Frequently Asked Questions

In short, we help our clients generate new business revenue. We specialise in delivering bespoke B2B telemarketing, telesales and lead generation campaigns. We work with companies;

• On a strategic level - commissioned by the board and shareholders to help build equity value in the business.
• On tactical basis – commissioned by sales and marketing directors to support them in achieving their revenue goals.
• On a project basis – commissioned for relatively short projects where a quick impact is needed for a particular product or service.

Although, there are a host of ways we do this, primarily, we use the telephone to talk to the potential purchaser of your product or service and after establishing their particular needs we sell them the benefits of your solution and create a ‘sale’.

We appreciate this can be difficult. It is very easy for any person or company to post a great looking web site full of ‘promises’. We also appreciate that choosing the right partner for your campaign is a crucial decision – if it goes wrong there go your potential sales opportunities!

In the midst of all the glossy marketing material you should be looking for the single most difficult thing to flannel, real sales experience. Find out how long a company has been trading successfully as a telemarketing operation. There are plenty of great companies out there with ten years or more experience under their belt. In today’s current economic environment, hard won, real sales experience is probably the single most important asset you can buy in to help you achieve your sales goals.

B2B is ‘business to business’ and B2C is ‘business to consumer’. We only do the former. We generally sell moderately complex services to senior people. If you are not sure if we can help you we would advise you to call us for free on 0800 988 7253. We can then help you assess your needs and in some cases we can advise you on what to do next.

Appointing commission only sales is a VERY high risk strategy, especially in B2B environment. You may think in the warm glow of the initial negotiation that you have made a deal that means you have “nothing to lose” or that it’s “low risk”. Our experience, almost invariably, is that same ‘warm glow’ quickly turns into quite a nasty experience.

If you are paying for appointments by the ‘pound’ then you can be almost sure that the quality will be low. And this really is the hidden cost of commission only sales, lost time, lost opportunities and let’s face it, lunches, train fares and petrol! We hear tales of countless miles being driven to ill qualified or inappropriate appointments, the look of surprise on a potential client’s face when you turn up for a non existent appointment and “pop ins” abound. After we have picked up the remains of these sorts of campaigns we often see that the outcome can really damage a company, not only financially but also with regard to customer satisfaction and confidence in the product or service.

Most reputable companies providing this sort of service charge about the same price. Why? It comes down to the cost of the investing in the team, the systems and the service levels they provide. Conversely, we know that a sheer ‘numbers’ game’ is right for some products or services, and we work with organisations to advise them on the right commercial model that will fit and create profit. For more advice please feel free to give us a call on 0800 988 7253 and talk to us about your sales needs or campaign.

We do work with all types of companies, from some of the world’s largest corporates to ‘start ups’ and SME’s. Talk to us about your budget and we will almost certainly be able to design a bespoke campaign that meets your needs and goals.
 

Probably, yes, but we all know every product has a ‘sales cycle’ and we would be keen to understand yours. Right from the start of our relationship with you our focus is on YOUR ROI (how much, when and how best to get it). 

However, over a 12 year period we can happily point you to some significant ‘magic wand waving’ on behalf of our customers; almost instant results that have brought about a paradigm shift in those companies fortunes very quickly – in one case within hours of starting of a campaign. We would advice you to give us a call on 0800 988 7253 and we can have a chat about your issues and how quickly we can get a campaign on the move.

The highest call level we have found is someone claiming to do 100 calls per hour (and they were proud of it!). Last time we looked there were still only 60 minutes in any one hour. At Broadley Speaking we can supply you with ‘to the second’ reporting of our activity but we are far more concerned that we make every call count not just count every call.

We want to fully engage with your prospect. In our experience a proper professional sales call to the right decision maker to establish their needs and propose your solution can take 10 or 15 minutes, sometimes less, sometimes more. We would hope to make three of these an hour. Given this we usually make between 15 and 20 calls per hour in total.

They best answer to this question is for you to think back to the last few sales calls you received, be they at home or work. Did you feel heard? Did you get a word in at all? Did you want the call to go for a bit longer? Most importantly, did you show interest in a meeting or buying the product? If you answered ‘No’ to any, if not all of these questions then it is highly likely that the call was scripted and timed.

In the view of most professional sales people the use of 'scripts' is just not appropriate for high quality B2B sales. There are a very small amount of circumstances where some scripting may be essential (e.g. regulatory statements that may need to be made in the financial services sector) but on the whole they are a 'crutch' for poor practice.
 

We spend time with our clients at the beginning of each campaign getting an in-depth understanding of their product and services. We use details with regard to your experience and clientele and we build a compelling story to take to your potential clients.

In the hands of our professional sales team, this understanding and knowledge of your product or service shows its true value. When we make contact with an appropriate target and we work to uncover and evaluate their needs. Using this information, we can then have an intelligent and relevant conversation with them, giving them an individually tailored response using your features and benefits to suit their decision making process.

Our aim is to create a seamless connection between your team at Broadley Speaking and you. At the heart of the matter is communication between your Account Manager and you but we have a whole host of tools that allow that to happen. For instance you can get real time web access to activity on your campaign and your own bespoke reports. 

We have yet to be stumped by a technical issue. Most recently we have been working with a major multinational, connecting our system with their SAP order processing system and their Microsoft CRM front end. If someone we had talked to on a Monday, walked into one of their outlets on Tuesday, their in branch contact would be able to see and understand our contact with that person.

If you need more proof, we’ll also put you in touch with some of our clients. You can talk to them about how we represented their brand, but also how we played a significant part in building it.
 

You may have pre-conceived ideas about what a call or contact centre feels and looks like but each call centre is different and therefore so is their staff profile. Some centres are full of hundreds of agents who follow through specific scripted call processes and have predictive dialling systems. Again, this will work for some products and services but not all.

Our office doesn’t look like a call centre and, although we don’t discriminate, we don’t usually recruit people from the local call centre industry either. Our own teams are recruited using a detailed recruitment process, including assessment days, role playing, group interaction and one to one interviews. Generally, they are mature, highly motivated individuals with their own track record of success in business and commerce. They are professional sales people not call centre agents.

Whilst we don’t want to harp on about experience again, we do believe it’s important for you to understand exactly who is managing your campaign and who is representing your brand. If you wanted to put your campaign in someone’s ‘capable hands’ the simple thing to do is fully understand what and how much has passed through those same hands before.

Although some people may be born innately brilliant the fact is most capability is derived from training and experience. Get them to take you back 10 or 15 years in their own career – if it doesn’t go back that far, if they can’t demonstrate real life sales experience, if it includes their paper round and car washing you may want to enquire some more!
 

It is our aim to dovetail our organisation with yours, creating a rewarding business relationship between us and your team. We work with each client to increase their opportunities to create new sales and new profit. If you have a field sales team we will very quickly become their best friends. 

We can work in isolation or be fully integrated with your other marketing channels. We quickly look to optimise your campaign activity and blend it with other elements of your marketing mix. This can have a marked effect on your return on investment in our services but can also increase the effectiveness of your other activities, i.e following up contacts made at an event, or following up an e-campaign.

We can say all sorts of things about ‘guarantees’, and you will get all sorts of promises – BEWARE. We, alongside any other professional organisation offering high quality B2B telemarketing, cannot and should not offer you a 'guarantee' of success. Whilst this may make you feel good, offering a ‘guarantee’ is neither philosophically or logically sound.

In marketing terms, you won’t get a guarantee of response from any media channel (digital, paper, radio or tv). There are a whole host of variables that we can’t control, so we can’t possibly guarantee specific results.

This is where experience really does play its part in sales. We know what works and we know the signs to watch for with regard to successfully managing a campaign. For example sometimes a campaign can go too well, a client can’t meet all the appointments we generate, or we can see the demand will exceed existing production levels, so we will need to manage the timings of appointments and the expectations of your potential client. We can also see when things go wrong, for example we will quickly see if your pricing and positioning against your competitors is working, your potential clients will tell us in no uncertain terms.

We know how to remedy a variety of sales issues and problems. We have worked within a variety of campaigns, covering a large array of both public and private sectors. What we do offer is our commitment to creating the results you need.