Multiple Innovative Service Offerings
The Endurance Group is a Business Development Company that provides Outsourced Business Development, Outsourced Sales, Lead Generation, U.S. Market Entry for International Firms, Trade Show Support and other B2B Sales services to a diverse client base. We have worked with clients in a wide array of industries including Professional Services, Strategy Consulting, Telecommunications, Software, Business Process Consulting, Private Equity, Financial Services, Information Technology, Consulting for "Big Pharma," Six Sigma, Decision Analysis, Brand Strategy, Technology Consulting, Media and Entertainment.
Outsourced Business Development
We help our clients to expand their existing universe of contacts by introducing them to the right person, in the right position, at the right company, at the right time…every time. Our approach is unique in that we don't look to create activity simply to create the illusion of progress. We make a commitment to our clients that we will never put them in front of a prospect who doesn't know who they are, what they do and hasn't expressed serious interest in a substantive conversation.
The Endurance Group has designed a very strategic process to target, find, and engage top tier prospects with a persistent, polished, up-front (but often creative) approach. We consistently hear from potential prospects that the only reason they agreed to meet or speak with our client was due to their positive experience with the Endurance Group during our pursuit of them.
The Endurance Group has developed a unique methodology in the industry which has been well received in the marketplace. It is the concept of a "Live Handoff". We have found that the introduction of our clients to a prospective customer is a critical part of the lead development process. We accomplish this by arranging a conference call between the client, the prospect and the Endurance Group. Prior to the call, we provide our client with background on the prospect, the reason for the call and what the prospect wants to accomplish from the call. The Endurance Group then coordinates the call, makes the introductions and then fades to the background. With the relationship firmly transferred to our clients, the Endurance Group can then return to the challenging work of prospecting for new relationships.
Unlike other firms who may introduce you to a prospective client and then leave you to make the most of the opportunity, we're there after the introduction too. We'll coordinate specific action items after the introduction to be certain that longer term opportunities are nurtured and not lost.
U.S. Market Entry
The Endurance Group has deep experience assisting foreign companies market and sell their products and services in the United States. We have represented companies in a range of industries including Defense, IT Outsourcing, Fashion and Apparel, Construction and Building Materials and Professional Services. Over the last ten years, we have facilitated the entry of companies from India, the United Kingdom, Belgium, and Canada into the U.S. Market. We have helped our clients develop new partnerships and new customer relationships with some of the largest corporations in this vital marketplace.
Gathering market intelligence is a key component to every U.S. market entry program. At the Endurance Group, we seek to answer very specific questions for our clients by gathering market intelligence through actual conversations with potential customers, industry veterans and in-depth research using the web and sources such as Hoovers and Dun and Bradstreet.
We seek to answer the following questions for our international clients:
- Is the product/service ready for the U.S. market? What modifications will be necessary so that an introduction will be successful? What is the best approach to the U.S. market – direct sales or through a channel partner?
- What is the correct pricing for the U.S. market? In order to acquire Reference Customers? After Reference Customers are established?
- What is the best way to establish brand awareness in the U.S. Market? Advertising? Tradeshows? Website and e-commerce? Partnerships/Alliances?
Customer Profiling and List Creation
TEG helps its clients define the profiles of their ideal customers in terms of industry, geography, demographics, corporate size and executive position. We then use this profile criteria to create highly targeted prospect lists, enabling highly focused business development campaigns.
Sales Process Design and Database Development
TEG helps its clients create sales processes and databases that enable them to track progress, manage customer and prospect contacts, and create reports for senior management that enable then to understand their sales pipeline and the performance of the their sales team. We primarily use SalesForce.com and Oracle On Demand.
Messaging and Sales Collateral Development
U.S. business moves very fast and a great deal of business is transacted over the telephone and via email. A clear concise 30 second elevator pitch and one page PDF on your company are the keys to getting in the door. TEG has special expertise in creating compelling messages for often complex products. We work closely with our international clients to identify what aspect of a company's product or services will be compelling. Our goal is to engage a senior level executive at a prospect company in a dialogue that will ultimately lead to a revenue opportunity for your company.
The best entry point into the U.S. may be through establishing distribution partners who can represent your company and its products and services. The Endurance Group and its team have developed comprehensive channel programs for leading technology companies. Our focus is on creating and managing channel programs which are "win-win" propositions which generate outstanding sales results.
Sales do not happen without a steady stream of qualified prospects. The purpose of marketing is to build brand awareness and most importantly generate qualified prospects for the sales team. The Endurance Group's core competency is high level lead development. We employ experienced sales veterans with 10 to 20 years experience who have the knowledge, expertise, and endurance necessary to reach high level executives and then secure highly qualified introductory meetings. Our unique "live hand off" call methodology insures that there is a steady progression in the sales process from the Endurance Group to the client.
Tradeshow and Conference Representation
TEG can coordinate tradeshow and conference attendance on behalf of our clients. We can book the shows, arrange for booth space and collateral and also attend on behalf of our clients. As part of our lead generation services, we also setup appointments for our clients at trade shows and coordinate events such as dinners and cocktail parties centered around the show. We also provide a comprehensive effort to follow-up on all leads generated from a show or conference.
Sales Staff Outsourcing and Recruiting
The Endurance Group can recruit, hire and manage both inside sales and field sales teams for its clients. The client has the option of hiring the sales team directly, outsourcing the team through the Endurance Group or outsourcing for a period of time and then bringing the team inside once a U.S. base has been established. We customize programs to meet the individual needs of our clients.
U.S. Local Presence
The Endurance Group maintains U.S. Offices in Maine and New Jersey. We regularly provide our clients with local phone numbers and U.S. addresses. We can also offer office space to work and meet with clients while you are in the U.S.
When you use a channel strategy, your partners — distributors, integrators consultants or other resellers and referral sources — are the lifeblood of that strategy. Your relationships with them, then, are arguably more important than any single customer relationship. In most cases, your product or service is one of a dozen or more offerings any given channel partner may represent.
By proactively and periodically sharing product knowledge, providing sales leads or offering additional incentives to your channel partners on your behalf, The Endurance Group provides the consistent communication that reinforces the value of the partnership and maintains the awareness of your offering among partners and their frontline salespeople.
Trade Show Support
Trade Show and Conference Representation
TEG can coordinate trade show and conference attendance on behalf of our clients. We can book the shows, arrange for booth space and collateral and also attend on behalf of our clients. As part of our lead generation services, we also setup appointments for our clients at trade shows and coordinate events such as dinners and cocktail parties centered around the show. We also provide a comprehensive effort to follow-up on all leads generated from a show or conference.
Pre-Show Prospect Development
The days and weeks leading up to a trade show are typically spent working on the booth, the handout materials and everything else that will define the customer experience there. It's all important. But it often leaves little time to schedule meetings and appointments with your top prospects prior to the show.
That's why the Endurance Group's Pre-Trade Show Process has become so popular. With a minimum of eight week's notice, we'll plan and conduct a six-week program to contact, qualify and secure appointments at the show (on site or off) with attendees that express interest in your product or service.
Post-Show Prospect Development
Similarly, after you exhibit at a trade show, there is a very limited window of opportunity to respond to the leads generated at the show before they go stale. When you outsource this function to The Endurance Group, you not only get timely, consistent follow-up, you also benefit from a process that maximizes efficiency and closing ratios.
It starts with you providing the list of leads collected at the show, which we place into a customized database designed for your project. We then contact all prospects within a pre-specified period of time. From there, we segment the prospects into an "A, B, C" list based on urgency of need. "A" list prospects get into your sales team¹s hands with critical background information immediately. For "B" and "C" prospects, we maintain contact for a specified period of time in an effort to move them through the sales pipeline toward the "A" list. Conducted by experienced professionals who understand the dynamics of sales cycles, it's a process that reflects the value of a solid – even if premature – lead.
In short, whether you engage the Endurance Group for pre- or post-trade show prospect development, or both, you'll have a dedicated, professional sales team working to maximize the return on your trade show investments.
The offering warrants a sales force. But does it warrant adding staff?
Some products and service offerings simply don't support the cost of placing sales reps in the field. The challenge for many companies with products/services that have modest price points (~ $5,000 or less) is that building a productive Inside Sales effort, with team members capable of taking the transaction from end-to-end, is really not much different than building a Field Sales force. You are still faced with issues of recruiting, interviewing, screening, hiring, training, managing, monitoring, coaching, counseling, firing and replacing staff–which further burdens your human resources team. Not to mention that it necessarily adds overhead.
When you outsource such Inside Sales functions to the Endurance Group, you not only get the professional sales force you need, you also benefit from the planning, process and persistence we bring to every sales effort.