Overview

Blaire Group, an independent sales research and advisory firm is a leader in equipping executive managers and sales teams to meet and exceed revenue goals. Blaire Group Founder and CEO, Mr. Kraig Kleeman is the author and originator of The Must-React System. The Must-React System is an "Introductory Messaging System" that equips sales executives and business development professionals at building sales pipelines. It is an expert cold-calling and new business development system that adheres to a strict, well-developed set of principles that can be applied to any industry. It provides vital direction for cold-calling, tele-prospecting, and business development efforts. It offers specific guidance for introductory presentation skills at all levels.

Key lines of business

Must-React Consulting Engagements - The purpose of Must-React Consulting Engagements is to bolster sales pipelines by applying the Must-React methodology internally at your organization.

The Must-React System is presented in large group, small group, and one-on-one settings. It is deployed in four sequences.

• Observation - Blaire Group analysts observe your sales professionals at making live cold-calls, and document the results against our critical competency indicators. The outcome is a findings report that benchmarks your team’s skill sets and techniques against industry averages.
  
  
• Cold-Calling / Message Optimization - Blaire Group analysts will make cold-call dials into your target buyers and schedule meetings. Utilizing the principles of Must-React, we will develop an optimized message that will be ready for your team. The outcome will be the scheduling of dozens of meetings and the development of a script process that will be reproduced in your team members.
  
  
• The Research-Briefing Model - Target buyers will not respond to traditional, introductory sales calls. They will respond, however, to research that is relevant to their professional mandates. A Blaire Group analyst will develop a customized research-briefing that will replace initial sales calls for your sellers. The briefings will be topical, and built around your target buyers' professional mandates and professional core values. Blaire Group analysts have built dozens of briefings and all are customized for each particular selling environment.
  
  
• Customized Training and Certification - After executing the foundational activities of Observation, Message Optimization, and building customized Research-Briefings, our analyst is equipped to apply The Must-React System to your sales team through in-depth training and certification. The training is comprised of clinic time, large groups, small groups, and one on one training sessions. Clinic time includes “live” cold-calling. Certification must be earned through demonstrating competence with the methodology associated with Must-React and achieving metrics-based goals during a one-on-one certification time.

Call-Center Advisory & Referral Services - Blaire Group has the knowledge to make your call-center selection process a successful effort. Our directory of World-Class and Recommended call-centers is comprehensive. We have conducted hundreds of on-site evaluations. Our research will save you time, while reducing the risk of choosing an incompetent call-center, which will reflect poorly on your business. We can assist you with identifying the call-center that is best-suited for your business needs.


Blaire Group’s quantitative scoring methodology assists our clients with selecting call-centers that are competent for the project at-hand.

• Agent Communication Skills: Call-Center Agent’s are audited and the call-center is rated for essential skills, functions, and English language fluency amongst its call-center, agent employees
  
  
• Call-Center Analytics: A thorough examination the call center’s vital call-handling metrics are examined, rated, and scored.
  
  
• Operations: Our analysts rigorously examine the call-center’s organization and process efficiencies. We apply the organization’s workflow and other procedures against our critical competency checklist and create a rated, reliable score.
  
  
• Management: This section analyzes the call-center’s management team. A careful examination is placed on ratios associated with executive leadership, middle management, and team-lead practices.
  
  
• Industry Experience: A complete investigation of the call-center’s ability to transfer industry knowledge to its agents is fundamentally required for client success. Our models rigorously examine and evaluate this capacity.
  
  
• Training & Development: A complete investigation of the call-center’s product knowledge and product messaging is completed. Special examination is given to evaluating initial training, mentoring, on-going development, and industry market knowledge transfer. Our models look for and assess role-playing programmatic efforts, simulation, and whether the call-center offers quick retention skills development.
  
  
• Technology Deployments: Technology plays a vital role in the success of any call-center’s ability to achieve excellence. Our analysts have observed significant, well deployed investments in reliable and secure technology infrastructures that enable seamless connection between contact-centers on the Philippines and overseas clients and customers. Advancing organizations employ a competent IT staff to resolve all technical issues as efficiently as possible. The security of networks and client’s data is of the highest priority. Dual firewalls, password-protected logins, controlled access to sensitive data, scheduled systems maintenance and security audits are just some of the ways that advancing, Filipino-based call-centers ensure reliability and security of technology.
  
  
• Composite Score / Recommendation Status: This section is a summary of the complete evaluation and determines one of the following call-center status positions:
  –– World-Class - Highly Recommended
  –– Advancing Organization – Recommended
  –– Fails Expectations - Not Recommended
  
  
• Subjective commentary: A value-added section in which the analyst has the ability to express findings in paragraph format that might not be reflected in the quantitative assessment.