Experienced B2B Telemarketer Required

Helix Business Development Ltd is seeking an experienced B2B telemarketer with a minimum of two years’ experience of speaking to senior director-level contacts on technical campaigns with high (£100k+) sale values and a proven track record of success.

The ideal candidate must have excellent rapport and relationship building skills, high levels of motivation, good attention to detail, be able to work remotely, and ideally have a working knowledge of CRM systems and the new media sector.

Initial part time contract basis (2 days/week) with potential for longer-term permanent engagement.

For further details please click here

Please send CV and covering email to apply@helix-bd.co.uk

No agencies please.

Farewell Leo!

One of our founding directors, Leo Hardy, leaves Helix today for pastures new.

Leo has been an invaluable part of our team since we started the business two years ago, and has played a huge part in building Helix to where we are today.

While we will of course miss Leo’s infectious enthusiasm, extensive marketing knowledge and prolific tea-making capabilities, the whole team at Helix is working hard to ensure that there is no impact to our clients and work is still being delivered to the same high standard as ever.

I’m sure everyone will join the Helix team in thanking Leo for his hard work and effort over the past two years and wishing him the very best of luck in his new endeavours!

Marathon Man!

After a lot of training and a bit of worrying, Leo succesfully completed the Brighton marathon in 4 hours and 50 minutes.

We had hoped to have a picture of Leo crossing the finish line but the digital prints seem to have mysteriously disappeared when Leo realised he looked like a slightly camp Lee Evans look-a-like.

We’ll see if we can locate them later!

Data Sourcing – A rough guide Pt. 2

Having decided on the data that you need and what a good target prospect looks like, the next stage in your data journey is to have a good think about where an appropriate source might live. On a simplistic level, there are two main destinations:

Data providers

Websites such as Marketingfile (www.marketingfile.co.uk) provide a quick and easy way of assimilating the raw data to start a campaign. You should be looking at somewhere in the region of 30p-50p per record which makes it very cost effective but keep in mind that you will often trade this speed for accuracy of data (which is something I will move onto).

 Communities

 A more focused option could be to look for communities of companies that interest you and to populate data directly from these resources. As an example, you may find that online communities such as LinkedIn groups and twitter offer a more interesting twist on engagement. Likewise, offline communities such as networking groups, exhibitions and trade magazines may provide common denominators which help in the successful creation of relationships.

This method will provide you with a focused batch of data with a good opening statement (i.e. I saw you were at … event), the drawback being that it will be a slow process to populate and confirm all of the information necessary to start a campaign.

 Understanding data accuracy

When making purchases from a data provider, there is likely to be a reasonable degree of inaccuracy (particularly with constantly changing criteria such as named contacts and positions).

This inaccuracy will have larger implications depending on the marketing channels you are intending to use. For instance, emails are likely to have less of a financial burden on a first approach whereas direct mail can be a very costly exercise if the majority of named contacts are incorrect.

I would personally recommend taking some time to evaluate the data in order to understand its accuracy and make an educated decision about the best approach.  My first exercise with a new database is to ring a selection of companies to validate the contacts, their title and personal email address.

After doing a number of these types of calls, you get a feel for the data’s accuracy and can make an informed decision on what to do next. Options might include:

Qualification by email 

You might target large volumes of data by email thus enabling you to track open / click rates and isolating genuine data from dead data. The drawback being that, if email addresses are not personal (info@, enquiries@ etc) the results are likely to be skewed and it does rely on prospects actually looking at the information sent.

Phone qualification

Physically phoning the companies, identifying contacts and personal email addresses is a slow but thorough method of engagement.

Social media

Using social media to research contacts can be useful though it is important to understand that apart from being time consuming, some people are not as good at updating their role as others.

In reality, a combination of different techniques can often offer the most efficient solution to data purchasing and its subsequent validation.

I would suggest picking up the phone to the data provider to understand exactly what you are buying, stipulating what you are aiming to achieve and the channels you are hoping to use to avoid any major hiccups.

Alternatively, you can always call an agency such as Helix bd for objective advice (we’re always happy to help). Happy hunting!

This article was written by Leo Hardy. Leo is one of the directors of Helix BD and welcomes all comments and responses.

Helix Move to Hove

Over the last year, Helix BD has grown in an effort to offer a more inclusive range of lead generation based services to their clients and after a delightful start to our second year in business, we have moved to a new office in Hove (as pictured below). We can now be found at: 

22 Kingsway House
134 Church Road
Hove
East Sussex
BN3 2QW

Helix in their new Hove based office

Helix in their new Hove based office

Data Sourcing – A rough guide Pt. 1

As a small business running any type of marketing campaign, success or failure is often closely linked to how targeted and accurate your prospect data is. Despite this, data is an area which is frequently misunderstood and overlooked. I’ll be splitting this subject over two blogs with the first part looking at some of the basic considerations for any SME trying to define ‘what good data looks like’ (particularly in the business to business environment) and the second part focusing on the practical aspects of actually sourcing and building this database.

So, with acquisition in mind, let’s look at a few immediate questions which should help you articulate what a good prospect looks like: 

  • How do I define a company as being the right size?

This will require some work. Understanding what size of company will provide you with a sustainable and profitable relationship (where you can best deliver value for money) is an important step in defining a good prospect. A good place to start could be to look at your best / favourite / most profitable clients and seeing if there are similarities in terms of turnover, staff numbers, amount of offices, culture etc.

  • Are there specific market places that I should be targeting? (There certainly should be!)

It may be obvious but we still see companies overlooking this area in favour of other methods of targeting. It is all well and good understanding the size company that you are targeting but keep in mind that a marketplace will allow to create far more targeted messaging, focusing on industry specific issues, news, events and case studies. 

  • Should I be speaking to someone with a particular role within the company?

How have previous sales cycles worked? Is there a preferred role that is more likely to help you influence key decision makers? It makes sense to try and source these individuals from the start. Also consider that there may be multiple contacts that you need to identify and speak to (this is good practice in any campaign). Social media platforms such as LinkedIn can be a friend in helping you populate this information.

  • What contact information do I need to build a meaningful relationship?

Have a good think about the most appropriate ways to approach a database. It may be that a mix of channels such as telemarketing, emails & direct mails will help you to make meaningful contact. This will influence the type of information that you retrieve for a campaign and allow you to either source data directly from a provider or find it via alternative repositories (twitter, LinkedIn, phone etc).

  • What geographic locations am I going to be focusing on?

Sales meetings are fantastic but do think about how far you are able to travel and what implications this may have on your day. What realistic distance can you service clients from and how often will you need to travel if the business does convert? It is often easier to start in a small localised area before expanding out.  

  • Do I need to speak to head offices or can I also speak to individual branches?

If sourcing data from a provider be aware that you need to specifically request single sites and head offices. If this is not done, you may be left with a list of duplicate companies and some work involved in identifying the best branch.

Once you have thought about these initial building blocks, you will be in a position to actually start creating, testing and measuring this database. Please look out for part two of this blog which will look at this process in finer detail.

This article was written by Leo Hardy. Leo is one of the directors of Helix BD and welcomes all comments and responses.

Helix Christmas Party

Here is one of the tamer photos from our Christmas social on the 16th December. The Helix team enjoyed a three course meal and comedy at Komedia, Brighton.

I think I can speak for all when I say that we had delightful time and that no staff members drunk to excess. It is just unfortunate that the photographic evidence seems to have gone mysteriously missing… honest.  

Helix Christmas Party

The Helix staff at Komedia, enjoying food & comedy

Cadia Three Peaks

Last May, Leo completed the Three Peaks Challenge (climbing Ben Nevis, Scafell Pike and Snowdon in 24 Hours). The money has been collected and the cheque officially handed over.

We’re happy to say that a total of just over £7,200 was raised. The charities receiving support include the NSPCC and Sussex Air Ambulance. Well done lads!

CADIA 3 Peaks Cheque Hand Over