Integrity Sales-Building Services and Solutions Sales Growth Consulting and Advisory Services Integrity Sales Solutions provides practical, useable consulting services designed to help you quickly solve your mission-critical sales and marketing challenges and rapidly grow your sales. Virtually every organization can benefit by having its sales and marketing functions and strategies assessed by Integrity, an independent, sales-growth advisory and services firm whose senior staff have helped nearly 500 companies (from start-ups to IBM, Oracle, Unisys, 3Com and Deloitte & Touche) add $2 Billion in new sales. Unlike a generic consulting-only firm, which has limited experience helping companies grow their revenues, Integrity does not provide easy answers and simplistic surface fixes. Integrity is unique because we provide proven, comprehensive strategies and solutions which will identify and fix the underlying issues holding back your sales. Integrity begins by identifying the real root problems negatively impacting our clients’ sales. This is typically accomplished by retaining Integrity to perform a Sales and Marketing Assessment. The Assessment, which generally is completed in approximately one month, has many purposes but is primarily designed to ensure Integrity thoroughly understands your issues and problems so we recommend the right solutions to the real issues holding back your sales. In order to accomplish this, it is critical that Integrity understands your goals, vision, and challenges. Only then can we be certain we are making the best possible recommendations that will pay substantial dividends to your company on both a short and long term basis. Each Sales and Marketing Assessment features two primary sections. Section I identifies the underlying reasons for under-performing sales. Section II lays out both strategic fixes and actionable, tactical recommendations, strategies (and at your option, Integrity-provided services) which will solve your mission critical sales and marketing challenges. The bottom line is a road map, that if implemented, can add millions in new sales. If requested, Integrity can help implement our recommendations, and/or can temporarily work with your existing staff to provide direction, training, and mentoring so your in-house staff can implement the solutions on their own. Adding New Customers Our sales growth specialists have substantial experience providing solutions that have helped companies add tens of thousands of new customers. We can tell you which of your prospects are actively in the market to buy and walk your company into these opportunities at the decision-making level. Qualified Lead Generation Our talented phone-based lead generation professionals are known as Sales Development Managers. Prior to joining Integrity, they have typically held positions such as Big 4 consultants, VPs of Sales and Marketing, #1 salespeople, National Sales Managers, etc. The SDMs average 25 years post college “real world” experience and excel at generating the most highly qualified sales leads available. They can successfully deliver your value proposition to “C” Suite executives (or others you might designate) who have sign-off authority. During these unscripted, peer-to-peer conversations, we will uncover your clients’ mission-critical business issues and challenges and position your company as the ideal resource to address them. Our senior staff pioneered the art of creating highly qualified leads at the decision-making level. The approach of using senior professionals to conduct high level business conversations with decision makers will enhance your credibility and name recognition, reduce your sales cycle, and increase the number and size of sales you close. In addition to helping you begin a greater percentage of your sales at the sign-off level, this methodology fast forwards the sales process by gaining commitment from the decision maker for the next step in the sales process which is typically a pre-scheduled follow up conference call or an in-person appointment. From your most basic telemarketing needs to our unique “C” Suite Lead Generation, Integrity offers lead generation programs to fit every need and budget. Appointment Setting Integrity’s appointment setting partner has scheduled nearly 70,000 face-to-face meetings for clients such as Accenture, PeopleSoft, GE, BEA, McKesson, and Novell. The result is a consistent stream of executive-level meetings with senior executives at your target prospects. In-person sales meetings will shorten your sales cycle and improve the productivity of your sales executives by walking them in the door where they can spend more of their sales time on high return activities that lead to more closed sales. Best of all, our appointment setting service operates on a Pay-Only-For-Performance basis – you pay only for actual face time meetings with your prospects after the meetings occur. This ensures you are working with a partner committed to quantity and quality. Supercharge your sales by increasing the number of face-to-face sales meetings your sales reps conduct with your best prospects. Sales Training Many salespeople lack the ability, training, and confidence to successfully place cold calls and or to sell to CEOs, Presidents, VPs and other senior titles. Integrity’s “C” Suite Sales Training™ provides practical, proven training that teaches the art of starting the sale at the decision making level by engaging senior level executives in unscripted, peer-to-peer level conversations designed to uncover their business pains and issues. The “C” Suite Selling Training™ curriculum is customized to each company and salesperson’s unique needs. It provides the tools needed to help average sales people become solid contributors, sales stars to become superstars, and superstars to perform even better. Interim or Permanent VP of Sales, Marketing, or Business Development According to Ann Winbald, a partner at the well known venture firm, Hummer Winbald: “Marketing is one of the key hires a company can make and certainly one of the most difficult.” A national technology magazine added, “Expert marketing is critical. Companies unable to find their markets prove that without a way to get to a market, even the coolest technology doesn’t sell.” Unfortunately, finding, screening, and hiring the right person to head your Sales, Marketing, and/or Business Development functions can be time consuming, frustrating, and expensive. Since many companies cannot function effectively without filling these key positions, too often they “hire in haste” and end up paying a big price in disruption to their business, lost productivity, and employee turnover. One national study of 200 companies found that turnover at the VP of Sales and VP of Marketing positions was an incredible 85% in just two years! The revolving door many companies experience regarding VPs and managers of Sales, Marketing, and Business Development management is a major contributing factor to less than ideal sales. There are two ways Integrity can help. First, your company can utilize the unique Integrity Hiring System created by our CEO, Jeff Roberts. This program was featured on the cover of a national business to business newsletter and an earlier version of the program was utilized by a Fortune 500 company (please see information about this program in the next section). Second, if your company does not have the time, is not in a position to budget $100,000 to $250,000+ to hire a sales and marketing “guru,” or if you want to devote more time to your core business, why not consider engaging Integrity Sales Solutions to act as your Interim (or permanent) VP of Sales, Marketing, and/or Business Development on an outsourced basis. For less than you might expect to pay an in-house manager for salary, taxes, benefits, hiring bonus, and/or commissions, you can partner with Integrity to fill any, or all, of these mission critical positions on either a temporary or long term basis. Imagine – the same people that advised many of America’s best known Fortune 500 companies can be working for you (at surprisingly affordable rates.) Contact Integrity to learn more about this revolutionary new way to manage your Sales, Marketing, and/or Business Development functions. The Integrity Hiring Service™ (for Sales Reps and other Key Employees) Integrity can help you hire the right, top-performing employees in half the time and for as little as one tenth the cost of using a recruiter! The Integrity Hiring System™ is the most comprehensive program available to locate, screen, and hire top-performing sales managers, sales reps, marketing professionals, consultants, and senior managers. The program is proven, easy-to-use, and has been featured on the cover of a national business to business newsletter. The Integrity Hiring System™ will reduce the time it takes to fill open positions by 50% or more, will slash the time key executives will need to invest in the hiring process, and will greatly increase your odds of making a successful, long-term hire. Best of all, this innovative program costs far less than you would expect to pay to a recruiter who often provides only a name and resume. Contact Integrity today to request detailed information about the Integrity Hiring Service™. Custom List Creation The right list can be worth millions in new business. Unfortunately, the right list rarely exists. Over the years, countless companies have lamented, “I could close so much more business if only I knew… which of my prospects are working with which of my competitors, each prospect’s renewal date, which prospects are already working with outsourcing or consulting companies, which prospects are running XYZ system, etc.” What information would your company find invaluable? Let Integrity create a one-of-a-kind list that will grow your sales and provide you with a major competitive advantage. Inside Sales Group Set Up/Management A national survey of 729 B2B marketing professionals found that their #1 choice for the most effective marketing technique was B2B telemarketing. Consider engaging Integrity to help you find, hire, train and/or manage your own in-house lead generation group. Integrity has the experience to help you quickly and cost-effectively hire callers with the “right stuff” to succeed. And, if you do not want to get into the business of managing an in-house lead generation group, Integrity can position your callers at our offices, and/or manage your calling team remotely. Our senior staff has managed thousands of lead generation campaigns for both small and Fortune 500. Let us help you put an effective, phone-based, in-house lead generation program in place. Pipeline Development One of the leading causes of under-performing sales is a weak or inadequate sales pipeline. To address this issue, Integrity can quickly stock your company’s pipeline with highly-qualified sales opportunities with the “right stuff” to be closed. Not only will a robust pipeline lead to increased sales, a company saw its stock value dramatically increase after its pipeline was filled with useable, closeable new client business opportunities. Messaging/Value Proposition Development/Refinement Many products and services fail to meet sales expectations due to reasons that have nothing to do with pricing, quality, or competition. The true underlying cause for disappointing sales is often a fundamental flaw in a company’s message or value proposition. Integrity’s senior staff have helped hundreds of companies develop or refine winning value proposition and messages. If your value proposition is not producing the results you want, we can help you develop a clear, concise message that will provide a competitive advantage and open doors at the decision making level. New Product Launches Great products fail every day due to wrong markets, wrong messaging, and wrong go-to-market strategy. In today’s highly competitive world of business, the saying, “You only have one chance to make a good impression” is more true than ever. If your company has invested a great deal of time, effort, and money to create a new product or service, you simply can’t afford to let your new offering fail or under perform. The senior Integrity staff has helped companies launch hundreds of new products and services. Integrity Sales Solutions is the equivalent of insurance policy that can increase the odds your new product or service will hit the ground running and generate the type of revenues you are seeking. New Market/Vertical Development Integrity can tell you which new markets and verticals offer your company the greatest odds of success. Then, we can help you design and implement a winning plan to rapidly and successfully penetrate these markets. Sales Rep Assessment If you are not satisfied with your sales, in many cases, the underlying problem can be traced back to the quality, productivity, and performance of your sales staff. Integrity can interview, assess, and make recommendations regarding your sales personnel. Perhaps they have a flaw in their sales style or presentation skills that can be easily addressed by putting them through our “C” Suite Selling Training™ curriculum. If the problem is more serious, our Integrity Hiring System can help you quickly and inexpensively locate, interview, and hire top-selling sales professionals who can deliver the results you are seeking. Business Intelligence Gathering Integrity can provide pertinent, insightful information about your prospects, markets, and competition to help you make the best possible informed decisions. One company wrote the business intelligence it received helped it avoid a mistake which would have cost them over one million dollars. Lead Enhancement Services Integrity can identify the real leads hidden among inquiries you receive from trade shows, magazines, web hits, etc. Or, we can help you maximize your lead generation return on investment by revitalizing “dead” or stagnant leads by vaulting these opportunities up to the decision making level. Integrity Sales Solutions. Exceed Your Sales Goals with Integrity.