Winter 2006
The CSG Review
Andrew Carr and Jeffrey Feuer, Principals
   
 
New Denver Outbound Sales Call Center
     
 

Every business has the same top challenge: SALES.  Companies have survived and even thrived without just about anything else, but sales are THE essential constant.  Of course, there are different ways to accomplish this all-important task.  Some firms rely on dedicated face-to-face salespersons,
 
others on distributors, some through marketing (such as print, radio, TV), and others through telephone sales.
 
 
Selling Your Products from Our Offices:
     
 
CSG has been helping our clients sell over the phones for over a decade.  Over the last 3 years, our clients have been increasingly asking us to do more than consult with them, or help them manage sales programs – they have been asking us to actually do the selling for them, and we have delivered!
 
To facilitate the growth of these programs and to maintain the tight management that has always made us successful, we created a 35-seat operation in our Denver office and have already launched half a dozen new programs in 2006.
 
Improving Sales from Web Inquiries
     
 
Every day, hundreds of thousands of prospective customers look for high value products on the Internet.  Many of them leave contact information, but only few are converted into sales.  The problem is many never receive anything back, or if they do, it is just an email, or it’s too late and they have lost interest.
Paradoxically, this is more of a problem with high value sales that require skilled salespeople.  Such skilled salespeople are seldom available to make prompt call backs to prospects – they are busy with the multiple contacts required to close one of their previous opportunities. 
 
 
Selling Your Products Through A 3rd Party Telemarketing Vendor
     
CSG pioneered telemarketing Internet advertising for its clients in the very early days when most business owners did not know what the Internet was.  In 1998, CSG created and managed a program for one of the largest yellow page companies in the US and generated nearly 20,000 paying advertisers.  At the time, this program had more paid advertisers than any other in the world and CSG continues to lead in this highly competitive field. 

   
No Matter What Model is Used,
Keep Your Eye on The Factors of Telemarketing Success
     

Although success in any marketing effort is something of an art, we have reduced the seven factors that lead to success in telemarketing to a formula.  And the factors are just that, factors – they must all be multiplied together to find the result.

Script * List * Offer * Agent Skill * Training * Reporting * Management = Sales (or lack thereof!)

As in any multiplicative arrangement, weakness in any one factor hurts the entire result, even if the other factors are solid.  For example, a bad script can negate an otherwise excellent campaign and weak management will reduce any sales effort to futility.

 
   
             
 
CSG Service Offerings:
   Denver Office:   Los Angeles Office:  
             
  TERMS
Telephone Equipment
Call Center Consulting
Vendor Management
Customer Service
Best Practices Review
Quality Assurance
Telemarketing		  

1355 South Colorado Blvd.
Suite 510
Denver, CO 80222

email: acarr@askcsg.com
Phone: (303) 770-6381
Fax: (303) 770-6576

  

5839 Green Valley Circle
Suite 209
Culver City, CA 90230

email: jfeuer@askcsg.com
Phone:(310) 338-1171
Fax: (310) 338-0181

  
             
  Please visit us on the web:
www.askcsg.com