Transcription
COLD CALLING ANDSALES PROSPECTING:A Day in the Life of a Top-Performing Sales Rep
COLD CALLING AND SALES PROSPECTING:A DAY IN THE LIFE OF A TOP-PERFORMING SALES REPINTRODUCTIONA day in the life of a sales prospecting teamhas changed dramatically in the last 10 years.Traditional smile-and-dial cold calling campaigns aren’t as effective as they used to be.In fact, what most successful sales prospecting teams do now isn’t really “cold calling”at all, even though many still use the termout of habit.The new approach to sales prospecting is farmore strategic and targeted, which creates abetter experience for both the salespersonand the buyer. Today’s top sales prospectingteams use data science to predict the bestprospects and to prescribe when and howto contact them. They combine these actionable insights with powerful sales accelerationtechnologies, including prescriptive dialers,email and engagement tracking and gamification platforms to dramatically improvevisibility, productivity and effectiveness –ultimately increasing revenue by as much as30% in as little as 90 days.HERE’S WHAT YOU’LL FIND INSIDE:As a sales leader, the most valuable thing youhave is your team’s time. In some companieswe’ve studied, reps spend 40% of their timejust looking for someone to call. What if youcould optimize your reps’ workday to ensurethey were prospecting and performing at thehighest possible level at any given moment?Well, buckle in, because you’re about to seewhat this kind of day looks like in action.In this guide, you’ll discover how to marry sales prospecting best practices withbreakthrough sales acceleration technologyto achieve remarkable results – in somecases increasing your prospecting pipelineby up to 4x. See how Stephen Lang, a sales development rep, structures his day to dramatically increase visibility, productivity andeffectiveness. Learn how sales acceleration technologycombined with prospecting best practicescan increase revenue by 30% or more. Get Team Tear-Aways designed to help youcoach your sales prospecting team.Just follow along as we walk you through aday in the life of a top-performing sales prospecting rep. It should be a lot of fun.2Share:
TABLE OF CONTENTSIntroduction 2A Day in the Life of Stephen Lang 4The Science of Lead Scoring, Prioritization and Sales Prospecting 5Team Tear-Away: Prescriptive Analytics, Are You Ready? 6Published by InsideSales.com1712 South East Bay Blvd. Suite 100Provo, Utah 84606877-798-9633All Rights ReservedCopyright 2016 InsideSales.com / 02v3Sales Prospecting Powered by a Prescriptive Dialer 7Team Tear-Away: Cold Calling Templates From Michael Pedone 11Sales Prospecting Enhanced by Email Tracking 14Team Tear-Away: Cold Email Template 16Increase Sales Prospecting Output with Gamification 17See the Entire Day in Action 20Summary and Credits 213Share:
A DAY IN THE LIFE OF STEPHEN LANGHi, my name is Stephen Lang. Let’s look at a typical day as an SDR atVandelay Industries.Last Friday, my manager kicked off a weeklong “SMB Blitz” campaign.The daily goals? 89 dials 12 connected calls 3 appointmentsThat is some serious sales prospecting.I am going to show you how I accelerated the sales process by making mysales prospecting activities more visible, productive and effective.It starts with a sales acceleration platform that tells me who to contact,when to call and what messaging to share.4Share:
THE SCIENCE OF LEAD SCORING,PRIORITIZATION AND SALES PROSPECTINGIs your prospecting team working the rightleads? Sales prospecting is all about quicklygenerating qualified opportunities and ultimately revenue.Lead scoring has long been a part of thesales prospecting process, but it has a badreputation on the sales floor.THE PROSPECTING FORMULA WITH NEURALVIEWManagerSales RepKnow MoreView Trust Reports that detail theinner workings of data in your system. Discover how many calls arerequired to reach high-scoring leads,how much revenue to expect fromeach score range and what specificmakeup of customer your companyserves best.See which of the leads in your poolare most likely to contact andmost likely to close as data scienceautomatically sorts your best opportunities.Do MoreArmed with data-driven insights,focus your reps’ efforts on the prospects most likely to be contacted andmost likely to close. Spend less timemanually building lists for your repsto dial through.Target your efforts against the leadsmost likely to contact and close. Trustyour dialer to automatically queuethe best lead, at any given moment,for you every time you click the “NextRecord” button.Sell MoreBy prescribing your sales team’s dayaccording to advanced data science,you ensure your reps spend moretime calling the right leads, engagingmore decision makers and closingmore deals.NeuralView gets you on the phonewith the right people at the righttime so no business slips throughthe cracks.Why?Simply put, marketing-based lead scoringsystems have never added much value whenit comes to sales.NeuralView , InsideSales.com’s lead scoringand prioritization application, provides adifferent approach designed for salespeople,by salespeople.With NeuralView you can know more, domore and sell more by applying proven salesprospecting best practices to the right leadsat the right time.5Share:
TEAM TEAR-AWAY:PRESCRIPTIVE ANALYTICS, ARE YOU READY?WithoutWithPredictive Analytics24%57%Marketing and salescenterd on predictiveanalytics improve ROIby 15% – 20% (4)In 12 – 18 monthssmart selling withpredictive analyticswill jump 77% insales organizations (5)Revenue increasein closed business (1)1. InsideSales.com2. 2015 State of Sales Report from Salesforce.com3. MIT Sloan Management Review & IBM Report4. McKinsey Analysis Via Forbes Article5. 2015 State of Sales Report from Salesforce.com6. IBM CIO Study 20097. InsideSales.comShare:Of high performancesales teams rely onsales analytics (2)Organizations thatembrace analyticsare 2x more likelyto outperformtheir peers (3)CIOs rank analyticsas the #1 factor toan organization’scompetitiveness (6)150 MillionSelf-learning Analytics Engine (7)87 Billionsales interactionscustomer profiles1 Billionunique data pointsadded each month
SALES PROSPECTING POWERED BY A PRESCRIPTIVE DIALEROnce predictive and prescriptive analytics help me identify who to call andwhen to contact them, I can use PowerDialer to ensure I am calling peoplein the most efficient way, and capturing any impressions from those calls.The first thing I do is head into my CRM to make sure things are in order formy campaign.I know that for every 52 calls I make, I am only likely to connect on 8 of them.This offers 44 opportunities to leave a voicemail. So one of the first things Ido is create a pre-recorded message tailored to the campaign that can beleft automatically as I move from one call to another.Because industry research shows that voicemail and email are most effectivewhen used together, I then set up an email specifically tailored for the “SMBBlitz” campaign templates from my manager.When I start dialing, I know that the analytics engine in the background ofthe dialer is serving me the best leads first. When I see my first lead has ascore of 95, I know it is a hot lead.I call, she answers – and we set an appointment.The call is automatically logged in PowerDialer, which saves my lead in Salesforce, and I’m onto my next sales prospect. If they don’t answer, I just click toleave a pre-recorded voicemail and send a pre-written email.7Share:
SALES PROSPECTING POWERED BY A PRESCRIPTIVE DIALERThe rise of remote selling technologies fullyequips sales teams to run successful salesprospecting campaigns without on-site visits. Automated voicemail and email Automated tracking and recording Click-to-call functionality from a CRM Automatic data capture to CRMWith inside sales positions growing 300%faster than field reps, the industry landscapeis changing (2013 Market Size Study). Goneare the days of blind cold calling. Ability to call from local numbersAs reps rely on telephone, email and remotepresentations to communicate with customers more than ever before, their effortsshould be more precise, eliminating the coldcalling model of the past and acceleratingsales with intelligent dialers.The information gathered through this approach gives you the ability to know more, do moreand ultimately sell more.POWERDIALERManagersSales RepsKnow MoreLearn what individual reps andyour collective sales team aredoing. Call recordings, the ability to “whisper” to reps duringcalls and join calls in progressaid in coaching your team.PowerDialer helps you knowmore about your prospects,giving you confidence the nextrecord you dial is the best.You also have a more granularview of previous touches onthe accounts.Do MoreYou can build reports to learnbest practices and push themacross your team. You can alsocreate prioritized call lists andemail templates.Stop switching betweenscreens and apps and accomplish more in a shorter time.Data is automatically captured each time a lead recordis touched.Sell MoreIncreased visibility into yourreps prospecting practicesenables better pipeline management and forecasting.With PowerDialer you havemore conversations with qualified leads who are ready to buy.By using a dialer powered by predictive analytics, sales teams can increase their sales by30% or more.Your sales prospecting process must havethese crucial components: Rules-based call lists that target specificindustries, titles, time zones, etc., so callingis deliberate and focused Data intelligence seamlessly injectedinto workflow8Share:
SALES PROSPECTING POWERED BY A PRESCRIPTIVE DIALERPowerDialerSales calls have come a long way.There was a time when reps relied on traditional cold calling, feverishly dialing numbers and trying to interact with people withwhom they had no prior interaction. Whileold-school cold calling still happens, it is nolonger as effective as it used to be.Today the most effective sales prospectingis informed by data science and carried outwith technology.New technology has dramatically improvedthe cold calling and sales prospecting process. Not only can reps do more with prospecting applications designed to automatetheir workflow, but they can rely on salesdata to help them sell more.Automatically Capture Data to CRMManagement wants reps to gather moredata, but sales reps are notoriously allergicto things that take their time.In some ways, reps are right. Do you wantthem to spend 10 minutes writing up noteson a 5-minute call? Could they be settinganother appointment if they were back onthe phone?PowerDialer automatically captures all ofthe meta data surrounding each call yourreps make.This information – number of rings untilpick up, time of day a call is answered, dayof week a contact is reached, etc. – is usedto make the NeuralView application ofPowerDialer more intelligent and accurate.What’s more, calls are recorded and storedwith the lead record, so that it is easy for arep to access the most accurate records relevant to the lead instantly.Automatic data capture to CRM lets repsmake more calls, which is what they reallywant to do.Automated WorkflowIf reps make more calls and talk to morepeople, they make more sales. Simple, right?Automation allows reps and managersto do more by reducing the time it takesto make calls, leave voicemails and sendemail messages.Let’s say reps manually enter numbers froma list before making a call and that it takesabout 10 seconds per number. That may notseem like much, but if a rep makes 52 calls aday, those 10 seconds turn into more than 8minutes. In a month, that becomes 3 hours.InsideSales.com PowerDialer is built on clickto-call technology. Reps make phone calls,send SMS messages, schedule future callbacks and leave prerecorded voicemails allwith a simple click of their cursor.Many reps avoid leaving voicemails becausethe time it takes to leave a message createsa huge time sink. Not to mention, after about30 voicemails, enthusiasm and energy aren’tat their peak. Automated voicemails meanconsistent, quality messages that take onlyseconds to leave.Managers can also guide reps by craftingemail templates they can share with theirteam. To send an email prior to a call, repscan simply select that option from the dialer,and choose which template they’d like. Nomore cutting-and-pasting or rewriting emails.9Share:
SALES PROSPECTING POWERED BY A PRESCRIPTIVE DIALERPrioritizationWhile the more-calls-equals-more-salesmodel holds true, it’s not just about dialing more numbers, it’s about dialing theright numbers.PowerDialer, when enhanced withNeuralView, prioritizes lists so reps focustheir time on the prospects who are mostlikely to pick up the phone and begin theirbuying journey.Prioritization is measured in two ways: Likelihood to contact Likelihood to closeYou may have prospects in your lists whoare very likely to purchase from you, but ifyour reps call when those prospects happen to be out of the office, and only makeone or two cont
2 INTRODUCTION. A day in the life of a sales prospecting team has changed dramatically in the last 10 years. Traditional smile-and-dial cold calling cam-. paigns aren’t as effective as they used to be. In fact, what most successful sales prospect- ing teams do now isn’t really “cold calling” at all, even though many still use the term out of habit.
