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Massini Group
1323 NE Orenco Station Parkway, Suite 300
Hillsboro, Oregon 97124
Voice (503) 640-9800
Fax (503) 640-9888
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Lead yield increased 3.5x, cost per lead decreased 71%.
European unit of a Fortune 100 financial services company consolidated multi-country telemarketing efforts onto Massini Group’s web-based call management system and achieved superior results by instituting resource allocation best practices.
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Cost per lead decreased 73.3%.
Fortune 100 worldwide business travel services company increased telemarketing lead yield by focusing efforts on a pre-qualified marketing universe, optimizing telemarketing resource allocation and aligning the effort with the needs of the individual sales territories.
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Sales and lines sold increased 46.8% via telesales.
Fortune 50 telecommunications services provider substantially improved telesales performance after Massini Group disassembled the sales process into fundamental components, diagnosed the issues and restructured the program.
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Revenue grew to 130% of expectations.
Fortune 50 computer manufacturer dramatically increased revenue and ROI from marketing operations when Massini Group built a marketing reference database that increased market visibility and coverage and leveraged previous interactions in campaign selects.
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Sales increased 79% and cost per sale decreased 42%.
Fortune 100 financial services company substantially improved the efficiency of their outsourced telesales program with Massini Group structured calling methods and management via leading indicator metrics.
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Cost-per-qualified-prospect reduced 61%.
Fortune 50 software maker doubled its direct mail response rate, doubled its lead conversion rate, and dramatically reduced the cost per-qualified prospect when Massini Group improved the process, accuracy and completeness of the contact attribute coding.
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Lead yield increased 4.1x.
Fortune 50 IT company dramatically improved the efficiency of their outsourced lead generation program when Massini Group identified and corrected a fundamental imbalance between the number of targets and the number of agents by finding new targets and eliminating call saturation.
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Lead productivity increased 3.4x.
European marketing team of a Fortune 100 financial services company utilized Massini Group account identification, corporate hierarchy management and statistical analytics predicting spend to develop a methodical customer referral strategy in partnership with sales.
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Appointment setting success increased 3.75x.
Fortune 1000 enterprise data warehousing company adjusted the function and organization level for telemarketing program selects based upon Massini Group research and increased response rate by 228% and participation rate by 35%.
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650x return on telemarketing campaign.
Multi-billion dollar scanner and data capture company used telemarketing lead generation to rapidly penetrate a new market segment after Massini Group focused their efforts with a marketing reference database and comprehensive marketing universe.
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Market penetration increased 17%.
Fortune 50 IT company managed print services business utilized Massini Group trigger-based marketing processes, Dialogue Strategy methodology and comprehensive marketing universe to optimize an existing email newsletter program.
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First quarter 32.5x ROI via shortened sales cycle.
Storage area networking specialist company used a Massini Group built marketing reference database, customer account identification and comprehensive marketing universe to focus the efforts of an outsourced telemarketing cross-sell team.
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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
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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.
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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.
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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.
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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.
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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.
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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.
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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.
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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.
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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.
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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.
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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.
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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.
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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.
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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.
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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.
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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.
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