DJM Sales & Marketing
September 30, 2013 Issue
The Most Powerful Name In Corporate News and Information
Sales Services for Global Companies and Emerging Innovators
About DJM Sales & Marketing
DJM is the trusted partner of B2B technology organizations seeking to strategically go-to-market and drive revenue growth. Acting as an extension of your marketing and sales teams we increase the quality, quantity and velocity of leads, forecasted pipeline and closed business.
provides full-service solutions to global companies and emerging innovators
pursuing improvement in their efforts to win new business, gain greater
share of wallet with their current customers all while lowering the cost of
sales. Founded in 1997, DJM is based in Boise, Idaho and is a proud 3 time
honoree of the INC 500/5000 award for the fastest growing companies in
Interview conducted by: Lynn Fosse, Senior Editor, CEOCFO Magazine, Published – September 30, 2013
CEOCFO: Ms. Marlor, what is the focus at DJM Sales & Marketing today?
Ms. Marlor: Today our company works with technology and telecom companies throughout North America. We are a sales service organization with an outbound call center infrastructure; we support sales and marketing to drive leads to their sales people so that they can close more businesses in a more efficient and quicker way.
CEOCFO: Would you tell us about your call center and some of your other activities?
Ms. Marlor: The most important thing is that our staff is instrumental in the success of our company. On a day-to-day basis, there is constant training, roleplaying, being on the phone and engaging with our prospects—dialing the phone is very important. The most effective way in which we engage with someone is via the phone. We could be giving them information that they may not know about a product. I use the word “engage” because most people are receiving a hundred calls a day and they do not want to talk. How we are able to enter a conversation about their business—what is working, what is not—is individualized by each sales person and that activity is the most critical out of everything that we do. We have a lot of fun. We pay our people well, they have a very nice environment to work in and that shows in the productivity.
CEOCFO: What is the key to engaging a prospect?
Ms. Marlor: It is about being a human. It is about being a person on the other end of the phone, being empathetic and genuinely being passionate about the work that you do.
CEOCFO: Are all of your people local?
Ms. Marlor: We have two offices. We have an office in Boise, Idaho, which is our corporate headquarters where my husband and I raised our family and where I started the business out of my home. Early in our careers we were corporate gypsies. We have been all over the United States and our last stop prior to Boise was Washington, D.C. I opened an office in April is in Austin, Texas. The reason that I chose Austin was it is a technology hub with a great amount of talent with great sales people. Texas is a very business friendly state. I also have a few remote workers. We have highly qualified people. I also support contracts where we have people who are in Europe, and we have also done global support. We have had people all over the world.
CEOCFO: What are some of the challenges in opening an office remotely and keeping the corporate culture intact?
Ms. Marlor: I am living that right now. I am finding that presence and integration is incredibly important. It is a challenge and work-in-progress and I do not think that I can tell you that I have a recipe for success yet because I am still working on it and building that office.
CEOCFO: Would you tell us about how you engage with your clients?
Ms. Marlor: 98% of my business is by referral. I have always done the business development part of our business, engaging and working with our clients. For many years I was the person who only engaged with our clients, but I do have a client services team at this point in time and they do a great job. It is about building a relationship that is based on integrity and doing the right thing for the client and being fair. By having the reputation, people will pick up the phone and call me. I have a client that I have worked with for 15 years. We pick up the phone and do the work. As I have watched people that I have worked with directly, they have gone to various companies and take me with them because they know that they can count on the work that we do. That is very important for us.
CEOCFO: What were some of the personal challenges of developing a business from your home? What have you found that works well?
Ms. Marlor: It is interesting because when I first started the business I was doing everything. For the first two years in our new house, I had 12 people working in our house. It was never our home—it was just our office. However, people were very respectful of that and it was interesting to shift out of the home and go into an office and having the opportunity to create my home as my home and that respite. At the time, it was not an issue or challenge. More than anything, I probably worked too much. Many business owners work too much and when the kids were little it was very easy to get them to bed and then go back and work. I have a great husband who is very supportive, but he also travels a lot and I have a daughter with disabilities, so making it all work was a challenge. That challenge has not shifted—it is very time consuming being a parent and running a business.
CEOCFO: You provide about 6 listed services—are there areas you would like to grow or change?
Ms. Marlor: All the DJM offerings are the areas that we love and that we are passionate about. Siemens Communications is one of our premier clients. There are different kinds of corporations and we do various kinds of work for them. The work that we do is fun to be able to work side-by-side with a company and be the very first touch, and it is an honor to be asked to do that. How we represent these companies, usually for the first time, is important to us because we want to provide great service to our clients.
CEOCFO: Do the majority of your clients pay attention to your ideas and suggestions?
Ms. Marlor: It is mostly, “We need to generate revenue; can you help us do that?” We can, and we have done that over and over and hundreds of millions of dollars in revenue has been generated by my company and closed by their company. It is a great partnership; we are an extension of their sales and marketing organization. There is a lot of collaboration. You know the people that you work with and you know them well.
CEOCFO: Do the majority of your clients follow through on their end?
Ms. Marlor: In the preparation as we are beginning to work together, the processes that we have put in place are very effective. We know that if someone actually followed our process, they will have success. From the moment that we complete a profile, which is very extensive, their sales people will use that profile when they go in to a meeting. They already know when they go in to a meeting that that person has a budget, they know the timeline for when purchases are going to be made, they know what the need that company has, the demeanor of the person and we also talk to them about who they are going to be meeting with. When a sales person can walk in and literally have a discovery call completed for them, they have idea of where to take their presentation, where to take their line of questioning, and that they can highlight their skills. We also check back with our clients to see what businesses have closed and for many of our clients, we offer a guarantee with a quality rating system so that they can grade the appointments that we send them.
CEOCFO: Why should investors and people in the business community pay attention to DJM Sales & Marketing?
Ms. Marlor: It comes down to our heart, commitment and passion for our work, along with the quality of our work and our ability to collaborate with and support our customers with meeting and exceeding their goals. That is the biggest reason why they should pay attention to us. Everybody is having to do more with less and as an outsource contractor, we can help them get their work done very efficiently and affordably.
CEOCFO: Final thoughts?
I would like to stress the importance of great staff. It truly takes heart,
commitment and tenacity!—People have to strategize and think about how they
are going to work with each person that they are calling and having the
ability to engage. It is a delight to watch this in action. I want to
commend our staff about how great they are.
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