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 generated 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, cold calling techniques and the framework of information required to bring a sales development rep up to speed.
A TeleSales, Telemarketing, Inside Sales or Sales Development team can enhance revenues in the following ways:
The Call Guide provides for the development of a consistent, methodical, exhaustive approach (dependent upon a cold calling script, effective cold calling techniques and the information required to be competent on the phone) to lead follow-up that will have a direct correlation to the number of qualified sales opportunities in the pipeline.
The faster the response time to an inquiry or lead, the higher the probability that it will convert to a qualified lead, qualified sales opportunity and customer.
Segmenting the sales process into demand generation, sales development (or telemarketing, telesales, inside sales) and direct 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 first human interaction between a prospect and a company. Typically, TeleSales, Telemarketing, Inside Sales or Sales Development Representatives are the first human touch to a prospect and that typically occurs through a phone conversation. It is imperative to start the relationship off on the right foot, i.e., with a Sales Development rep that is prepared to engage with a prospect, based on what they are interested in, to offer assistance, guidance, insights and access to additional resources, if they meet the qualification criteria.
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. Organizations that incorporate these feedback in the demand creation and demand management processes are those that enjoy above industry average returns on their investments.
The TeleSales, Telemarketing, Inside Sales or Sales Development function provides critical information to the sales and marketing teams through the sales automation system and that information drives dashboards, KPIs and ROI.
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