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When intuition fails. Sales people like to think they can smell money. Unfortunately, when they guess they are wrong more often than they are right. Massini Group employs structured processes to assure that all the deals are found and that you win your fair share... > Learn more

How many is too many? Misalignment between the number of targets and the number of agents will always have a negative impact on the ROI of a telesales program. Massini Group has team right sizing tools backed by 2500 successful campaign benchmarks.... > Learn more

Memory is a terrible thing to waste. Buying commonly does not happen on your schedule, therefore it is paramount to sales success that you remember what happened on the last call. Massini Group has specific advice about results coding that your team can manage and that will boost your results significantly.... > Learn more

Going fast beats, well, going slow. Massini Group is commonly asked, “How many calls should my agents make in an hour?” Although it depends, Massini Group knows how to maximize sales by maximizing sales productivity without causing a riot in your call center.... > Learn more

Right time and right reason. Contract terms, product lifecycles, switching costs and technological advancements give each business a discernable tempo. Using proprietary statistical analysis, Massini Group will find the buying patterns that will increase the ROI of the resources you apply via the telephone.... > Learn more

Know and act accordingly. One of the biggest challenges in improving sales performance is diagnosing the problem and choosing an appropriate corrective action. Massini Group’s 15 years of research has resulted in a mathematical model with 13 key parameters that takes the guess work out of the process.... > Learn more

So many choices, so little time. How much time are your agents spending deciding who to call next? Massini Group research indicates that it can be as much as 60% of all calling hours. Massini Group will win over your operations team by designing an implementing effective queue management.... > Learn more

Make forecasting monotonous. There is no better way to excite executives than to say you can achieve a specific result and go and do exactly that – unfortunately it is harder than it sounds. Massini Group’s structured calling methods gets its clients to goal – month after month.... > Learn more

Up and to the right. The most common reward for making goal is a new larger goal. Addressing the new objective requires change – but to what? Massini Group is adept at growing results by building predictive testing methods to manage campaign, channel and head-to-head vendor optimization.... > Learn more

Know thyself. In depth customer knowledge drives new business – acquisition, cross sell and up sell. However, failure to correctly apply firmographics, corporate hierarchy or purchase history can leave your vision fuzzy. Massini Group customer database consolidation and predictive analytics will add clarity.... > Learn more

If they cannot see it they cannot sell it. The single most common sales challenge that Massini Group finds in blue chip companies is failure to truly exploit the depth and breadth of the marketing universe. Massini Group will help you see and prioritize all the deals and that will cause a spike in sales.... > Learn more

Linkages equal leverage. Data points become knowledge when they are abstracted, cross-referenced and linked to other data points. Massini Group uses proprietary codification, data overlays, matching and statistical extrapolation to build marketing reference databases into strategic marketing and sales assets.... > Learn more

Consolidate customer data, apply firmographics and build predictive analytics. On a fixed fee basis, Massini Group will accurately apply firmographic, corporate hierarchy and consolidated purchase history data to a customer master and utilize predictive analytics to project spend for prioritizing acquisition, cross sell and up sell activities.... > Learn more

Build, supplement or improve the total available marketing universe. On a fixed fee basis, Massini Group will use ideal prospect profiles derived from customer analysis mated with business reference data, CRM/SFA sales cycles in progress and marketing response history to assure that your team maximizes its efforts and sees all the deals.... > Learn more

Build and host a marketing reference database. On an initial fixed fee basis followed by an annual maintenance contract, Massini Group will build and host a marketing reference database, in our systems or yours, that supports significant improvements in marketing and sales campaigns results via knowledge-based structured decision support.... > Learn more

Benchmark and isolate telesales/telemarketing performance limitations. On a fixed fee basis, Massini Group will, via comprehensive data analysis, documentation/reporting review, and staff and vendor interviews, characterize and quantify the best practices gaps in current operations and deliver an actionable performance improvement plan.... > Learn more

Manage telesales/telemarketing capabilities to best practices. On a three month pilot or annual basis, Massini Group will significantly increase telesales or telemarketing performance, efficiency and predictability via implementation of best practices in strategy, planning, targeting, operations, testing and vendor management.... > Learn more