History
MSC Adriatics was established by Martin Wirtz from the UK & Boštjan Mencigar from Slovenia in 2007. In common with many "call centres" Martin was frustrated by the quality of leads provided by internal telesales teams and external agencies.
The former Yugoslavia region is reported to be seen as one of the biggest growth potentials within the SMB market (small medium business) for "Business to Business" services. In order to undertake any kind of marketing campaign the target companies must be identified and contacted. In order to undertake any marketing campaign the database is the key. Various databases are commercially available to purchase but all agree that the quality, accuracy and information available is sadly lacking and varies from country to country within the region.
In order to over-come this MSC Adriatics is working with a select group of Slovenian companies to build and profile the whole of the SMB market for Slovenia.
Our Setup
Based in Ljubljana, our new marketing & sales centre is designed to improve the working environment for our staff and help increase their productivity. We use the latest technology so you can be assured our time is spent talking to your customers. We will continue investment in our setup since we are committed to our customer business for the long term.
Our Approach
In order to deliver the range of services our clients require, we have established two core teams each with differing skills all focused on delivering results.
The Sales Contact Team
The sales contact team are trained to replicate the type of discussion you would expect your sales personnel to engage in during prospecting.
Just following a script is not good enough; they need to have both the technical knowledge and the sales skills to reach the decision maker, establish a rapport, probe to uncover any need or requirement and present the benefits of your company's offering - solution sales.
The sales contact team are adept at positioning the benefits you can provide as well as being sensitive to industry trends and the complexities of the distribution channels and partner arrangements.
The Profile Team
The profile contact team are trained to gather the key information which forms the basis of any campaign. This is the entry point for MSC staff.
The contact sales team are skilled at engaging contacts in a dialogue over the telephone and working through a script to deliver results.
The profile team are focused on profiling the prospective clients, obtaining the data so that contact team knows who the clients are and what they require.
The Marketing and Sales Centre also has a team of qualified IT professionals who manage the databases on a daily basis, list cleansing, data merging, de duplicating and reporting are all carried out within the data protection regulations.
Our approach to lead generation using the Sales Contact team is unique, this is an extension to our client's sales team. Most agencies and in-house teams only employ telemarketing agents who do not have the knowledge or capability to match the level of expertise required. We actively encourage our clients to assist in the training, selection and monitoring process throughout.
Each of our clients has an assigned Account Manager whose role is to advise clients on how best to achieve their campaign objective and to then tailor the appropriate MSC Adriatics service to deliver the desired results. If you succeed we succeed!
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