Business Stationery Direct
Business Stationery Direct (BSD) is a Leicestershire based stationery company, selling stationery direct to businesses, either via their website or via the telephone. BSD currently operates inbound and outbound activity as part of the customer services team role. Agents are responsible for generating sales from existing customers and also new customers.
With the launch of the new website and the drive to increase cross-selling opportunities, BSD looked into outsourcing the new business generation. BSD were resellers of a variety of accounting software systems and initially wanted to promote the relative consumables to each business that they had sold the software to.
DDC OS spent an initial period of time working with the internal BSD team to see how their processes worked. Once they had this information, they built a bespoke process for using here at DDC OS. We used the BSD sales scripts but built our own systems in-house using our internal IT team.
Initially, Data was provided from BSD and was a mixture of lapsed customers and also some new prospects. The database was split into campaigns depending on the accounting software that the prospect had, so they could sell the appropriate consumables into the business, and then upsell any other stationery items required.
Although the outsourced telesales team was initially quite small, it very soon doubled in size, due to the success of the campaign.
DDC OS designed and built a successful, end-to-end, outsourced business telemarketing campaign for BSD. Both parties monitored and reviewed the performance of sales revenue to date. The results showed a significant increase in the revenue and a constant upward trend. The DDC OS Team consistently exceed the targets set by the client.
The outbound sales campaign has proven to be a great success as DDC OS not only delivered the required results but also overperformed against targets thus allowing us to increase the number of seats and in turn, increase our sales.
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