Many companies invest in an experienced sales team in order to grow their business. Alongside a pro-active digital marketing strategy, they should be able to deliver a sustainable growth. Or at least this is what is expected.
If your sales team seems to be always working hard, following up marketing campaign leads and answering calls, yet 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…
It takes between 5 and 12 calls to get through to the right person and 50% of sales time is wasted on unproductive prospecting. 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 then can get picked up by sales reps and converted into accounts/ orders.
If you’re looking for B2B telemarketing support for your sales team to help them build a successful pipeline, why not arrange a meeting with us to find out how our experience and expertise can fit in your sales strategy.