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ABM-Telemarketing-Scripts-for-Cold-Calling-Key-Software-Personas-BG

[Free Download] ABM Telemarketing Scripts for Cold Calling Key Software Personas

ABM-Telemarketing-Scripts-for-Cold-Calling-Key-Software-Personas-BG

If there’s one channel that checks all the boxes in ABM outreach, it’s targeted phone calls. Outbound touches drive ABM results in five crucial areas:

  1. Gathering insights that help tailor your approach
  2. Building and growing meaningful relationships with each stakeholder
  3. Delivering relevant content and messaging to the right decision maker at the right time
  4. Providing a consistent and coherent brand experience across the different stages of the sales funnel
  5. Achieving true marketing and sales alignment

Targeted telemarketing helps you achieve all these and more, but it can be a little challenging to translate these into clear actions and actual messaging strategies.

That’s why the Callbox team recently put together a free downloadable resource that includes sample buyer profiles and telemarketing scripts tailored for ABM programs in the IT/software space.

We want this resource to serve as a practical guide and template for everyone looking to use the power of targeted phone calls in ABM. With this downloadable content, you’ll be able to integrate telemarketing into your ABM program in ways that impact results.

Here’s a quick preview.

 

Buyer Persona Templates

A buyer persona represents a specific stakeholder’s characteristics. It summarizes the demographic, professional, firmographic, and psychographic qualities related to a decision maker.

Buyer personas help you segment and personalize your messaging strategy according to the needs and preferences of each stakeholder. That’s why creating reliable buyer personas is critical to the success of your ABM outreach efforts.

This downloadable PDF includes sample buyer persona templates that outline the following characteristics:

  • Job Title/Professional Info
  • Demographics
  • Goals and Pain Points
  • Preferred Resources

We provide a filled-out buyer profile template for each of the four key buyer personas typically involved in software purchases:

  • Champion (your primary advocates in the target account)
  • Influencer (stakeholders with the authority and expertise to sway buying decisions)
  • Ratifier (decision makers with highly-specific concerns about a solution)
  • Economic Buyer (stakeholders who control the budget)

 

Targeted and Personalized Cold Call Scripts

One-on-one phone calls with stakeholders form an important component of an ABM outreach strategy. Phone calls work well at nurturing prospects that are in the middle-of-the-funnel (MOFU) stages as well as converting stakeholders during the bottom-of-the-funnel (BOFU) phases.

But live calls are also very effective at connecting with potential prospects during the top-of-funnel stages. That’s because, when combined with other outbound channels like email, targeted calls can help you scale attracting and qualifying stakeholders early in the sales process.

For the downloadable resource, we compiled a complete cold calling script tailored for each of the above-mentioned software buyer personas. Each script covers all the key areas of compelling sales conversations:

  • Personalized introduction
  • Rapport-building tactics
  • Creating curiosity and highlighting pain points
  • Probing questions
  • Wrapping up

This proven formula for targeted sales conversations works well at engaging different stakeholders in an ABM setting. We provide these actual scripts to serve as your guide or reference when writing your own.

 

Conclusion

Outbound calls help drive results for ABM programs. Our downloadable buyer persona templates and call scripts will help you make the most of this crucial ABM channel. Get your copy today.

 

Download your ABM call scripts + persona templates

 

Author Bio:

Dara Lin

Dara Lin is a Marketing Specialist at Callbox Australia. She is a coffee trailblazer, general music fanatic, and an internet enthusiast. Follow Dara on Twitter, Facebook, and Google+.

5-Examples-of-How-Callbox-Maximizes-Pipeline-CRM-for-Better-Sales-Results
The Little Red Dot with a Big Mark in the Global Market (Featured Image)
5 Actionable Tips for Finding the Best-fit Customers and Accounts (Featured Image)
ABM-Telemarketing-Scripts-for-Cold-Calling-Key-Software-Personas-BG

[Free Download] ABM Telemarketing Scripts for Cold Calling Key Software Personas

ABM-Telemarketing-Scripts-for-Cold-Calling-Key-Software-Personas-BG

If there’s one channel that checks all the boxes in ABM outreach, it’s targeted phone calls. Outbound touches drive ABM results in five crucial areas:

  1. Gathering insights that help tailor your approach
  2. Building and growing meaningful relationships with each stakeholder
  3. Delivering relevant content and messaging to the right decision maker at the right time
  4. Providing a consistent and coherent brand experience across the different stages of the sales funnel
  5. Achieving true marketing and sales alignment

Targeted telemarketing helps you achieve all these and more, but it can be a little challenging to translate these into clear actions and actual messaging strategies.

That’s why the Callbox team recently put together a free downloadable resource that includes sample buyer profiles and telemarketing scripts tailored for ABM programs in the IT/software space.

We want this resource to serve as a practical guide and template for everyone looking to use the power of targeted phone calls in ABM. With this downloadable content, you’ll be able to integrate telemarketing into your ABM program in ways that impact results.

Here’s a quick preview.

 

Buyer Persona Templates

A buyer persona represents a specific stakeholder’s characteristics. It summarizes the demographic, professional, firmographic, and psychographic qualities related to a decision maker.

Buyer personas help you segment and personalize your messaging strategy according to the needs and preferences of each stakeholder. That’s why creating reliable buyer personas is critical to the success of your ABM outreach efforts.

This downloadable PDF includes sample buyer persona templates that outline the following characteristics:

  • Job Title/Professional Info
  • Demographics
  • Goals and Pain Points
  • Preferred Resources

We provide a filled-out buyer profile template for each of the four key buyer personas typically involved in software purchases:

  • Champion (your primary advocates in the target account)
  • Influencer (stakeholders with the authority and expertise to sway buying decisions)
  • Ratifier (decision makers with highly-specific concerns about a solution)
  • Economic Buyer (stakeholders who control the budget)

 

Targeted and Personalized Cold Call Scripts

One-on-one phone calls with stakeholders form an important component of an ABM outreach strategy. Phone calls work well at nurturing prospects that are in the middle-of-the-funnel (MOFU) stages as well as converting stakeholders during the bottom-of-the-funnel (BOFU) phases.

But live calls are also very effective at connecting with potential prospects during the top-of-funnel stages. That’s because, when combined with other outbound channels like email, targeted calls can help you scale attracting and qualifying stakeholders early in the sales process.

For the downloadable resource, we compiled a complete cold calling script tailored for each of the above-mentioned software buyer personas. Each script covers all the key areas of compelling sales conversations:

  • Personalized introduction
  • Rapport-building tactics
  • Creating curiosity and highlighting pain points
  • Probing questions
  • Wrapping up

This proven formula for targeted sales conversations works well at engaging different stakeholders in an ABM setting. We provide these actual scripts to serve as your guide or reference when writing your own.

 

Conclusion

Outbound calls help drive results for ABM programs. Our downloadable buyer persona templates and call scripts will help you make the most of this crucial ABM channel. Get your copy today.

 

Download your ABM call scripts + persona templates

 

Author Bio:

Dara Lin

Dara Lin is a Marketing Specialist at Callbox Australia. She is a coffee trailblazer, general music fanatic, and an internet enthusiast. Follow Dara on Twitter, Facebook, and Google+.

5-Examples-of-How-Callbox-Maximizes-Pipeline-CRM-for-Better-Sales-Results
The Little Red Dot with a Big Mark in the Global Market (Featured Image)
5 Actionable Tips for Finding the Best-fit Customers and Accounts (Featured Image)
How-can-Software-Companies-Get-Meetings-with-the-Right-Prospects

How can Software Companies Get Meetings with the Right Prospects?

How-can-Software-Companies-Get-Meetings-with-the-Right-Prospects

Sometimes being a software vendor can get difficult – trust us, we get it. However, just with anything that is difficult, there’s always a quick workaround.

When trying to set appointments, be conscious of how you formulate your statements so as to make a good impression. Turning off your prospect is the last thing you would want to do.

Here are some helpful tips used by marketers and some software vendors alike to land an appointment with the right buyers:

 

Do your research well

Nothing will guarantee you better results than doing your homework properly right from the beginning. Study your targets and get to know their schedule such as when they are busiest during the day, when is a good time to make a phone call and how to get their attention. You also want to make sure that you get their positions in the company right. Doing so gives them the impression that you are interested enough to review their profiles.

 

Be seriously prepared when you make a phone call in order to set an appointment.

1. Get your target clients to lower their guards.

Be casual yet professional when you start the conversation and use this formula: introduce yourself + acknowledge that they are busy. For instance, say something like, “Hi, my name is Chris Simmons from 123 Solutions. Am I correct in saying you must be working on something now?”

Commonly, the default response would be to deny that they are busy and can spare a few minutes to take your call.

2. Let the person on the other end of the line know your purpose for calling.

Say something like this, “The reason why I am calling is I would like to get 20-30 minutes of your time to discuss how we can help improve your employee productivity by at least 25%.” This kind of statement does not only get the target’s attention, but it also gives him or her a clear picture of what you can offer.

3. End with a strategic question that will help you achieve your objective

Try asking something like this, ”Would tomorrow at 10am or Friday 3pm be perfect to call you again?” This type of question gives the person on the other end of the line 2 alternatives to immediately choose from.

 

Attempt to reach your target during their “off” hours

The type of business leaders you want to reach are those who are influential enough not to be required to punch in and out daily. You can schedule an email to be sent early in the morning, make a sales call during their lunch break or after office hours. Usually, most marketers get good responses when they send out emails between 4am to 5am. This strategy gives you an edge as you get the recipient’s attention as he starts his day after a good rest the night before.

 

Use referrals to your advantage.

When you are referred by someone, it simply means that the person who is asking as mediator can either vouch for your integrity as a business operator or simply know someone who has a great need for your software. Additionally, when people refer someone it generally implies that there is a certain degree of trust in play. Referrals place you in an advantageous position over your competitors.

 

Do not sell your product or service right away.

When you approach someone for a potential appointment, do not tell what you’re selling immediately. Instead, present on the benefits that can be had from your software. You can say something like, “We can help you streamline your operations and improve production by at least 20%. Would you be available to meet this Friday to discuss this further?”

In your target’s mind, there is already an end result in sight. All the target has to do is say yes to meeting you on the agreed date.

 

Pursue your marketing leads.

Setting an appointment with the right prospects does not have to be an agonizing experience for you. You need not look too far at the same time. Consider the business operators that are already familiar with your brand, those who have sent inquiries in the past, checked out your website, downloaded materials from your site, or attended one of your events in the past.

It helps greatly when you pay attention to the people who are already in your circle. Keep them closer by engaging them one more time. Since they are already familiar with your brand, it becomes a lot easier to set an appointment.

 

Author Bio:

Dara Lin

Dara Lin is a Marketing Specialist at Callbox Australia. She is a coffee trailblazer, general music fanatic, and an internet enthusiast. Follow Dara on Twitter, Facebook, and Google+.

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The Little Red Dot with a Big Mark in the Global Market (Featured Image)
5 Actionable Tips for Finding the Best-fit Customers and Accounts (Featured Image)