 2019 Pro to Know

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Prospect Qualification for Breakroom Suppliers

Prospect Qualification for Breakroom Suppliers

One of the most important topics you can cover with your sales reps: the effect that a successful qualification call can have on the sales process. The impact is inimitable. Proper qualification saves the sales team time, so that labor that can be properly allocated to pursuable opportunities. This process prevents pipelines from getting filled with an abundance of unqualified, or more so underqualified, prospects that drain your sales rep’s time and energy. Imagine dialing in multiple times over to the same prospect that is estimated to have 120 employees, only to reach them and find out they actually have 22 on-site! Or making 6 calls over 3 months to Suzie, who turns out to be a “coordinator” – hardly a decision-maker.

Although certain criteria requirements vary from Operator to Operator, the importance of an effective qualification call remains constant.

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Rekindling Prospect Connections

Rekindling Prospect Connections

How many networking events, trade shows, seminars, and conferences did you attend this past year? How many business cards did you collect? If you spoke with people at an event, gathered business cards, or connected for a brief moment on LinkedIn- you are now on your way to cultivating warm leads! The trick is to turn that connection into a sale. Writing down notes on business cards after meeting someone will warm up the introduction to the call or email when you reach out somewhere down the line. Distinct dialogue from that initial conversation will help them remember the time and build rapport. Attending various events are all great ways to meet people and gather leads, but without follow-up, how will you get closer to the sale? Those prospects will rarely come knockin’ on our door. Actively go after your target market through a conversation that uncovers whether there is a reason to pursue towards a sale. Here are a few tips to help you pick up the phone and start building and managing that relationship!

ORGANIZE YOUR LIST.

The day after an event, take time to organize and capture the new names you have collected on your prospect list. Add the names, contact information, where you met, and any pertinent information about them to a spreadsheet, if you don’t have a more sophisticated database management system. Highlight the “hottest” leads in red and call them first, or, insert a call priority field to notate the opportunity as A, B, or C. This activity will offer more clarity on how much time should be spent on any given lead. Then, use the sort feature so you can differentiate your leads based on call priority. (more…)

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Uncover Your Agency’s Value Proposition

Uncover Your Agency’s Value Proposition

—Reprinted with permission from Professional Insurance Agent Management Services Inc.—

In addition to a reliable prospect list, your agency’s value proposition is arguably the most vital element of your overall marketing messaging. A value proposition explains how your product solves customers’ problems or improves their situations. Let’s face it, it’s not always easy to differentiate in the insurance industry. From our work helping insurance agencies get sales appointments with their prospects, differentiating (on paper) has proven to be the most challenging piece of the sales process—but it is the most important first step toward an effective sales strategy.

It’s easy for an insurance agent to be a quote shop, but in an effort to not become commodity-based, let’s explore how to uncover the value proposition to get the insurance buyer’s mind away from just thinking about the price of a policy. That is not to say that the cost shouldn’t be part of the prospects’ mindset, as saving money often is the first consideration. However, how you save them money is part of your value proposition. A solid value proposition demonstrates credibility and expertise while developing trust.

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The End of Summer: A Strong Finish to 2019

The End of Summer: A Strong Finish to 2019

By Jessie Geevers

 

Back in the beginning of the summer, we provided tips to keep your sales pipeline flowing through the summer months. Now let’s keep the momentum going as the decision makers return from their summer vacations, eager to finish out the last quarter strong.

Track your efforts and strategize.

Identify the prospects you contacted these last few months via phone or email, and ask yourself the following questions: Aside from traditional forms of outreach, did you utilize any direct mail campaigns or email newsletters and track clicks? Did you host or attend any summer networking events or conferences? Did you enter new business cards and contact information into your CRM? Did you get your foot in the door when business was slower in the summer? If you engaged in any of the above, hopefully you were recognized for your efforts to distinguish your company among the competition. Your summer efforts can push you forward in the line of competitors vying for the same business now that fall is around the corner.

There is no time like the present to follow up. Find out if there were any holes in your lines of communication. Who did you meet with this summer that should hear from you again? Identify these opportunities and strategize by assigning priorities to each task.  (more…)

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