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MarketCall Group was created in 2006 out of a need, but not one that business owners recognized right away. Shifts in the way business was done, how buyers and sellers connected, and the global economy were causing sales representatives to work 2-3 times as many leads to maintain the sales volumes they once enjoyed with ease. It was a challenge that savvy business owners, whose focus was on both revenues and profits, had to overcome.

Jennifer Shields, MarketCall Group’s founder, recognized the challenges of businesses seeking aggressive growth:

More leads were necessary to achieve the sales goals
More leads meant more time spent on prospect research and qualification
More time was required to close sales
Sales teams with extensive relationship building experience would become paralyzed by prospect canvassing
Providing sufficient customer service and attention becoming more difficult due to time pressures

In the end, employees were spending more time and energy to convert fewer prospects to customers. This was a recipe for frustration, burnout and lost profits.

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