Inside sales and lead generation Outsourcing are growing competitive Intensively.
With the proceeded development of digital efforts joined with access to scores of ready data, purchasers are progressively more educated and savvy, and their is less acceptance of low-level sales efforts and unpracticed telemarketing calls.
B2B Telemarketers must be profoundly skilled and experienced so as to be successful in an undeniably aggressive field.
As a leading organisation in outsourced B2B lead generation environment, we are aware of the pitfalls of an outsourced telemarketing program.
Below are mentioned 3 key areas where mistakes are often made in B2B tele-calling and the reasons why skilled callers are the key to avoiding them:
1. List of Prospects
A very big mistake we make is to assume the prospect on a call list is the appropriate person within the organisation we sell to.
B2B sales that are complex in nature require a conversation with key decision makers or key influencers who can discuss business solutions and, or control a level of authority in the decision-making structure.
Experience, always is important – An experienced tele-caller will research and evaluate the prospect list in order to reach the right high-level evaluators with whom they can build a conversation, often using referrals and other tactics to target them.
For High-end B2B sales, it is appropriate and extremely necessary to reach the C level executive in the organisation responsible for the business solution being pitched.
Successful callers should not only aim to reach the highest level decision maker possible but also make multiple calls to several possible and prospective buyers within the organisation.
2. Knowledge of Industry
All industries have their own expressions, terms, and challenges. Understanding the industry and knowing the common terms, barriers, accelerators and having subject matter expertise within that industry is going to increase your chances of a successful pitch.
A prospect always recognises and wants to speak to a caller who is knowledgeable and is actively willing to listen to identify common ground for complex business problems.
Conversely, the prospect is always able to judge, that the tele- caller has not taken the time to understand the prospect’s industry and is more interested in pitching a product or service than having a meaningful conversation.
Where Experience Matters – Demonstrating industry knowledge and an understanding of the specific challenges the industry faces gives a tele-caller a better stance at starting a meaningful conversation that could possibly generate a business opportunity.
An experienced caller ideally will be prepared and familiar with industry norms so that they can be discussed at a business level if required.
Following through with every prospect is highly crucial for B2B sales yet is often where sales callers always fall short.
It takes professional persistence and multiple attempts to reach a prospect and connect with them over the phone; As per a research conducted over 10,000 companies and sales reps, a caller can expect to make almost eight attempts on average before actually connecting with a prospect.
Less successes happen when reps trend toward making low number of calls to fewer contacts and spend more time with internal tasks that don’t produce real results.
In his article “The Rise of the Silent Sales Floor,” Preston Clark, co-founder of Law Insider illustrates this point succinctly, “… when the hum of voices is replaced with the hum of keystrokes, you should be very, very concerned.”
Where experience is required – A tele-caller with experience understands that it takes multiple touches to reach a decision- maker, and it is increasingly important to remain committed to pursuing a conversation with every organisation to determine their interest and not give up if the first few attempts fail.
It might be hard to make multiple attempts when there is little to no success at the outset, however, a seasoned representative knows that the leads only get qualified when more calls are made.
Good judgment also comes from experience, and an experienced rep will know how to evaluate a lead and follow up appropriately.
Where we expertise :-
In a field that is growing ever more competitive, many startups to small business organisations do not have the bandwidth or budget to build a great sales team. That is why many of our clients have relied on outsourcing their B2B business development efforts to Amplior.
It has been proven that Outsourcing, in the long run, saves commendable time and money. Amplior is a team of hungry, go-getter individuals who have the core competency and experience to generate positive results, leading to excellent ROI for our clients.
Learn more about our successful lead generation programs and what our clients have to say about us, or contact us directly to discuss your company’s pipeline needs.