Introducing Consulting Services for In-House Prospecting

Dunlap Marketing has recently rolled out two new services we will consult you and your team on: internal lead generation and internal appointment setting.

We are ready to get your sales team geared up to do what we do best – prospecting. Whether you’re adding a prospecting branch to your current sales team, or just refining the skills of your current team, we’re here to help you be as successful as possible at in-house prospecting.

Okay, So What’s The Deal?

Let’s look at the overall sales process as a four-person relay race. Each person runs one lap, passing the baton to the next runner at the end of their lap. In a business environment, each of the four laps of the race represents a stage of the sales process and look something like this: 

  • Lap 1: Prospecting
  • Lap 2: Salesperson Hustle
  • Lap 3: Product or Service
  • Lap 4: Company Name and Reputation

Laps 2, 3, and 4 might look differently at various companies. However, the one consistent variable is that Prospecting is Lap 1. Without prospecting, there would be no other stages of the sales process. 

Dunlap Marketing is passionate about prospecting – it’s where we have made our living since 1996. We have developed and implemented thousands of campaigns – not to toot our own horn, but we know what we’re doing when it comes to prospecting. We can help you get your own in-house prospecting campaign launched within a few weeks.

Very interesting. You’ve caught my attention.

You might be thinking “what needs to be in place for a successful prospecting campaign?”

  • Overall plan
  • Proper messaging
  • Targeted database records (and CRM tool to manage)
  • Staff willing to execute the campaign
  • Staff training
  • Implementation and a set schedule for calling times
  • Calendaring and pacing
  • Reporting and measurement
  • Ongoing management 

That’s a lot…now what?

We’ve got your back. Dunlap Marketing can guide you through the complete process, or we can isolate specific steps inside the process. Our approach is unique, but simple. Prospecting is necessary for every industry, every business, and every sales team. 

Let’s get the ball rolling and determine if our skills are a good fit for your needs.  

Additional Tools:

Dunlap Develops the Future of Business

Written by Audrey Tuttle

The future of the business world ultimately lies within the hands of our current generation of college students, and Dunlap Marketing is doing its part in guiding these individuals to a successful future. Our summer internship program has created an opportunity for these ambitious individuals to work first hand with the leadership team and staff at Dunlap Marketing. The five-year program is moving into its second month of operation this summer, and these five college students could not be happier to continue getting their feet wet within the field.

Our interns have built upon their prior knowledge of business and have gained the skills that are critical to have in your tool box before taking the big step of earning a job after college. They have gained experience in cold calling, lead generation, telemarketing, marketing through social media, data research, B2B operations, and much more. Additionally, through the weekly breakout sessions with Mike Dunlap and Kaitlin Dunlap Cuevas, the interns have gained expertise on the ins and outs of being successful in the work force.

Of course, these statements can only be backed with a fun Q&A with the interns…

What work you have been doing at Dunlap Marketing?

“Making phone calls to capture data, working with other employees on campaigns, acquiring new clients for businesses.” Grant Haney, Texas A&M University, Finance

 “I have had the opportunity to build upon my communication skills through cold-calling and acquiring important information for databases. My other work responsibility has allowed me to expand my creativity as it involves creating and scheduling all social media posts for the company and writing company articles.” Audrey Tuttle, Texas Tech University, Marketing

What skills have you developed while working at Dunlap?

“Through my internship at Dunlap Marketing, I have enhanced my communication skills through phone calls and learned how to be persistent when making sales calls. I have developed a better sense of self-motivation and worked on adapting to whatever campaign I am assigned to.” Grace Mosby, The University of Texas at Austin, Business Major

“Some skills I have developed while working at Dunlap are spreadsheet organization and navigation, phone call communication skills, and more effective time management.” Addi Barrett, Belmont University, Commercial Music/Songwriting

            What exciting things our interns have to say about their internship experience! Don’t worry, we have more responses where that came from! Check out next week’s article for a part two of the intern’s Q&A. You won’t want to miss it.

Applying Salesmanship 101 Principles

Updated – December 2019

Since this article was originally posted in March 2017, much remains the same with our five-year client. The program has continued to grow in the United States – Dunlap Marketing also has the pleasure of supporting the Canadian team now. The process is unchanged, but has been further refined and additional database files have been built and added to the program.

Defining your target marketing, tactfully and respectfully reaching out to them, then making appropriate follow-up steps are the epitome of salesmanship 101 principles. Nothing fancy, just effective.

Original Article – March 2017

An international oil and gas company, and two-year Dunlap Marketing client, has proven when it comes to selling, salesmanship 101 principals still remain. Dunlap Marketing provides an integral function of making prospecting telephone calls into businesses around the US that have large and medium fleets of vehicles. The objective is to schedule phone or face-to-face appointments with interested prospects and our client’s regional sales managers.

“You guys are on fire in my area! Two proposals went out this week from your leads.” – Mid-states region

Process:

  • Before calling began, Dunlap researched and built a national database consisting of our client’s target prospects, based on industry-type and fleet size
  • Once the database was built, Dunlap called to identify the person responsible for decisions relating to fuel card programs
  • Through tactful persistence, Dunlap makes ongoing telephone calls to communicate with this person – the goal being to learn how their company’s current fuel card program works and identifying potential interest in meeting with our client’s regional sales managers
  • Upon request of the prospect, the Dunlap team will email additional information about the program to prospects who want to learn more before scheduling an appointment
  • Throughout the course of calling, Dunlap adds additional database records to the master list. New records can come from either our client’s CRM or through additional research
  • The ultimate goal continues to be scheduling appointments, with a major focus on new business development

“Thanks for the leads Mike. I sang your company’s praises last week at our national sales meeting. I think your staff does a great job.” – Southeast region

Additional Value-Adds:

  • Maintaining CRM application to properly track/manage appointments we set
  • Blitz programs isolating certain events or markets that include a targeted initiative around selling more fleet fuel card programs
  • Internal, weekly product training for continuous education of the Dunlap staff

“Our sales manager was able to speak with all of the calls scheduled! AND one of them is likely to close a deal with us! Nice job! – Marketing Manager

The success of this campaign is based on applying basic salesmanship 101 tactics. Proper planning, messaging, cold calling, strategic follow up calls, and use of email correspondence are the building blocks of selling.

For questions or inquiries, contact us online. Or, reach out to Mike Dunlap at miked@dunlapmarketing.com, 281.496.9870 x 140 or Kaitlin Dunlap Cuevas at kaitlind@dunlapmarketing.com, 281.496.9870 x 180.

The Benefit of Utilizing Multiple Lead Generation Approaches

Let’s say your friend invites you to join on a mountain climbing trip. Your first thought is, “this sounds awesome!” Your second thought might be, “what in the world do I bring to climb a mountain?!”

dunlap-marketing-lead-generation

Mountain Climbing Resources

Here at Dunlap Marketing, we’re not mountain climbing experts. However, we do know there are multiple resources that should be utilized to reach the peak! A rope, harness, helmet, boots, navigation, first aid, and nutrition are a few items that come to mind.

If you chose to bring just one of these along, chances are you wouldn’t make it far up the mountain. Imagine attempting to climb a mountain with just a rope! The various resources work together, helping you accomplish your goal – reaching the top of the mountain.

Lead Generation Resources

In this aspect, lead generation is quite similar to mountain climbing. Utilizing multiple resources will help maximize your results. Telemarketing, social media marketing, search engine optimization, email marketing, direct mail, and content marketing are all examples of lead generation techniques.

When used together, various modes of lead generation complement each other. Utilizing multiple approaches helps to broaden your reach, touching different segments of your target market. Additionally, when they overlap, your message is reinforced.

Set yourself up for success in lead generation, just like you would for mountain climbing – how could utilizing multiple lead generation approaches increase your sales numbers?

Need help getting started? Check out our FREE eBook, or contact us today. 

Kaitlin Dunlap Cuevas – 281.496.9870 x 180 – kaitlind@dunlapmarketing.com