Although no one knows the value of your solutions better than you, no one articulates that value to executive-level decision makers like OnTarget. We understand that your sales executives need to spend their valuable time in front of “qualified” decision makers. OnTarget makes that happen!

1. What does OnTarget offer that others don’t?
2. What are your costs?
3. How quickly can you get started?
4. Can you provide a list of contacts to call?
5. Can you guarantee success?
6. Can you cold call as effectively as my top salespeople?
7. Where are you located?
8. I'm concerned about the caller(s) who'll be representing my company. Can I talk to and interview the caller(s) assigned to my campaign?
9. How do you provide information to our prospects?
10. What is a “qualified” opportunity?
11. I‘ve never outsourced lead generation before. Can I do a Pilot to ensure it works for my company?
12. Do you use scripts?
13. Is your custom research offering industry/vertical specific?
14. What is the accuracy expected with contact research?
15. Can OnTarget provide organizational charts and/or provide information for how a contact fits into the decision-making process?
16. What is this 360° offering under custom research all about?
17. Can OnTarget help me to understand the appropriate triggers that my company should look for when selling our product and/or service?
18. My vertical is an area that seems to be more influenced by government regulation/law than others. Can OnTarget help me to understand the impact of my business?
19. Regarding your CRM data cleanse offering, what CRM’s do you have experience in cleansing?
20. Can you tell me about your campaign management line of service?

1. What does OnTarget offer that others don’t?

OnTarget is focused exclusively in the B2B marketplace with educated and experienced teams of B2B sales associates. All of our associates have between 10 and 35 years experience selling to the executive level. Our business model is designed to make OnTarget an extension of your sales and marketing teams to provide positive ROI for your budgeted dollars. This not only includes immediate opportunities for your sales team, but a nurturing process to keep your organization on the minds of your prospects.
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2. What are your costs?

Pricing varies based on the complexity and size of your program. Contact us for more information.
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3. How quickly can you get started?

Although a typical campaign requires approximately 2 weeks of set-up and training, our flexibility allows for campaigns to be up and running in just a few days.
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4. Can you provide a list of contacts to call?

Yes. We can either work with your database or create a list of prospects to call through our Custom Research process. Your database is developed based on the parameters that you establish such as size (# of employees or sales volume), vertical markets and industries, geographical area (zip codes, cities, states, etc), etc. Our internal research team will then identify the right target contacts within your prospect organizations based not only on title but also on functional area of responsibility.
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5. Can you guarantee success?

We understand your concern. Most of our clients come to OnTarget because of failed experiences with prior telemarketing or appointment setting services. OnTarget has been conducting B2B lead generation and appointment setting campaigns since 1997, and is among the most experienced companies in the United States in this space. While there are no guarantees of success in any venture, we have built internal processes to ensure campaign service level agreements are met 100% of the time. These processes include:

• A dedicated team of an Account Manager, Project Manager, Callers and Researchers working diligently to exceed your desired results
• Customized software allowing us to nurture prospects until they are in the buying cycle for your solution or service
• Highly-trained and experienced callers with the ability to have consultative conversations with top-level executives

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6. Can you cold call as effectively as my top salespeople?

Yes, and we know this because your top salespeople DO NOT cold call, nor should they. Many companies have realized the cost effectiveness of outsourcing their prospecting and lead generation needs. When you separate the prospecting function from the sales function, it allows each group to specialize in their specific piece of the sales process. By outsourcing the cold calling, outside sales teams are freed up to use their time and skills more effectively. They spend more time in front of qualified prospects selling and less time chasing unqualified leads. As a result, your top salespeople close more sales, while the company experiences an increase in revenue. Secondly, the experienced OnTarget caller is doing what they do best – cold calling to articulate complex solutions to qualified prospects and setting qualified appointments. This model provides the outside sales team with a consistent pipeline of qualified leads furnished by our professional callers.
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7. Where are you located?

OnTarget Partners is headquartered in Frisco, TX (north suburb of Dallas) and all callers representing our clients are located here. We have callers who are highly trained and experienced in generating leads and appointments for your specific industry.
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8. I'm concerned about the caller(s) who'll be representing my company. Can I talk to and interview the caller(s) assigned to my campaign?

Yes, this is highly encouraged. We will work with you to match your specific campaign needs to the experience of one of our callers. In addition to interviewing our caller, we will conduct multiple “role-play” calls with you until you are comfortable with the value proposition that will be articulated to your prospects.
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9. How do you provide information to our prospects?

OnTarget works for you on a seamless basis and calls prospects as an employee of your organization. In addition to phone calls, we prefer to get set-up with a client email address to facilitate the exchange of collateral via email when requested by prospects.
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10. What is a “qualified” opportunity?

This is defined collaboratively with you to meet the needs of your campaign. We strive to produce qualified meetings with decision-makers who have a specific need, time frame and budget for your solution or service.
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11. I‘ve never outsourced lead generation before. Can I do a Pilot to ensure it works for my company?

Yes. OnTarget will always put “skin in the game” to prove our value. Our 100% conversion rate from pilot project to ongoing campaign tells it all.
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12. Do you use scripts?

Absolutely not. Our callers have consultative conversations with executive-level contacts which makes every conversation unique and impossible to script.
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13. Is your custom research offering industry/vertical specific?

No. OnTarget has an outstanding track record of success in providing custom research in virtually all verticals: Healthcare; Manufacturing; Retail; Consumer Packaged Goods; Transportation & Logistics; Banking & Finance; High-Tech; Travel & Leisure; Utilities; Media & Entertainment; Pharmaceuticals; Holdings Companies; Educational; State/Local Government; etc.
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14. What is the accuracy expected with contact research?

OnTarget guarantees accuracy rates over 98% at the time we deliver the contact data, with a comprehensive subset of 17 different pieces of unique data captured on each contact (Name, Title, Direct Phone, Email, to name a few fields).
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15. Can OnTarget provide organizational charts and/or provide information for how a contact fits into the decision-making process?

Individual companies can be explored to discover how buying decisions are made, and who is involved in the decision-making process.
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16. What is this 360° offering under custom research all about?

OnTarget has found that, in many cases, the company with the best solution/offering is not always the one that is ultimately chosen by target prospects. To that end, many companies have utilized this type of Custom Research to help them gain a better understanding of how the target company may fit into an overall Parent Structure, and what does the Executive Leadership look like. To provide a brief glimpse into this offering, who currently sits on the Board of Directors, and what are their other relationships (e.g. other companies), and how does this fit into the companies vying for their attention is usually an area worth further exploration to determine likelihood of closed business for your Enterprise.
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17. Can OnTarget help me to understand the appropriate triggers that my company should look for when selling our product and/or service?

Absolutely. With 6 years of domain experience, we have a good handle on what motivates change, and likely adoption of product/service, depending on timing, change in question, and of course, vertical. We would love to discuss further. Give us a call to learn more.
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18. My vertical is an area that seems to be more influenced by government regulation/law than others. Can OnTarget help me to understand the impact of my business?

Absolutely. We consider government regulations/laws, and the like, to be within our trigger event monitoring line of service – and yes, they can be critical to production/solution adoption, and can have both macro and micro economic impacts. In fact, our CEO, Ed Trachier, has a passion for studying industry trends, regulations, and developments, and has a 15 year track record of success in consulting with companies with their respective marketing challenges.
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19. Regarding your CRM data cleanse offering, what CRM’s do you have experience in cleansing?

Salesforce.com; Several SQL-Based Internally Developed Instances, ACT, Siebel, SAP CRM, Oracle, and MS Dynamix are just a few. Rest assured, we have the technical people in place, to allow for extraction, cleansing, and exporting back to your CRM of choice. We would love to discuss this offering with you further.
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20. Can you tell me about your campaign management line of service?

We have found that some of our clients simply do not have the time and/or inclination to wish to have their own CRM track their leads. In these instances, they have turned to OnTarget to allow us to run the marketing campaigns for them. While providing their internal sales team access, and sales managers greater and different access, we have taken out the worry in maintaining an internal CRM. Because we work in CRM’s daily, you can trust us as experts in this area.
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