Improve Your Approach to Sales Calls with Lead Management Software

Web 2.0 vs. Sales 2.0 Lead Generation

Web 2.0 Lead Generation• Technology based solutions• Less about one-on-one

interaction• More about broadcasting

Sales 2.0 Lead Generation• Leveraging social media

tools, web-enabled lead management software

• Integrating one-on-one personal reach through email and phone

• More about engaging with the right prospect at the right time with the right offer

Use Sales 2.0 Preparation for Your Lead Generation

• Do the Math• Do the Research• Develop Scripts• Segment & Code• Nurture the “Not Right Nows”• Use The Right Tools

do the math Know how much time makes sense to spend on a cold call

Consider reasonable assumptions about

• Sales conversion rates

• Average sales size

• Margins, acceptable costs

• Know your targets

• Get your lists from vendors who have access to that audience

• Explore Sales2.0 and social selling – determine the combination of activities that work best for your sales efforts

Don’t waste time calling and emailing from bad lists

Develop Scripts

Scripts keep reps on target

They help them from “over communicating”

• If you tell the target everything, they don’t want to set an appointment

• Don’t create your own objections to a meeting by over-informing

Scripts save time and improve productivity

Code & Segment• Agents should code calls as

they go • Sort them into high and low

probability buying groups for sales follow up

Clear groups save time—yes and no;

maybe = time killer

Nurture the “Not Right Nows”

• Not everyone will say “no,” but they may say “not right now”

• Set up a follow up system to keep them engaged

Leverage Lead Management Software

• Ease of Use/Administration

• Lead Importing/Exporting, Routing & Distribution

• Appointment Setting

• Logical Branch Call Scripting

• Custom Fields & Data Capture

• Digital Call Recording

• Auto Dialing (Progressive & Preview)

• VoIP Features like Message Drop and Monitor & Eavesdrop

• Email Templates & Document Libraries

• Real-Time Dashboards & Web Reporting

Reach your cold calling goals more efficiently and effectively!

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• See Our Product Demo

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