Since 1997, Skondras has been HP’s partner for such telemarketing campaigns, targeting small and medium-sized businesses (SMBs). The agents of Skondras work with databases of local resellers. They call through the market and try to get a grasp of the companies’ plans regarding the product segment that HP wants to highlight at that moment. To this end, the agents contact the right people within the company, namely those who make decisions in that area. The agents also investigate whether there is a need for solutions that HP can provide, and if so, within what timeframe and with what budget. Only when all these questions have been answered, and the timeframe and budget match HP’s criteria for the campaign, does the agent qualify the conversation report as a lead. Only such qualified BANT leads are forwarded to local resellers for follow-up. In this way, resellers know exactly where they stand.
“You know for sure that it will happen within the specified time.”
Project-based Character
The work of Skondras for HP has a strongly project-based character. Many campaigns revolve around propositions in PPS (printing & personal systems), but throughout the year all product segments of HP are covered. The agents of Skondras are specialized in IT. This allows them to engage in a broad conversation, broader than the current campaign. Thus, it may happen that a prospect indicates that within the specified period there is no need for PPS, but there is a need for a server & storage solution. The agent can then quickly switch and make a proposition from this HP business unit.
“Let’s be honest, ‘cold calling’ is not the most enjoyable part of the sales job. A small excuse is enough not to do it. That’s also why HP collaborates with Skondras. You then know for sure that it will happen within the specified time.”
