Wouldn’t it be nice to have a “how-to” guide for cleaning CRM data?

Keeping up with contact data accuracy is one of the hardest jobs for any marketing director, markop or CMO.

Unfortunately, it’s just not an easy process.

OnTarget Partners has built an 11 step process to clean and de-dupe CRM data for our clients.  What’s great about this for us, is that cleaning CRM data is an ongoing process, which should be done every 18 months for best practices in direct marketing.  This will help guarantee the maximum return on investment for marketing spend, because marketing with incomplete or inaccurate contact data is one of the greatest leaks for any marketing budget.

So, if you need a “how-to” guide for cleaning CRM data, you have come to the right place — OnTarget Partners.

If there is one thing that sets OnTarget apart from our competitors, it is our ability to reach and communicate with the executive level.

Executive level telemarketing, or C-level telemarketing as some people may call it, is not easy, but can be very effective.

Many people are reluctant to call on the higher level executives in an organization.  They fear their directness, and may be intimidated by them.

OnTarget prides itself on our ability to reach these executives — CEO, CFO, CIO, President, Division Manager, etc.  They are the true strategic drivers in the business, and because OnTarget typically supports the sales and marketing efforts of solutions providers, these are the decision-makers and buyers of our clients products and services.

So, if you are in the market for executive or c-level telemarketing, you have found the right resource — OnTarget Partners.

Ed Trachier, CEO

Researching prospective clients can have many names.  Some companies call it “account research”.  Some companies call it “account mapping”.  Even others call it “account discovery”.

Whatever it is called, I call it IMPORTANT!

Knowing who you are targeting at a contact level is as important as which companies you are targeting.  The decision-makers, influencers and champions of your solution(s) need to be known in order to develop and express the most powerful value proposition possible. 

Connections that exist, trigger events that have happened, and historical decisioning may all be available with a little research.

So, you have to have the time for these processes in order to maximize success.  If you don’t have this time, call OnTarget.  We can help.

-Ed Trachier

Ed Trachier is Founder and CEO of OnTarget Partners.  He can be reached at 214-618-4960, or via email at trachier@ontargetpartners.com.

Ed Trachier, CEO

When it comes to new business prospecting, one important qualifier stands out above all others.

I discuss the primary qualifiers of a prospect with my clients frequently.  They are:

• Need
• Budget
• Time-Frame
• Decision-Making Authority

What may seem somewhat counter-intuitive, is that the decision-maker is always the most important qualification criteria. 

Sometimes, we as salespeople overlook the fact that there is a reason a VITO (Very Important Top Officer) is taking the time to meet with us.  We may not have all the facts.  We may not know the true intent of the decision-makers action of accepting our offer to meet.

One thing is clear, though — Take the meeting!

If you are sitting across from, or on the phone with, the decision-maker, you always have a great opportunity to close business.  Good Luck!

-Ed Trachier

Ed Trachier is Founder and CEO of OnTarget Partners.  He can be reached at 469-200-4901, or via email at trachier@ontargetpartners.com.

Ed Trachier, CEO

It is legitamitely hard to create demand in the big-ticket, solution sales world of B2B.

I counsel my clients frequently not to cast a wide net with loose value propositions and generic advertisements.  The “buy now or you may lose out” selling style simply does not work in the markets in which OnTarget operates.  No one buys large solutions on impulse; there is a lot of complex, analytical thought and plenty of budget considerations too.

This is what I call the demand discovery vs demand creation paradox.

OnTarget is in the business of demand discovery, not demand creation.

We look for qualified buyers for our client’s solutions.  We grade these buyers based on several important characteristics:

• They have a real business problem that is solved by the client’s solution(s)
• They are willing to take the time to explore the client’s solution(s)
• They have a discussed budget
• They have a defined time-frame
• They have knowledge of the decision-making process, and share that with us

When all of these characteristics line up, we have discovered demand for our client.

Discovering demand for our clients may be difficult to accomplish, but it is not near as difficult as creating the demand.

-Ed Trachier

Ed Trachier is Founder and CEO of OnTarget Partners, LLC.  He can be reached at 469-200-4901, or via email at trachier@ontargetpartners.com.

Jeff Fischer, Marketing Director

One of the things that I enjoy most about each new year is “renewed outlook,” and the rejuvenation that comes with it.  Personally, it is a chance to re-evaluate priorities and goals; professionally, it is an opportunity to do the same.  With the new year upon us, OnTarget Partners continues to look for new ways to grow and expand: new clients, new partnerships and new opportunities.

One of the exercises that we perform every year-end is to look at our growth holistically: are we “growing,” are we “swelling,” or are we growing AND swelling?  This is a tricky question, and one that deserves some thought. I would define swelling, from a business standpoint, as “the growth and expansion of current business,” or “expanding our footprint within an existing client.” When a business is swelling, it is bringing in additional income through an existing revenue stream.  This is a very good thing, as it suggests that the provider is performing at or above the client’s level of expectations. In addition to “swelling,” OnTarget Partners wishes to “grow,” which we would define as “the generation of new business through new clients/logos.” OnTarget wishes to swell AND to grow. As our recent commendation as one of Dallas’ 100 Fastest Growing Companies (an award given this past November) would suggest, we continue to do both at a remarkable rate.  When we look ahead to 2012, we feel confident that we are heading in a positive direction.

As we continue to swell and grow from a business standpoint, it is imperative that we grow internally as well. OnTarget Partners is currently seeking professionals to join our team and contribute to our success in 2012 and beyond. If you are in the Dallas area and are looking for a “fresh start,” or to expand your professional horizons, we want to meet you. We are currently looking for Opportunity Developers to work within our Demand Generation vertical, helping clients expand their sales pipeline and win new business. Ideal team members possess the following experience and qualities:

-          Goal-oriented individuals with a minimum of 5 years sales/marketing background

-          Professionals who have experience engaging with C-Level executives

-          Self-motivated developers that can help establish and maintain growing, working relationships with new and existing clients

-          Those that can evaluate and identify pipeline potential and can bring winnable business to clients

If you possess these qualities, and are looking for new opportunities/new challenges, we want to hear from you! Please contact Jeff Fischer at (469) 200-4903 or JFischer@ontargetpartners.com. We look forward to growing with you!

-Jeff

OnTarget Partners is very excited to announce our theme for 2012.

“Catch the Wave”

We are excited to kick off the new year and look forward to great success.