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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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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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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The Consultative Sell on an Introductory Sales Call

The Consultative Sell on an Introductory Sales Call

Ask Questions To Learn About Your Prospects’ Wants And Needs

It is easy to fall into the trap of “I’m calling to give you a quote” rather than engaging in a meaningful dialogue. Asking good questions is the best way to learn more about your prospect’s needs and desires while, at the same time, building rapport. Rather than being viewed as “another Insurance agent”, you will become a valued advisor. This technique is referred to as consultative selling.

It would be easy if there was one right set of questions to ask that would always guarantee responses that we want. The best approach is to create a mix of open-ended questions that get your prospect talking, along with questions that easily yield a “yes” response or get the prospect thinking of what their current broker is NOT doing for them. (more…)

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NCA Drinking Trends Study Shows Steady Daily Consumption

NCA Drinking Trends Study Shows Steady Daily Consumption, Spiked Focus On ‘What’s In The Cup’

Vending Times article by Emily Jed

Posted On: 3/18/2019

ATLANTA — The National Coffee Association USA offered a first look at the redesigned 2019 National Coffee Data Trends (NCDT) report at its recent 2019 NCA Annual Convention in the Westin Peachtree Plaza Hotel here. The annual study has tracked consumer behaviors and perceptions shaping coffee trends in the U.S. for almost 70 years.

Sixty-three percent of American adults drink coffee daily, according to the NCDT, steady with 2018 consumption.

“Coffee is America’s most beloved beverage — and for good reason,” said NCA president and chief executive William (Bill) Murray. “New consumer values have changed the game for coffee. But the industry is adapting — and thriving — by embracing innovation and transparency.” (more…)

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Vending Times Press Release on Jessie Geevers

Jessie Geevers Brings Graphic Design, Website Skills To MarketReach

Posted On: 7/8/2019

Photo of Jessie Geevers

LAWRENCEVILLE, NJ — Jessie Geevers has joined the marketing team at MarketReach, a fast-growing “boutique” business-to-business marketing agency specializing in high-level prospecting and appointment-setting and offering integrated marketing solutions.

“Though our bread and butter has always been prospect appointment-setting, Jessie brings to the table insight and execution into additional ways to drive the sales pipeline for our valued clients,” MarketReach founder and chief executive Amanda Puppo explained. These offerings include LinkedIn and awareness programs to connect human resources directors, facility managers and purchasers, content development for website blogs and social media platforms, and monthly email newsletters. (more…)

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Understand Millennials’ Role In Workplace Services Market

Understand Millennials’ Role In Workplace Services Market

For more than 18 years, MarketReach has pioneered the development of leading sales and strategic marketing solutions for the coffee, vending, and micro market industry. In the course of the hundreds of campaigns that we have managed, we have encountered diverse industry trends and have adapted our clients’ strategies accordingly, from emerging technologies including cashless payment and mobile processing. Of all these trends, none has had such pervasive impact or staying-power as the rise of the Millennial generation in the workforce. (more…)

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Pay-As-You-Go Commercial Insurance Startup Coverly Readies For Launch

Pay-As-You-Go Commercial Insurance Startup Coverly Readies For Launch

Source: Coverly

As in integral sales partner to clients in the realm of Commerical Insurance, MarketReach tasks itself with taking the lead to identify emerging industry trends and understand what these trends might mean to our clients’ business operations long-term.

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