linkedselling.com

As an outbound lead generation company looking at the selling processes in our own sales department and in talking to our clients about their sales processes, we’ve discovered that one of the hardest things about selling is knowing when to adapt your sales approach based on what kind of prospect you’re talking to and where they’re at in the buying process. As the cold leads have shown no previous interest, and you have no previous relationship with them, the more cold leads you call, the more likely you are to find someone who happens to need what you offer. Other times if you have a sales development rep who can call them after they’ve downloaded the report, the call may technically be labeled a “cold call” because your company has never spoken with the lead one on one before, but they are still considered a warm lead because the prospect has shown some interest. Add value using the right message, through the adequate channel at the right time....spend so much time on creating a prospect profile and try to understand each of our prospects as much as possible...why we use a multi-channel approach to marketing and sales...and why the “Speed to Lead” time matters.

So you are outsourcing telemarketing, you’re paying a company to generate leads, and now you’re considering using a Sales Development Rep (SDR) to set appointments on your behalf. The problem is, you’ve paid for telemarketing before and you know this won’t end well… Because outsourcing your Sales Development is the same as hiring a telemarketing firm, right? Let’s get clear on this: Outsourcing telemarketing (including call center calling) is nothing like the sales development calls conducted by a team of well-trained Sales Development Reps. When working with an outsourced lead generation and sales development team, you are not paying per appointment set, you are paying for marketing - with included SDR services as a component to round out the marketing they provide.

” Remember that besides looking for commonalities, a few tips to build rapport are: After you’ve introduced yourself, you need to be clear with your prospect about how you’re going to to conduct the call and what’s going to happen here. All sound good?” 3. get the prospect talking by asking questions For the first or maybe even second sales call, the main purpose for the sales rep is to really assess their pain - and their commitment to fixing it. As you paint the picture of the pain your prospect is feeling, the urgency in solving it, and the future value its solution will bring, your prospect should begin to want to make a change. While making the transition from getting to know the prospect and building value to discussing next steps is often the hardest part of a sales call, this is often what sales reps want to talk about first.

When you hire a lead generation and sales development company to deliver prospects, you should trust that they know what they’re doing and that they can deliver. That’s because we need to know who your best prospects are and the more you can tell us about them - and about the conversations you have with the prospects we deliver, the more we can adjust our marketing and messaging to deliver better results. I say that tongue in cheek, but seriously, it’s a good problem when you’re getting so many great appointments that you need to expand your sales team. Know their business, know their trials, know their problems, know what it is they’re trying to achieve.