Enable your sales team using the eCoast Call Blitz. Lower cost per Partner than typical channel marketing plays and is proven to generate incredible ROI.

1. www.ecoastsales.com
1.877.766.7355
sales@ecoastsales.com
Putting on a Blitz:
Rocket Fuel for
Your Pipeline
© eCoast

2. Your Mission:
Return On
Investment
Blastoff Into A Demand Generation Campaign
That Lives Up To Your Expectations
Have you ever ended a lead generation campaign with the feeling
that it failed to produce? Are you tired of embarking on campaigns
that launch with a burst of speed only to just quickly fade out?
eCoast has more than a decade of experience helping our clients
achieve success on marketing campaigns. We’ve taken what we’ve
learned from executing 5,000+ Call Blitzes, and have used that
knowledge to craft a complete service that delivers results. You can
achieve:
•
Measurable ROI
•
•
Channel Sales Enablement
•
New Pipeline Opportunities
Real Time Visibility into
Efforts and Results
•
Partner Accountability
•
Proof of Performance
Imagine Achieving Results Such As These!*
5
$3entK =
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enerated 390
G
eads
and 260+ B L
0M
$e3mated
= pti eline
s
ip
investment
0
$1entK =
cli
ts
Appointmen
nerated 40+
Ge
ads
and 30+ B Le
investment
0
$1entK =
cli
pointments
rated 35+ Ap
Gene
ads
and 50+ B Le
1 aM
$esti.m7ted
= pipeline
4 aM
$esti.m7ted
= pipeline
investment
*Individual results may vary.
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3. www.ecoastsales.com 1.877.766.7355 sales@ecoastsales.com
What Is A Call Blitz, Anyway?
A Call Blitz® with eCoast is a high-energy tele-prospecting event
that builds your pipeline and relationships through your sales
channels. Whether it’s setting appointments, generating qualified
sales leads, setting up demonstrations and assessments, inviting
prospects/customers to an event, or upselling to existing accounts,
a Call Blitz event can help you achieve your goals.
eCoast Call Blitz:
Charting A
New Mission
A Call Blitz event works hand-in-hand with our SalesDash Portal,
an intuitive web platform designed to support the entire Call Blitz
process that improves accountability and provides immediate proof
of performance for all participants. Once the event is over, only
the good contact data, or those leads generated during a blitz, get
uploaded into your existing CRM tool, eliminating any chance of
duplicating efforts.
Why A Call Blitz Event
Easy
To Set Up
Easy
To Manage
Easy
To Integrate
Step By Step
Guidance
Aggregates Data
In Real-time
Completely
Configurable
=
Warm
Leads
Only Verified
Contact Data
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4. Sales Enablement:
Preparing the
Flight Crew
Training In A New Orbit
How have you gone about getting your sales team ready to sell your
solutions in the past? Did you roll out a quick training program, give
them a few brochures, and hope for the best? Most internal sales
teams receive a few hours of training on a new product or service
before presenting it to customers and prospects, and a channel
partner receives even less. You may have survived with this approach
if it was with your direct sales team, but with a channel partner, who
has other suppliers’ solutions to sell, it is difficult to know if you’re
getting top of mind attention.
Practice Makes Perfect
An eCoast Call Blitz event provides the opportunity to train your
sales reps/channel partners on your solutions; you can still provide
the brochures and presentation slides, but the Call Blitz sales enablement methodology allows you to take the next step towards truly
enabling your sales channel to sell. Through a Call Blitz, your team
will get hands-on training to start positioning and selling your products and services the right way, while you monitor and coach them.
Set Them On Autopilot
Sales people sell what they know. Long after the Call Blitz is over,
your sales reps and channel partners will be much more effective in
positioning your solutions because they know how to navigate the
rugged terrain.
Kick Your ROI Into High Gear
Grow Your
Pipeline
4
Sales Training
and Enablement
Improve
Product Launches
Boost Event
Attendance

5. www.ecoastsales.com 1.877.766.7355 sales@ecoastsales.com
Who Is Involved?
eCoast
You, the Supplier
Sales Rep/Channel Partner
Provides program management
and the calling and reporting tools
to ensure maximum ROI.
Trains on solution positioning
and has the option to participate
with sales reps.
Performs outbound calling to drive
demand for suppliers’ solutions.
•
•
•
•
Program Management
Cold Calling Training
Operational Support
The SalesDash Portal
•
•
•
•
Leadership and Motivation
Competitive Spirit
SPIFFS and Awards
Solution Positioning Training
•
•
•
•
Willing Participants
Great Attitude
Competitive Spirit
Team Effort
5

6. www.ecoastsales.com 1.877.766.7355 sales@ecoastsales.com
SalesDash Portal:
Our Signature
Tool Powers
Your Event
Measure the Blast with the SalesDash Portal
The Call Blitz SalesDash Portal was specifically developed to allow
your sales teams to perform fast paced outbound calling, while
enabling managers to track all activity and results in real-time.
Get Immediate Proof of Performance
Instantly see which regions or teams are performing at an aggregated
level, or see who made the last appointment with the scrolling ticker
across the top of the screen. For channel managers who need to
report how MDF dollars are used, the SalesDash Portal simplifies
proof of performance reporting with their participating partners.
SalesDash Portal Works with Your CRM
The problem is most CRMs are not designed for the rapid pace of
cold calling efforts. CRM applications are primarily designed for managing accounts and opportunities through the sales cycle. During
a Call Blitz, your team uses the SalesDash Portal to turn cold leads
into opportunities. Once a new opportunity has been generated, it is
quickly uploaded to your CRM system for immediate follow up.
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7. SalesDash Portal:
The SalesDash Portal Provides
•
Live Reporting: Micro and macro-level reporting about the Call
Blitz performance overall.
•
Outbound Calling: Interface is designed for outbound calling
at a fast pace.
•
Real-time Ticker: Scrolls at the top of the screen to display the
current sales status of participants.
•
Document Library: All related materials are accessible to all
participants, from call scripts and questions, to collateral.
•
Record Assignment: Assign and reassign records to participants
to keep contacts separated.
•
Export at Will: Export metrics and records into a spreadsheet
during and at the end of an event.
•
Proof of
Performance
Automated Email Alerts: Send alerts to participants based
upon the thresholds your choose.
Scrolling Ticker
Multiple
Report Types
Click On Chart
To Drill Down
Track Overall
Performance and SPIFFS
7

8. eCoast:
Your Mission
Control Team
Taking the Cold Out of Cold Calling
The good news is your team won’t Blitz alone. You’ll have a mission
control team at eCoast to train all participants on tele-prospecting
best practices and to assist with every phase of the campaign.
Additionally, your sales reps/channel partners will be calling alongside
one another, giving them the camaraderie needed to make the cold
calling experience a warm one.
Mission Preparations
•
Set Up and Event Planning: You are assigned a program
manager to walk you through the process of setting up a Call
Blitz event.
•
Agenda Creation: We help you create an agenda for the Call
Blitz day, complete with SPIFFs, meals, and time to recognize the
Top Performers.
•
Participant Enablement: We provide hands-on training to
prepare Call Blitz participants on how it works.
•
Market Guard: We assist in the assignment of calling contacts
for each participant to prevent any confusion or territory issues.
•
List Services: We can assist with list services by uploading an
existing list provided by your team, or by providing your team
with a brand-new list of contacts. At any time, you are able to
supplement a list with additional records; just send them to us
and we’ll take care of the rest.
•
Content Customization: We work with your team to develop
the Calling Scripts, recommended Voice Mail message, and
Frequently Asked Questions that typically come up during a Call
Blitz.
During the Launch
•
•
List Loads: eCoast will upload data into the portal prior to the
start of the Blitz. In some cases, there may be a need to load more
lists during an active Call Blitz, and eCoast will assist with that.
•
8
Dedicated Technical Support: Each Call Blitz is assigned a
specific Toll Free Support Line.
Upload to Your CRM: Once the event is over, we supply a
download (based off of your CRM Export Template) for you to
upload into your existing CRM tool for continued opportunity
management.

9. www.ecoastsales.com 1.877.766.7355 sales@ecoastsales.com
Ready To Blitz:
Prepare
For Takeoff
The Importance of SPIFFS
Driving Behavior: SPIFFs (Sales Promotion Incentive Funds) can enhance competition; create a fun environment, and reward
participants and managers alike. You can use SPIFFs to drive behavior with rewards such as scratch tickets, lottery tickets, gift
cards, T-shirts, company swag or cash to encourage participants to:
•
Log into the SalesDash portal before the Call Blitz begins to strategize
•
Update call records within the first half hour of the Call Blitz or in a given time period (one hour, two hours etc.)
•
Have participants update as many records as possible over the entire duration of the Call Blitz
•
Have managers encourage their reps to make the most record updates in their territory over the entire duration of the Call Blitz
Driving Results: You will want to use your larger prizes to drive results, with rewards such as: gift cards or cash, sporting event
tickets, paid time off, happy hour with free drinks and appetizers, membership to a club, hi-tech devices (tablets, laptops, TVs).
Use these SPIFFs to drive your team to:
•
Set the most appointments over the course of the entire Call Blitz
•
Set the most appointments within a given time period (one hour, two hours, etc.)
•
Generate the most estimated pipeline
•
Manage their territory to the most appointments over the entire duration of the Call Blitz
9

10. Ready To Blitz?
Call Us For
A Free Demo
Call Blitz Success Factors
A Call Blitz should be energetic, fun, exciting and fast; typically one
to three business days followed by a month of nurturing. The environment should offer encouragement, support, friendly competition
and rewards. When the participants begin seeing the benefit of their
efforts, the success of the event will be unprecedented.
Ready To Take A Simulated Flight?
We can show you, step-by-step, how to roll out this type of event to
your channel and start refreshing that sales pipeline today.
Request a demonstration at sales@ecoastsales.com or call us at
1-877-766-7355.
www.ecoastsales.com
10
1.877.766.7355
sales@ecoastsales.com