The Bridge Group - Inside sales consultants
      CashOnTime provides a better way to manage collections to improve cash flow, a better way to integrate customer data for faster collections and a better way to add needed functionality into existing systems without a long and complicated deployment.

The Challenge:
Build Inside Sales ‘Soup-to-Nuts’ – Strategy, Process, Messaging & Metrics
CashonTime wanted to support their enterprise Field Sales team by delivering them highly Qualified Sales Opportunities within named accounts.

To do so, they recognized the need for a detailed approach (strategy, process, messaging and metrics) that would effectively get them in front of their key audience: CFO’s and other high-level finance executives. To expedite that effort, they engaged The Bridge Group, Inc. to FastTrack a best practice inside sales team.
 
The Engagement
The major components of the FastTrack program were to:
  • Validate messaging through real-world sales conversations
  • Provide process, flow & structure around how to execute both inbound lead conversion as well as outbound calling campaigns
     
    -and ultimately-
     
  • Assist in the build-out of their internal inside sales team
  • Provide training on the process and tools created which considerably shortened the learning process for the growing team

Their Results
After implementation Cash on Time was left with:
  • Road-tested messaging – iterated through real-world sales conversations
  • A “prospecting infrastructure Playbook” that provided everything from pre-call planning and frequently asked questions through objection handling and closing techniques
  • Baseline definitions, workflows & process for monitoring the team activity via Salesforce.com
     
    -and in the first few months after implementation-
     
  • The team has delivered 14 accepted deals to the pipeline with average sizes ranging from $100K - $150K
The Client’s View

Comments from Robert Tavares, SVP of Sales
On what The Bridge Group delivered:
"The time saved in determining a starting process for the group, a unified prospecting approach and a standard platform to measure my team’s effectiveness - were our biggest wins from this project.”


Advice for other Senior VPs of Sales
"Any company that wants to establish an Inside Sales effort should look at The Bridge Group to assist in crafting a standardized, measurable approach. We did and the reaction from my team has been great.”