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Your International 
Inside sales partner

B2B OUTBOUND LEAD GENERATION

Why

B2B Outbound Lead Generation forms a key component to any demand generation programme. A correctly run outbound telemarketing or inside sales program should represent one third of your revenue pipeline and due to the multi touch process creates a very warm, local, environment for the prospect to buy from you.

Marketing Qualified Leads (MQLs) generated by DWCC are around 70% more cost effective than MQLs generated from physical marketing events.
A DWCC generated MQL is twice as likely to close at three times the value of a traditional Inbound MQL.

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How

Outbound demand generation services take the form of outbound multilingual telemarketing or inside sales to deliver your message to your prospect in your corporate branding.

Through a white-label operation, our insides sales team becomes an extension to your organization.

We look to understand your best customer success stories and how your existing inside sales team executes. We also look at the scripts, collateral and case studies they use. We then formulate a localized, structured process, seamlessly integrating with your sales team.

Our experienced analysts work to communicate a compelling reason to engage with you to your targeted prospects, This could be your value proposition, an upcoming compelling event or your success with a competitor of theirs.

With the correct messaging and marketing assets, we are able to localize for Germany, France and other countries in mainland Europe and implement a proven 13 step engagement process.

This service can be executed against various data sets including: your pre-supplied data, DWCC procured data, existing DWCC data sets or DWCC identifying and researching new targets.

We seek to understand your perfect prospect. By using this agreed prospect profiling, we ensure that all qualified leads are valuable assets to your pipeline.

B2B LEAD QUALIFICATION & NURTURING

Why

Our multilingual inside sales resources, combined with our expertise in CRM systems and delivering complex value propositions to the buying community, creates an extremely warm environment for your prospects to buy from you. Embedded in our offering are the regional and local nuances, often overlooked in pipeline development, and the comprehensive use of CRM and KPI reporting to create a best in class international inside sales operation.

Across our clients we see on average a 20% conversion of MQL to TQL.This can increase or decrease depending on the quality and source of the MQL.

Imagine an inside sales operation where 400 MQLs per month consistently deliver 80 TQLs for sales execution. This allows you to focus on planning of sales capacity, predictable revenue booking and the shape and close activities of your sales resources.

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How

Lead qualification is focused on the nurturing and conversion of Marketing Qualified Leads into Total Qualified Leads (TQLs) and B2B appointments for sales execution.

Once we agree the relevant qualification criteria and supporting messaging our inside sales team can engage your MQLs in a multilingual B2B qualification process.

In some cases the qualification process is a single discussion, but for more complex value propositions it may take the form of several discussions / emails with our inside sales team over a period of time.

In either case the prospect gets a very intimate high impact discussion and a well balanced pressure until they reach TQL status, not a desperate nurturing process.

As all information is managed within your CRM system it is a very simple process to create a B2B appointment with the sales executive and hand over the opportunity for onward execution to either direct sales or channel partners depending on agreed allocation criteria.

In some cases the handover takes the form of simple calendar scheduling while in other cases our inside sales team open and introduce the prospect and sales executive in a discovery or introduction session as part of the handover process.

Following the execution of the B2B appointment, the sales representative validates the quality of the appointment and next steps. At this time the inside sales team creates an opportunity in the CRM to agreed standard or nurtures the lead until it’s better qualified.

Marketing Support

Why

Our focus is on revenue, across our clients we find a 40% increase in MQLs and a 50% increase in TQLs, all of this data in your CRM makes it very easy to determine the value of campaigns and events, define clear cost per MQL and TQL and ensure a transparent handover to sales. Through this process and an intense focus on CRM updates ensures that all revenue bookings can be linked to the original marketing investment.

Webinars we have executed on behalf our our clients show a 80% attendee from registration with 90% of attendees staying until the end of the session. A well targeted webinar with recognized parties can easily generate circa 30 TQLs if properly planned, executed and followed up.

How

A combination of our multilingual demand generation expertise, marketing project management skills, outbound prospecting, lead qualification and B2B appointment setting services are employed to maximize return on investment from your marketing efforts.

Our services range from identifying and executing regional events, hosting and executing webinars, driving awareness and maximizing delegate attendance, supporting event execution with qualified inside sales resources and ensuring the optimum number of B2B appointments are generated for the sales execution team.

An MQL from an event is costly, it needs to be managed, nurtured and qualified to a best-in-class level to maximize revenues from marketing investments.

Revenue Delivery

Why

Due to our integrated service offerings and focus on commission offsets, DWCC can deliver contract sales resources three times faster than traditional recruitment and at a lower cost base.

Due to our deep industry knowledge DWCC executive placement services, deliver four times the number of candidates for leadership roles while supporting negotiations for the desired candidates.

Our direct sales have booked millions of dollars of revenue across our global SaaS clients in all global regions. We guarantee the lowest cost of sell possible, enabling outstanding customer acquisition cost metrics.

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How

Entering a new region is costly and risky.

Investing in offices and expensive marketing and fields sales resources too far ahead of the revenue curve can make expansion plans costly.

Employing new resources in a region with little employment law experience or legal entities can be intimidating.

At DWCC we employ our experience in complex global enterprise value based selling to provide a range of services to enable you to accelerate the booking of your international revenues in a low risk, cost effective fashion including:

- Physical office presence and dedicated phone numbers.
- DWCC contact sales execution resources to book your deals on your paperwork with your customer.
- DWCC executive placement services to source your ideal leadership and field sales representatives.
- Trial periods for new field sales resources under our legal structure, until you are comfortable with your decisions on such key roles.
- Field Sales onboarding, training and support services