Circumference – Outsourced business development services.

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Business Development Services Customer Support Services Live Answering Services Virtual Office Services Professional Services

Similar to how partnering with a value added reseller channel puts more feet on the street to close sales, partnering with Circumference optimizes your sales process to deliver a larger volume of high quality sales-ready opportunities. For organizations balancing the need of hiring personnel against capital expenditures and headcount increases, VISA brings it all together.

Nurturing your prospects through your buying cycle
Marketing research reveals that over 50% of leads from marketing activities buy from someone, but take 6 to 18 months to close. Statistics show that it takes 6 to 7 contacts per year per decision maker to create and maintain awareness. Across all industries, 80% of new sales require 8 to 15 contacts before they are interested. What sales person can invest time with prospects in this situation? Point in case: The average sales person abandons after 1 to 2 attempts [1].

Unlike other service providers, Circumference provides the high-value nurturing that is required to convert prospects to customers during the traditionally long B2B sales cycle. By implementing proven positioning and sales processes, Circumference nurtures prospects until they are “sales ready” at which time we transition the prospect to your own sales team to close the deal.

A tailor-made business development department
Unlike other service providers, Circumference builds a customized program to advance your prospects through the traditionally long sales cycle. Circumference provides the experienced business development professionals, supervisors, and technology configured for outbound (OB), bound (IB) calling, emailing, and web chatting.

We work with you to build calling scripts, voice mail scripts, email scripts, and chat scripts. We work with you to identify your high value marketing assets that can be provided to prospects at the right time in buying process.

Circumference implements proven activities to engage new business on your behalf to keep your sales opportunity pipeline in peak condition. And, because we are your business development team, we work closely to ensure that you get extra value from the marketing activities that you are implementing.

Nurturing: The majority of our clients begin the program by providing us with the leads they already have. We place the leads into our proprietary customer relationship management database, and begin to advance these prospects through the buying process.
Database Management: All of your prospects’ data resides in our proprietary web-based database. We include information unveiled during email conversations and phone conversations. We attach audio files. The data is a venerable source of market intelligence and is available to you 24 hours a day by way of a web-access portable.
Prospecting: Many, but not all of our clients have leads at the start of their program. And, those that do soon need to add more to achieve a consistent and healthy sales opportunity pipeline. Prospecting for new leads is included in the VISA program.
Sales Close: In cases where our clients do not have a sales team, we can customize the program to include closing the sale.
Event Registration: For clients hosting online or in-person events, Circumference provides event registration services.
Event Qualification: For clients who participate in events that generate leads (e.g. trade shows), Circumference provides qualification services and then places them into the nurturing process.
Surveys: For clients who have the need to perform surveys, Circumference provides professional calling, interviewing, and data gathering services.

To achieve the goals of prospecting, database management, and nurturing, we provide the following as part of your program:

Program Supervisor
Account Manager
Trained business development professionals
International OB calling
Dedicated IB 800 number
Multi-media: voice, fax, email
Hours of operation are customized to your needs

We use our own proprietary state-of-the-art technology, which includes:

Branded integrated voice response (IVR) messages
Call recording
Quality call monitoring data
Definable, automated wrap-up procedures; for example, update database and send email follow-up
In-depth, real-time reporting
Access to your secure database

Delivering on the services you need
Some of our clients require that we manage their entire business development program from demand generation to closing the sale to providing customer support. For these clients, our relationship as their virtual business development department is much more strategic and we take on a significant role as a member of their management team. Others require just prospecting, nurturing, and database management. Whatever your requirements, Circumference is the trusted partner to achieve your unique objectives.

> Read about the benefits to clients who outsource their business development services to Circumference.

[1] Source: Gravity Summit, Social Media Marketing for Business, June 22, 2009, http://www.slideshare.net/GravitySummit/social-media-changes-everything

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Customized Programs