Arrow OCS is a global distributor of hardware and software, selling to manufacturers (OEMs) of electronic systems such as medical devices, security systems and digital signage.
With the European economy picking up, Arrow OCS saw a good opportunity to engage new prospects and build its sales pipeline. It asked McDonald Butler Associates (MBA) to create a database of OEMs in four countries and six vertical sectors, and to conduct tele-marketing to those companies with the aim of generating 90 BANT sales-accepted leads.
Database creation: using a range of techniques to build and refine a solid target list.
Multi-lingual tele-marketing: using MBA’s experienced tele-marketers to contact OEMs, identify opportunities and set up sales meetings or calls with Arrow OCS reps.
Crib sheet: messages, conversation topics and objection-handling techniques to help the tele-marketers qualify contacts and opportunities.
Sales enablement guide: four-page guide to help Arrow OCS sales reps maximise the value of every meeting.