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At the Intersection of Sales and Marketing

Perhaps the biggest sales issue facing enterprise solution providers is that they just don’t get in front of their target audience enough of the time. To help sales teams engage effectively, repeatedly and at levels high enough to make real impact, FRONTLINE Selling has developed solutions centered around the creation of Meaningful Interactions (MIs) with targeted individuals for the purpose of identifying net new sales opportunities.


Imagine if your sales team had the time and attention of 100 targeted executives and was able to use that opportunity to have a meaningful business discussion about their business issues and your solution. What impact would that have on your sales pipeline?  Of course, the impact would be extraordinary.  So, what are you waiting for?  Our solutions are merely the best in the world and can help you achieve your sales goals.

 

 
 

Not your Grandmother’s Appointment Setting 

FRONTLINE has taken appointment setting to a whole new level. As a matter of fact, we don’t even call it appointment setting. We don’t deliver appointments; we deliver Meaningful Interactions or MIs. What makes our Meaningful Interactions meaningful? It’s how we create them. Traditional appointment setting approaches are “list-based”, meaning there is some database that you call from.  One of the challenges this presents is that it is next to impossible to maintain a significant accuracy of that list. Another challenge to that approach is that it relies exclusively on the person picking up the phone in order to “water-board” them into an appointment.

Our solution is methodology-based: no contact list required! Our methodology uses a precise, proven, formulaic, multi-touch approach that, by design, includes the Key Player in the decision making process to want to have a discussion about a burning business issue that keeps them up at night. The result is a much more well considered decision on behalf of the Key Player to want to have a conversation with you.  For you, it means the “appointment,” or “Meaningful Interaction” is just that – Meaningful.

 		 

Syndicated White Papers on Steroids

 

There is a better way to get your thought leadership documents in the hands of the "right" executives. Traditional programs to promote white papers cast a net over way too large an audience.  It is why many of the "leads” you pay for are simply with the wrong organizations and / or the wrong buyers. Even if your vendor “qualifies” out those leads, you are still paying for them either directly or indirectly.

As a better solution, FRONTLINE Selling has developed Push-Leads™. Rather than wait around and hope for Mr. Right Executive to hit your website, we start the program by asking you which companies do you REALLY want to sell to? Then we ask who are the titles, roles and job functions that care about what you sell? From there we leverage our flagship RAMP-UP™ methodology to promote your white paper specifically within those highly coveted accounts, quickly identifying the key decision makers and in a very precise and effective manner, asking them if they’d like to opt-in to receiving that high quality thought leadership piece of collateral.


You don’t have to sift through (or pay for) all the junk leads; just follow-up on the right key player from the right company every time!

 

 


  

Master Your OWN Prospecting Cycle

Is your sales pipeline where it needs to be? Are you getting in front of enough of the right people enough of the time? Of course not. So, what are you going to do about it?

If you are looking to make an impact, you’ve come to the right place.

Prospecting is the Rodney Dangerfield of selling:  It gets no respect. While it seems like everyone has an opinion as to what works and why, very few people or organizations actually like to do it or are, in reality, any good at it.  FRONTLINE Selling has developed a Prospecting Cycle Management System that goes beyond impact; it’s game changing. It's game changing in that it is the only proven, repeatable and measurable approach to drive dramatic increases in productivity and pipeline.

Through FRONTLINE's skills development workshops and guided prospecting tools, your inside, outside and channel sales organizations can learn and acculturate the skills and techniques necessary to become truly effective in their prospecting activities in order to create and build sales pipeline.  In other words, the program allows you to master your OWN prospecting cycle. 

 

 

BIG Idea For Your Channel Partners

While the channel program enables you to cast a broader net and do so at a variable cost, you also find yourself constantly competing for mind-share with other vendors’ products and services.

The two issues with channel program execution are: 

        1.  How do you know the impact your co-marketing dollars are having on the channel? 
        2.  How do you better leverage the feet on the street that the partners bring to the table?

 
FRONTLINE offers solutions for both. Our outsourced channel program provides both visibility and administrative support in addition to opportunity identification. We not only create Meaningful Interactions for your channel partners, but we invest time and resources to ensure that your solution is in the forefront of the discussion between your partner and the prospect/end user as well as enable a knowledge transfer of your solution set to those same channel partners.

FRONTLINE’s Partner-Led Demand Creation program fundamentally changes the paradigm between the OEM and its partner community. The most under-used resource in two and three tier distribution models are the feet on the street that the partners bring to the table. FRONTLINE’s Partner-Led Demand Creation leverages partner resources and enables them to proactively prospect for your solutions in a consistent, repeatable and predictable fashion. By investing in your partners’ skill sets for opportunity identification you will experience dramatic return on investment while gaining significant mindshare amongst the partner community.

 

 

 Click here to contact an Account Manager

 

 

 

 

 

 

 

Prospecting Productivity Management (PPM)

FRONTLINE’s PPM System is fully optimized to our RAMP-UP methodology. The PPM application exists either On-Demand or as a native AppExchange plug-in for salesforce.com.

PPM guides inside, outside and channel sales teams through the Prospecting Cycle to drive dramatic productivity enhancements and adoption. PPM combines a fast, easy and consistent way to capture prospecting activity. Users are then able to leverage PPM’s proprietary algorithms to prioritize follow up activities and create more Meaningful Interactions (MI’s) in less time.

In addition to reinforcing demand creation best practices, users love this 100% web-based system because of its ultra-streamlined data input and interoperability with popular desktop tools. Management leverages the automated coaching dashboards to gain greater visibility into activity details that can be used to drive adoption of best practices, key performance indicators and opportunities for remediation and performance enhancement.
 
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