The Financial Times (div. Nikkei) – Daily Financial Newspaper
PSS Outperforms Previous Vendor and Achieves 460% of Goal on Lapsed Calling Campaign
After initially using a standard call center, The Financial Times used Professional Sales Solutions’ services for a three-month trial period. PSS outperformed call centers that The Financial Times had previously used in nearly every measurable category.
The newspaper’s sophisticated readership appreciates the interactive conversation with Professional Sales Solutions’ reps, clearly preferring it to the canned, scripted dialogue typical of call centers. PSS provides The Financial Times with comprehensive sales results, reasons for non-renewal, effectiveness of various pricing, as well as other quantitative and qualitative feedback. With this information, The Financial Times is able to react quickly and make critical decisions.
In 2007, PSS conducted a sales campaign for The Financial Times to bring lapsed print and web subscribers back into the fold. Client goals were 2-4% yields. At the conclusion of the campaign, The Financial Times’ Senior Manager, Global Retention, Ginny Dymek, said PSS did 460% better than the benchmarked goal, generating a yield of nearly 14%. Since then, The Financial Times has expanded its relationship with PSS, utilizing our services for business to business, domestic, and international conference and appointment setting campaigns. These have included calls conducted in Spanish.
Institutional Investor – Business to Business Publisher
External Sales Force Excellence Operating Alongside Internal Sales Team
Institutional Investor has numerous publications covering a wide range of investment spheres with subscription prices ranging from a few hundred to several thousand dollars. Readers of Institutional Investor are active, sophisticated investment professionals who rely on the judgment of the publications to make critical investing decisions.
Marketing Director Anna Lee reports that in the 7+ years that PSS has been conducting call campaigns for Institutional Investor, PSS has dramatically expanded sales while working seamlessly in conjunction with their existing internal sales team.
SourceMedia – Provides Market Information and Insights to Financial Services Industry
In its five and a half year history, PSS has never received feedback from a client addressing an end user complaint. Director of Client Services – SourceMedia Frank Nestor reports that he has received no negative feedback. He says that this is a welcome change over telemarketing firms that SourceMedia utilized in the past, that engaged in slamming.