No matter how much digital/online marketing is taking over traditional marketing, we see that teleprospecting is gradually becoming an essential direct marketing component. Over the last several years, marketing departments are increasingly taking responsibility for teleprospecting. The modern-day business model puts greater emphasis on sales enablement and revenue production. This has made marketers rethink on how to make the best possible use of the salesperson’s time and the answer is not just merely generating sales leads over the telephone.
Firstly, teleprospecting is not selling something over the phone – a function that remains limited only in the sales organization. B2B companies use telesprospecting to follow up on and qualify marketing-generated responders/leads and identify, nurture and generate demand through outbound calling activities.
Teleprospecting is an important step in business development that empowers both the sales and marketing departments. It requires an inside sales team to ask appropriate questions that determine what the prospect’s pain points and needs are in addition to understanding other variables that make up their current situation. This helps determine if the prospect is a good fit for the product or service offered and is crucial to making sure sales-ready leads go to sales and that longer-term opportunities stay with marketing until they are further down the funnel.
When sales professionals don’t have to hunt for qualified opportunities and can focus on selling, the organization is better off. A teleprospector will determine who has a need and who the decision-makers are so that the sales team doesn’t waste their time speaking to the wrong people.
You cannot sell to your prospect right on the first call. For this, you need to go through a process to gain insights on the needs of the prospect. A teleprospector will ask the prospect many questions and assess their current situation, challenges, timeframe for purchase, and other needs. This information will be passed on to the sales team which allows them to tailor their presentation to the prospect. This respects the prospect’s time and allows the presentation to focus on what’s most important right away. Taking this approach is a great way to build rapport from the start.
Very rarely would a customer approach you and buy from you straight away. Depending on your product or service, your business and the industry in which you operate, the whole process can take anything from a week to a few months. Teleprospecting allows the sales team to keep its momentum. When prospects are properly qualified and vetted before being passed on to the sales team, it means that the sales team will always have deals to close.
Just because a lead might not be ready to be passed on to the sales team right now, it doesn’t mean that they won’t become qualified over time. The leads that aren’t passed on will stay with marketing in order to be nurtured until they are ready to buy. Having a check-in place to make sure that only qualified leads go to sales helps marketing maintain strong credibility.
A teleprospecting campaign helps identify decision-makers, challenges, and other data points. This information is useful to the marketing team as they craft campaigns designed to attract the most appropriate target audience members.
After a teleprospector passes information over to the marketing team, they can see which marketing programs are generating qualified opportunities and which programs should be adjusted or eliminated because they aren’t attracting the right audience.
Teleprospecting provides both sales and marketing with information and data that allows them to perform their jobs at a higher level. It also improves marketing and sales alignment, since inside sales professionals serve as the “middle man” to encourage conversations between sales and marketing and help them work towards common goals.
However, the important task in teleprospecting is to reach the right audience at the right time, with appropriate messaging skills that need focus and expertise. In order to facilitate this, today eminent companies specializing in sales outsourcing and B2B lead generation services have introduced advanced teleprospecting methodology that helps to uncover qualified scopes within an organization to mid-market accounts for the director of channel sales teams.
We at AMS provide high-end lead generation and teleprospecting solutions that help you to navigate through your desired company list, locate and interact with the appropriate and meaningful contacts, discover the pain points, qualify every lead and finally provide quality opportunities to the sales and marketing team instantly.
To know more about our B2B Teleprospecting and Lead Gen services – reach us at firstname.lastname@example.org.
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