Why Signature?

Signature helps companies engaged in high-stakes, high-value sales cultivate new relationships with prospective clients.

We call this approach Client Discovery.

By identifying, engaging, and qualifying prospective buyers, we enable our clients to focus on demonstrating value and turning new client relationships into profitable business.

Through a mix of strategic guidance and tactical execution, we help clients:

  • Increase their market visibility and brand awareness
  • Discover and develop qualified sales opportunities
  • Increase sales effectiveness
  • Engage prospects at every stage of their buying cycle
  • Accelerate sales cycles and grow revenue

We collaborate with our clients to generate results in the early stages of the complex sale – from initial awareness and positioning to opportunity discovery and sales engagement.

With blue-chip clients such as General Electric, Ingersoll-Rand and Kodak, we are experts at reaching C-level executives, getting appointments with key decision makers, cultivating relationships and provisioning sales for value-rich conversations.

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Following are some of our metrics of success:

  • 17 billion dollar healthcare technology company – over 1800 C-level appointments resulting in a ROI of over 5000%
  • 1.8 billion dollar technology company – 300 C-Level appointments generated from an initial 6 month pilot project resulting in new clients and a multitude of new relationships
  • 6.8 billion dollar global leader in air conditioning systems, services and solutions – 100 new appointments during a pilot project ( representing a success rate of over 25%) resulting in new relationships and a broader footprint in 4 new commercial markets
  • A professional services consulting firm – 30 initial meetings with Fortune 500 executives during a 3 month pilot project that resulted in the win of a multi-million dollar contract that will bring in continuing revenue for the firm in years to come
  • Healthcare consulting firm – national healthcare executive conference attendance at capacity through promotional activities involving personal phone calls and emails
  • Marketing strategy firm – 50 in-depth customer interviews to gain marketplace feedback on client’s products and services
  • Retail technology provider – successful launch of a new service offering resulting in increased awareness of products and services through a phone and direct mail campaign

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Here’s what our clients have to say about working with us:

“Signature Services has supported sales efforts for different teams that I’ve led since 2006. In every case, Tonya and team’s work has exceeded expectations. Following are a few examples of their strengths:

1. Executive Selling Skills & Content Mastery: Tonya’s diligence has usually begun with independent research, reading of GE sales material, role playing, and then creating a script. After role-plays to iterate the script and develop more nuanced questions, Tonya leaves the script and truly masters the information. She then conducts idea meetings with client executives in a “sense and respond” fashion. Her success rate in converting these meetings to Solutions meetings speaks to her effectiveness.
2. Attention to detail: Signature does an excellent job of working every angle, tracking every detail, and managing each component of an opportunity. This is of great value to our sales reps since they are often traveling.
3. Tenacity: They pursue opportunities with great persistence. For example, if a client asks for phone call in a few months, Tonya’s team calls them back on the 60th day. If a client asks for a piece of information that is difficult for the GE team to track down, they continue to push the GE team to close the loop. And, as we’ve learned by trying without success to replicate some of Tonya’s work internally, it is very difficult to do.

Perhaps most importantly, Signature Services is wonderful to work with. They are responsive, professional, enthusiastic, and committed to excellence. Our sales team loves working with them. That matters.”

Jeff Terry, General Manager
National Clinical Excellence Practice
GE Healthcare

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“Signature Services has impressed us from the start. Their team of experts is not only great to work with but they deliver world-class results. We put them to the test with a campaign targeted at a tough to reach vertical market. Within 45 days they secured appointments with over 20% of our targeted customers! We never would have realized these results with a traditional approach. Our account managers are good at business development but they cannot stay focused like Signature Services can. What really amazed us was how quickly Tonya and Marisa learned our value propositions and adapted to our culture to really become a part of the team. We are excited to leverage their expertise to take our already successful business to a new level.”

Ross Atherton
Solutions Sales Leader
Trane / Ingersoll Rand

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“We have worked with many marketing services firms over our 20 year history; Signature Marketing Services is beyond a doubt the best and most effective firm we have dealt with. They have been our partner in this area for over 4 years and have handled a myriad of projects and programs for us – marketing strategy, event management, targeting, and lead generation. As an example of their impact, they recently undertook a lead generation program for us – we are a specialty consulting firm focused on the fortune 500. The success of the program exceeded both our expectations and our ability to keep up with the demand. Signatures team worked with us to create the proper messaging, generated the targets, and assisted with the sales follow-up program.

Our relationship with Signature has been very successful and rewarding.”

Dean McMann
Senior Partner
McMann & Ransford

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“Working with Signature Marketing Services has had a significant impact on both client-facing and administrative activities. With Signature taking ownership of a number of internal activities, we are able to focus on value-add activities for clients more readily. Tonya’s professionalism and demeanor are top-notch, as are her team’s diligence, efficiency and accuracy. Signature Marketing Services has also brought incredible value to our clients through marketing and lead generation activities. This combination of talents is rare and hard to find!”

Thomas Camp,
Director, Microsoft
(with another company when a client)

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“Signature Marketing has exceeded our expectations here in Southern California. I have been very impressed with the quantity and quality of the appointments that they have been able to set for us, and they are opening doors at the C-level that we have not been able to open on our own. Within the first month of the program, Signature set up 10 appointments with superintendents and directors of the target school districts that we assigned to Signature. Signature did a great job of setting the customer expectations for the meetings. The customers have been very interested in learning more about the breadth of Trane’s offerings.”

Johnny Brown
Solutions Sales Leader
Trane / Ingersoll Rand

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“Signature Marketing Services handles the cold calling and business development activities for my sales team. In the past 6 months, they have secured over 35 initial meetings with top healthcare executives (that we have been unsuccessful reaching in the past) resulting in key industry relationships being established. Our sales people have been able to focus more of their time and energy in supporting existing accounts and up-selling new services. Tonya and her entire team are great to work with. They are professional, responsive, flexible, and most of all, they get results! We will continue to rely on their expertise to keep our sales pipeline filled and support our team.”

Nick Pape,
Sales Manager
GE Healthcare

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“Tonya and her team have gotten remarkable results for me. Their professionalism, organization, and persistence have secured over 250 appointments in the last year that I could never have arranged myself. They have opened doors I have been trying to open for well over a year. With their support, my time is spent selling and working with customers instead of losing time on the phone setting up the appointments. They always communicate with me about schedules and any issues that may affect an appointment. As a result, I am much more effective and efficient!”

Ray Lauk,
Education Solutions Manager
GE Security

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“Tonya and her team have been instrumental in kick-starting my meeting calendar since on boarding with GE last spring. My experience has been that at one point she was securing about a 25-30% initial meeting rate. We have collaborated well on positioning (customizing as needed) to set clear expectations with Executives. Signature has played a key role in generating awareness of our solutions and opening the door to start dialog – a launching pad desired by any sales person who’d prefer to be sitting in a prospect’s office vs. dialing for appointments from their desk any day. Results to date are 3 closed engagements and an active dialog with GE’s largest customer in the state of South Dakota.”

Deb Gordon
Client Solutions Manager
GE Healthcare

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“Tonya and her staff provide business development and appointment setting support to the Chicago sales office of Trane. In a very short time, they learned the key focus areas of our business and have taken that information to a new level of communication reaching out to the K-12 and higher education markets. Their services have saved our office a significant amount of time in making multiple “hits” via phone and e-mail to our prospective customers. In their first few months working with us, they were able to secure approximately 45 meetings with target customers that we had not been successful in meeting with before. I would recommend their services to any organization that wishes to increase the effectiveness of their sales organization.”

Marion “Doc” Kotecki
Account Executive
Trane

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“We recently put together a successful campaign for executives in the Pacific Northwest. We were able to hold five executive meetings in the span of a two-day period with the help of the Signature team. They were extremely thorough and diligent in their follow up, and not only did they improve our productivity, they showed a genuine interest in the content and focus of those meetings to learn more about the solution to add even more value to the process. It was my first experience working with Signature, but it certainly won’t be my last. They will play a significant role in helping us roll out future campaigns as we continue to generate executive interest in the Pacific Northwest.”

Todd Hall
Client Solutions Manager
GE Healthcare