Is Telemarketing the missing link in your Sales Process?
Your sales team always seem to be working hard, following up marketing campaign leads and answering calls. But the expected sales growth is just not there? It might mean your sales team is spending too much time on activities outside their core skills: face-to-face meetings and closing the deals.
Sales rep’s skill set might not include prospect profiling, qualifying and getting through to the right person in a prospect company. Selling over the phone is a specialist skill that not all sales people have.
A good face to face salesperson might lack the ability to be personally engaging when on the phone.
Telemarketing activities can improve your sales growth strategy.
As a stand alone activity, it offers a focused approach to prospect profiling and building your sales pipeline. Telemarketers are the first point of contact with your prospect companies. They have a polite manner and a friendly voice as well as personality that breaks down walls and gets them through to the right person at the other end. Telemarketers are opportunity hunters. When they present the services and products offered, they can also see if there is any future potential, identify it and set up a face-to-face meeting for the sales representative.
It takes time…
Telemarketers, paired with a good CRM, offer the time for prospect profiling & consistency of follow up each call and conversation, filling your pipeline with actual quality opportunities, which can then get picked up by sales reps and converted into accounts/ orders.