Merit Group carries out offshore content research, business process management and marketing data creation for some of the world’s most trusted information businesses. But with a high-value service, a complex market and a number of misconceptions to overcome, the company had experienced poor results from appointment-setting companies.
Sales and Marketing Director Ben Tindall reveals how working with Achieve UK has transformed that picture:
“Achieve UK has been making appointments for a number of our directors, since 2010. The relationship works really, really well.
They’re able to understand our service, empathise with people, and really connect. They don’t hassle anyone when they call, and that makes a real difference.
The biggest thing for us is now, when we walk in, we see people who already know exactly why we’re there and what our proposition is.
We’d worked with other appointment setting companies previously, and the results were terrible. We turned up to meetings and people didn’t really understand who we were. So working with Achieve is really refreshing.
We do niche work with publishing and information businesses. The specifics take a bit of explaining, and with a contract costing anything up to a million a year we’re asking very senior people to show some real trust. Some people still have preconceived ideas about offshoring to India, too, and we have to dispel those myths right from the start.
So Achieve needed to acquire a fair bit of expertise, quite quickly, to understand what we do, and talk about it with authority.
That’s really valuable, and it’s generated a lot of income for us.”
