Call Guide for Inside Sales Training
The Call Guide for Inside Sales Training has been developed for use with TeleSales, Telemarketing, Inside Sales Representatives (ISRs) and Sales Development Representatives (SDRs) as they work to develop cold calling scripts and follow-up on inquiries from marketing programs to generate qualified leads and closed won deals. The call guide serves to define the process to be employed for the development of all inquiries by providing examples of cold calling scripts and cold calling techniques.
A TeleSales, Telemarketing, Inside Sales or Sales Development team can enhance revenues in the following ways:
A consistent, methodical, exhaustive approach (dependent upon a cold calling script and effective cold calling techniques) to lead follow-up will have a direct correlation to the number of qualified opportunities in the pipeline.
The faster a response, inquiry or lead is followed up on, the higher the probability that it will convert to a qualified lead and qualified opportunity.
Segmenting the sales process into demand generation, sales development (or telemarketing, telesales, inside sales) and sales allows for the best allocation of resource to the task, in terms of expertise and cost.
TeleSales, Telemarketing, Inside Sales or Sales Development Representatives typically initiate the human relationship between a prospect and a company. Typically, TeleSales, Telemarketing, Inside Sales or Sales Development Representatives are the first human touch and that typically occurs through a phone conversation so it is imperative to start this relationship off on the right foot, i.e., with a solid cold calling script and proven cold calling techniques.
TeleSales, Telemarketing, Inside Sales or Sales Development Representatives are a critical feedback loop to demand generation and product marketing to communicate what is working (uniques selling proposition, integrated demand generation programs, competitive, etc.) in the market place.
Assuming there is an SFA system in place, the TeleSales, Telemarketing, Inside Sales or Sales Development function provides critical information to the system and that drive dashboards, KPIs and ROI to manage the funciton.
Below is the outline for Developing a Call Guide for Inside Sales Training:
- Overview / Value Proposition / Positioning / Business Benefits
- Product Benefits
- Key Positioning Points
- Capabilities, Package Elements, Architecture
- Frequently Asked Questions (FAQs)
- Landmines & Common Objections
- Comparison of Features & Capabilities
- Competitive Comparison
- Quick Reference Chart (QRC)
- Third Party Quotes
- Call Guide: Intro & Priorities
- Call Guide: Contact Protocol and Call Intro’s
- Call Guide: Customer Environment, Pain & Commitment
- Call Guide: Priority, Timeframe & Closing