
As result of a poor economy companies have shed sales support services and have pushed the responsibilities that were previously provided by sales support roles to sales people, including pre-sales survey, data collection and management, prospecting and qualification, and follow-up retention.
At the same time sales people are being asked to maintain and increase quotas, in effect to do much more with a lot less.
Our Humble Beginnings.
LeadsBIXample was born out of necessity not out of opportunity.
After the recession and the subsequent shedding of back office support by many companies, a great need arose for external sales support services. What wasn’t evident was the disparity of the quality of opportunity provided to the larger corporations as opposed to everyone else. The mid-market was totally priced out of a legitimate solution. Their options were the cheap, unsustainable and ineffective resources posing as a solution.
True story from our CEO and the point he decided to make a change:
“In a prior capacity at a primer BD firm catering to the Fortune 2500, we provided weekly sales appointments for a leading telecom service provider. After months of chasing on particular lead and pushing a team to convert it, we provided that client a (six figure) sales ready opportunity. We were very excited to learn of the outcome. To our dismay, we later found out that our client never called nor followed up on that lead and spent large sums on BD, not for sales opportunities but to utilize a budget in order to regain it at the same capacity the following year”
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That was unacceptable to him and his team, and thus lead to change
He realized that most mid-tier businesses would move mountains for this kind of opportunity and decided then and there to create a model to level the opportunity playing field for them. By using some key principles of Six Sigma as part of the strategy and client retention as the goal, we are able to provide the mid-market an intelligent enterprise level solution at a mid-market rate.