B2B Outsourced Sales Lead Generation Calling Tips

B2B Outsourced Sales Lead Generation Calling Tips

June 2, 2017
Glen Springer

Gabriel Sales builds modern sales and marketing operations for B2B companies with solution sales that require a senior sales rep to manage the transaction of the sale. Over the past several years, we have seen the effectiveness of cold calling decrease substantially, but when executed the right way, it can still yield results. Here are some tips for companies that have worked for our B2B outsourced sales lead generation clients that you can implement on your own, or with our outsourced sales and marketing support.

B2B Outsourced Sales Lead Generation Tips

First, invest the time upfront to ensure you’re calling the right buyer. Spend as much time as you can, building databases of the right type of buyers at the right types of companies. A recent Gartner Group Study show that a typical business with less than 500 employees has an average of seven to ten people who are responsible for most buying decisions. Connecting with the right people is critical to your success – a simple, but sometimes overlooked, first step.

Try to start with calling at least a warm lead – ideally the phone call is a conversation. A conversation is much easier to have with at least someone that is slightly aware of your company. Whenever possible try to introduce yourself in advance. The most cost effective way to do this is with an email marketing campaign prior to the call.

Keep the first call educational, and share value first. Cold calling doesn’t mean that you are cold selling. The goal of the first call is to get your prospects attention, and you will only have 10 to 15 seconds to do that. When you call, be armed with something of value – it could be a webcast, a white paper, or a video to share. Sharing is caring and you will set yourself up for success downstream.

Use a marketing automation platform to prioritize leads. One of the most under-used feature of a marketing automation system is its lead scoring function.  You can use marketing automation platforms to see what content your buyers is engaging with. Calling time is precious time, so you can use a marketing automation platform to prioritize it.

Remember that the first two to three calls are not going to result in closed business, especially for more complex sales. Studies continue to show a typical sales cycle requires at least five to seven customer touches from the sales rep and engagement with at least that same amount of digital content. Use these calls to build value, not to sell features.

Qualify early. You should also use the first couple of calls to qualify the buyer. Is the company the right size? Do they have a need for your services?  You can be blunt and direct here as it saves both you and the buyer time – and a no is as good as a yes early in the sales process.

Ask questions, especially open ended questions. Sales relationships and qualified B2B sales leads are built through conversations, and conversations are started when you ask questions.  You should be asking questions at least three times more than you are pitching.

Do your homework for the second call. LinkedIn is now only a quick search away, and marketing automation systems will allow you to see what content interests your buyer most. Both these are invaluable tools for a second and third call to help you move your conversation forward.

About Gabriel Sales B2B Outsourced Sales Lead Generation

We specialize in building modern sales and marketing sales operations. We combine sales strategy and modern B2B marketing and sales best practices with a blended team of email marketing and content production specialists, marketing technology experts, and a team a sales development and market execution professionals to help with companies with B2B outsourced sales lead generation results. To learn more about our approach visit our outsourced sales case studies or our approach to B2B outsourced sales lead generation page.

No comments

You must be logged in to post a comment.
mautic is open source marketing automation