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Qualities of an Effective Inside Sales Team

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Qualities of an Effective Inside Sales Team

Take it from the experts: successful telemarketingendeavors are not the result of overnight call script brainstorming. Real conversions are possible through inside sales representatives with only the best qualities.

You certainly wouldn’t find the right formula within the pages of Reader’s Digest issues in order to become a rock star sales rep.

We shouldn’t go far looking for the answers because, well, they are already out there in the open.

Informed. Your targets may adhere to a preferred schedule to receive calls. Knowing about such minute details as office hours can guide you from lead engagement to conversion.

Considerate. There is always that general rule to follow: Don’t call on Mondays. You might as well ask why, but many experienced sales teams would prefer to make calls on Wednesdays and Thursdays. Thus, if you are not sure about the first tip, plan your cold calls for the middle of the week.

Alert. Like guardsmen atop watchtowers, telemarketers are always at their feet, always eager for action. When they see a rare opportunity, they hunt it down. The same instincts shall also describe the way telemarketers contact leads. Calling within five minutes of grabbing hold of a lead is a demonstration of this vigilance.

Uses the Appropriate Technology. There is no guarantee that 100 percent of the calls you make will be answered. In many cases, the recipients hang up on numbers with a different area code. Fortunately for this, there exists software that can sync your number with the area code of your lead, thereby increasing the prospect of a sealed purchase.

Persistent. The world of both B2B and B2C telemarketing is fraught with challenges that can send a neophyte back to school. And rejection is like a leather boot kick to the groin. But get your hopes up. While getting rejected once or twice is a big blow to the ego, six attempts are enough in the pursuit of sales leads.

Understanding. Being aggressive can take you places, and hopefully not an early grave. Thus, it is ideal that calls are made during certain times of the day, preferably before periods of rest. Here’s a tip: Try calling between 8 to 9 in morning, and 4 to 5 in the afternoon.

These comprise the qualities of a successful telemarketing team. And teaching these to the next batch of recruits can guarantee an efficient growth of conversion rates and scheduled sales appointments.

Source: 7 Inside Sales Tips Based on Research

Should You Outsource Your Lead Generation Campaign?

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Should You Outsource Your Lead Generation Campaign?

Face it, you just cannot do everything on your own. There is a limit to what the human body can take. Besides, no one has ever succeeded (physically) in being at two places at the same time. It is the same thing with lead generation. And in terms of skills, you just cannot be knowledgeable it all aspects of your business. You might be good at customer service, but a little stumped when generating sales leads. A little help might be in order, like outsourcing to a professional marketing agency. Inside sales can be a bit complicated, so some expert assistance will be needed. But how will that help your business?

 

  1. You can focus your efforts better in other tasks – as the old saying goes, ‘leave it to the experts’. Sure, you may have this winning idea that will get you the most customers in the market, but if you lack the skills or the knowledge to pull this off, then you are not going anywhere. And if you do have people knowledgeable in inside sales, they may not be sufficient to handle the amount of work that needs to be done. in this case, outside help from an agency that has the people and the resources for the job might be needed after all.
  2. You can reduce your general overhead cost – in the financial portion of your campaign, you need to reduce the overall cost in reaching appointment setting goals. Think about it, getting an in-house team to do the job for you can become an additional burden in your budget. Consider this: if you stick to your own team, would they have the capacity to get the required work done? Will they still be able to function well with their current equipment? If they need more help, would buying extra tools or hiring assistants be less expensive than seeking help from professionals? These are just some questions that you have to answer.
  3. You now have a one-stop shop of sorts in lead generation – the problem with an in-house team of marketers is that you are stuck with finding the right people, equipment, and software tools to aid in your campaign. It can be frustrating, or probably costly, to do this, since there is not one place where you can get them all. Unless you outsource to a professional marketing agency. More likely than not, they have everything you will need for your inside sales campaign. All you need to do is to choose the right agency to work with.
  4. You get an outsider’s perspective of your needs – while bringing in strangers in your company (people who are unfamiliar with your culture and environment) can be an unnerving experience, it can also be a god-send for those who want to see things in a different light.

 

Of course, you do not have to take a consultant’s advice at face-value, but the ideas and details that you will learn can be used to improve your lead generation campaign.

 

Four Things That Demotivate Your Inside Sales Team

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How To Motivate Your Inside Sales Team In Three Ways

As mentioned in my previous post, the most important assets that you need in your inside sales campaign would be the people tasked to do it. I mean, it would not be possible to generate B2B leads if there is no one manning the front liners, getting in touch with business prospects and trying to set an appointment between them and you. It is very important to know what you can do to motivate your lead generation team. But also equally important to know would be the factors that can kill morale. Avoid these, at all cost, and you will save yourself from the headaches that can pop up down the road.

  1. Using salary as the main motivator – okay, people want to earn something in their work, that is fact. But using salary as the sole motivator to keep your lead generation team working will not really work in the long run. Sure, money might be the reason someone leaves you, but that is not the reason why they will stay. If you want true motivators, then you should invest in other factors, like ownership, responsibility, and the environment.
  2. Multitasking when talking to your people – sure, you may be a busy person, but that should not be an excuse for you to answer the phone , sign papers, write reports, stare at your laptop, among other things, when you have a meeting with your appointment setting team. That is a sure fire way to reduce the importance of your team in their eyes. Failure to give your full attention will make the team feel second-rate and less motivated to work for you.
  3. Delivering mixed messages – it is one thing to adjust your delivery style depending on the audience, but tweaking the very content of your messages will only create confusion in your team. And confusions tend to build doubt and distrust in the hearts of men. That is the last thing you would want your people to think, lest it affect your ability to generate sales leads. A mark of a good manager is being able to craft a consistent message to all the intended recipients.
  4. Shooting down ideas immediately – creativity is an important part of business, and you need to nurture that in every person you have. And that consists of not shooting down the ideas of your team all the time. True, some of them may have lame plans or something, but that is no reason to criticize them or anything. Try to look at the details, you might be surprised at what you might learn. Some of the craziest ideas may actually be the very answers you need.

There are plenty of other things that you should avoid doing, but you can be assured that these four are the main culprits. If you want to succeed in your lead generation campaign, you need to find out how to best motivate your team. It can make all the difference between successfully generating B2B leads or not.

 

How To Get Past Gatekeepers In Lead Generation

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How To Get Past Gatekeepers In Lead Generation

As you go about your usual lead generation campaign, you will be faced with the inevitable gatekeepers. Yes, they are the people tasked in blocking your way. And they do that for a good reason. Their bosses (the ones we want to talk to) are very busy people. Often, they do not have the time to entertain calls from  a myriad of marketers that come during the day. Gatekeepers are put in place in order to filter out the ‘unwanted’ calls, only allowing those with value or substance through. That can be problematic for your inside sales campaign, but there you go. You have to accept the fact that gatekeepers are here to stay.

The good news here is that there is a way to deal with them. Actually, ‘deal’ with them can come across as too strong a term. Perhaps a better one would be to ‘work’ with them. Since gatekeepers are there to block calls or promotions deemed of lesser value, the solution here is to show them that your business has a higher value. That is the secret of successful appointment setting representatives. You do not have to wage a war of sorts against gatekeepers in order to generate sales leads. The trick here is to get them to work for you. Not only will this be beneficial for both parties, it is a set-up that has less headaches and stress.

So, how should you do it?

To start with, you should be polite. True, some gatekeepers can be blunt or rude, but that should not give you the reason to act the same. Usually, if you maintain good manners, they will soften up and let you have your say. All the better for your inside sales work.

Second, understand where they are in the company structure. Be they the receptionist, personal assistant, or perhaps a low-level manager tasked at screening calls, you should know that they are just doing their job. So do not make it hard for them. Ask them to pass a message or perhaps set a later appointment. Give them some flexibility and they will better accommodate you.

Third, always remember to work with them. Ask them when you can call back, if your target decision maker is not around. You can also ask them other details, like the preferred way their boss wants to be contacted or what information they look for. You might be surprised about how much they know.

Fourth, nothing beats a freebie or a gift. You can give them some discount coupons, or maybe a promo they can take advantage of. Not only will this help you become memorable, the gatekeeper will think kindly of you when you do make that marketing call.

And lastly, be personal. No one likes to talk to script. It destroys the entire purpose of the lead generation campaign.

Well, while these tips are sure to help your inside sales campaign, you might find others that will work better with your business. Just try them all, and stick to the ones that work.

How To Motivate Your Inside Sales Team In Three Ways

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How To Motivate Your Inside Sales Team In Three Ways

If there is anything you need to keep in mind in you lead generation campaign, it is the fact that success is built around your inside sales team. They are the people responsible for meeting business prospects, offering them business solutions, as well as negotiating with them. You will not be able to generate a lot of qualified B2B leads if you are lacking in terms of manpower. It would be a good idea to keep them motivated, right? After all, a high morale equates to a higher performance in your lead generation team. The question here is, how will you pull that off? There are several ways to do it.

For one, you should create a community of ownership in your company. As a small business owner, it is easy, too easy, to think of your people as mere resources that you just throw into the sales process. In truth, people have their own opinions and ideas about your business as well. If you want them to help you reach your vision in generating sales leads, you should put into consideration their goals and aspirations as well. Maybe they have a knack for social media or search engine optimization (SEO) marketing. Think of ways to integrate their skill sets into your business. Support them, and they will keep you up.

Second, always think that your business has a purpose. Unless you are a non-profit organization, you ought to be earning money, right? But that is also the same goal of your competitor, and probably a dozen more after him. You need to come up with a purpose, an identity that your people can use to differentiate themselves from the others. Why are you in business? Knowing the answer to that question will help you in positioning yourself in the market. This also gives your people a reason to rise from their beds and continue in their appointment setting tasks. It should be something that excites them, something that they can live by, an identity that they can show proudly to others.

Lastly, you should stay positive. As the business owner or manager, you, of all people, should have a positive outlook over things. Not that you have to sugarcoat real problems or anything, but you should try your best to see the positive side of things. Considering the challenges of meeting business prospects and compelling them to join you in a venture, you will need a strong positive outlook. When a challenge comes up, it is your job to take control, inform your team of what is happening, and find ways to solve it. It is also the same thing when someone comes to you with an idea. Try not to shoot it down immediately. Who knows, that might be the next breakthrough that you were looking for.

Keep these tips in mind and motivating your team will not be a problem anymore. In terms of your lead generation campaign, boosting morale, ownership, and respect to your leadership can be powerful ingredients for success.