Wednesday, March 15, 2017

Why Your Sales Team Needs A Dedicated Teleprospector

Let Your Sales People Focus on Closing the Sale!
f you already have trained and talented sales people, why do you need a dedicated teleprospector? They should be able to do their own prospecting for new accounts, right?
Yes and no. You have sales people that are trained to deal with with complex, sophisticated business solutions, so I must ask you, why on earth would you use them to go down into the trenches, get down and dirty, getting involved with grass roots lead generation work? Isn’t the best use of their time being in front of qualified prospects, belly to belly doing what they do best, closing the deal on prospects that have a need that you can take care at a fair profit, that fit your niche?

Complex sales don’t just close by magic, nor do they close over the phone or through emails. They require face-to-face meetings, and perhaps sophisticated presentations, where pain is uncovered, solutions are discussed and deals are made.

If you have talented sales people, their focus should be at the bottom of the sales funnel, working with the cream and getting in front of the key decision-makers, and negotiating the close.

In my selling experience, this is who I want to be talking to and I’ll bet this is also where your sales people want to be, talking to people further along in the buying cycle.

It takes time and attention to bring a sale all the way to a close, and it’s best when you can use your high end talent for this sophisticated, somewhat delicate, part of the sales cycle.

Using a teleprospecting person to make the calls and qualify the leads allows your sales people to do what they do best.

Top of the Funnel Phone Calls
  • A teleprospector is an excellent complement to your sales people that needs to get in front of highly qualified leads. 
  •  A dedicated teleprospector gets on the phone, and spends the time that is needed at the top of the funnel.
  • A teleprospector can make thousands of calls, and have hundreds of conversations that are required to narrow the list down and hand off the qualified opportunities to your sales people.
  • For every deal that actually gets to the table for negotiation and closing, at least one hundred calls need to be attempted.

Isn't your highly skilled and valuable sales people’s time is much better spent in front of the prospects that have a need and are nearer to the point of ready to close?

And isn't the teleprospector’s time is best spent making the calls, asking the right questions, and using their refined skill set to qualify and discover actionable leads.

Refining the List
An added benefit to outsourcing calls to a qualified dedicated teleprospector is that they will filter your list down to only highly qualified leads.

In my experience, many times an inside sales people will hold on to prospects that have no future. It’s a comfort factor to hold onto the names. They’re going to buy eventually, right? This only leads to time wasted on calls and communication with prospects that have no hope in ending in a closed sale.

A dedicated teleprospector has the expertise to ask the right questions, and spend the right amount of time in order to determine if there is a real interest. If there is none, then no more effort is spent engaging with people a company that is not going to take the next step.

The result is a hand off to sales people, names or prospects that they know are worthy of their time and the effort it takes to move them down through the sales funnel to a successful conclusion.

Engaging a dedicated teleprospector to work with your sales people ensures both you and your sales people that the sales funnel keeps flowing and there is no roller coaster rides in getting qualified prospects.

Your salespeople can continuously work on being in front of the decision makers ready to take the next step, while a skilled dedicated teleprospector continues to hand off highly qualified leads to them.

For better lead gen in telemarketing, teleprospecting and lead generation call Larson & Associates at 847-991-1294 or email me at .  One call is all it takes to start getting sales leads into your peoples pipeline.
Howard LarsonLarson & AssociatesTarget Marketing & Telesales Professionals for new account acquisitionMaking good businesses great and great businesses even better847-991-1294howard@larsonassociates.wshttp://www.larsonassociates.wshttp://larsonassociates.blogspot.com

P.S. We make teleprospection for small business affordable by offering programs down to only 10 hours a week. Maybe you should add teleprospecting into your marketing mix call today and find out.