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Edge Telecom Achieves Rapid ROI With Rainmaker Marketing and ACT! Contact Management Software3 June 2005
Edge Telecom achieves resounding success, resulting in one of the largest deals in the history of the sales force using an innovative new program designed by Craig Harrell, President of Rainmaker Marketing.
Rainmaker Marketing, a provider of marketing and sales consulting services, lands a new client in the telecommunications industry. Edge Telecom is a telecommunications distribution firm that seeks out and finds new and pre-owned brand-name telephone systems, refurbishes them and sells to businesses across the country. In the fast pace of equipment buying and selling, it is critical to constantly be in front of prospective and current clients. Bob DeGraw, CEO of Edge Telecom, has always known that the odds of winning new business are improved if he can increase his chances of being at the right place at the right time. Edge had used ACT! contact management software for two years but had not leveraged its power. As with the majority of ACT! users, it was being used more as a "glorified rolodex."
Rainmaker Marketing's Lazarus(TM) system was integrated within the ACT! program to help Edge sales representatives sell smarter and to enable them to take advantage of the prospect data they were collecting. Rainmaker Marketing customized the ACT! database and created a lead follow up system that organized client and prospect data, automated follow up activities and made it possible to search the ACT! database for prospects meeting certain criteria. They now had a way to send very targeted, relevant and personalized communications to those prospects in a fraction of the time.
Challenge
"There isn't always time to do follow up and keep in touch with contacts that aren't ready to buy and valuable leads sometimes fall through the cracks. Sales processes and strategies don't get implemented even if marketing tools and messages have been carefully crafted," said Harrell.
Solution
"Prior to meeting Craig, we simply added information we deemed worthy into our database without an effective process to utilize it later. We started collecting information with a purpose, to leverage the information we already had at our fingertips and in our heads to better reach, serve and 'farm' not only existing clients but also those hard to reach prospects. Lazarus(TM) has enabled us to gain new business opportunities with passive efforts," said Byron Carney, Edge National Account Manager.
"Many times sales processes and strategies are never fully implemented but end up in a PowerPoint presentation or in a file folder. The Lazarus(TM) system ensures these strategies are consistently implemented. The resulting communications focus on educating, staying top of mind and adding value to the prospects' day without annoying sales pitches," Harrell said.
Results
Carney experienced first hand the power of the tool to increase sales. "The power of ACT! and Rainmaker can be seen in a transaction that fell into my lap when I utilized ACT! in the way it was taught by Craig."
"One Monday morning I received a call that 660 phones became available. I did a lookup of large wholesale customers that frequently purchase that type of phone. I sent a quick and personal mail merge to 52 wholesalers that fell into the lookup criteria. Thirty minutes later, I had an offer for all 660 phones and closed the largest deal of my career." That one sale more than paid for the cost of hiring Rainmaker Marketing.
Rainmaker Marketing Lazarus(TM) System
-- Customizes ACT! around a company's sales process and their industry
-- Turn-key system with standardized tools and steps for sales organizations
-- Keeps prospects engaged so they remember you when they are interested later
-- Prevents leads from falling through the cracks
About Edge Telecom
Based in Denver, CO; Edge Telecom buys, sells, repairs and refurbishes AT&T, Lucent and Avaya business telephone equipment. From SOHO's to large corporations, over the past eight years, companies have experienced significant cost savings on both new and refurbished phone systems. www.edgetele.com or call 888-672-6265
About Rainmaker Marketing
Rainmaker Marketing has been helping companies with their marketing and sales needs since 2001. Craig Harrell, Founder, has over 20 years' sales and marketing experience. Industry experience includes database marketing, ACT! consulting, document management solutions, marketing and sales consulting and CRM. To schedule a 15-minute live web-based demo showing how the system works call 303-683-8858. Rainmaker Marketing, LLC Littleton, CO www.rainmaker-marketing.com
Source: Business Wire
All trademarks and copyrighted information contained herein are the property of their respective owners.
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