People are getting busier by the day. Though we have access to our phones at all times, we do not answer them the same way we did in the past. Technology like caller IDs, email spam filters etc., allow us to screen calls and emails. So even if the volume of calls that we make is getting higher, it may not be effective. It is getting harder to convert a cold call into a lead!
Rather than focusing on quantity, it is better to focus on quality. There is so much information available about prospects on the web that a call may not be tagged as cold anymore. Once you have some information about the person you are calling, it becomes a warm call! These are people who are interested in the services you offer and have a higher chance of conversion into a lead. Though this takes time and effort, the amount of time and money invested to convert a call to a lead is much lower. But you can be smart about warm calling. In order to determine who to call, the sales team can use analytics.
This kind of warm calling has led to maintaining better business relationships with both customers and potential customers. It helps in better understanding the customer’s needs, higher client satisfaction and more future business and referrals.
While being smart about sales approaches, as described above, it is also important to remain systematic. Consistency and repeatability allows the seamless expansion of sales forces. It leads to more predictable and consistent results for the sales team which help them focus on the future.
The best sales solutions offer sharing of customer list databases, easy updates and duplication of customer lists and reports & dashboards to track progress. This helps the sales force engage with customers more proactively that ever before. Using these CRM solutions, website monitoring, email conversion tracking, social media conversion tracking and consolidating into a daily/weekly/monthly activity report helps sales stay on top!
According to Aberdeen Group, here are the performance results of organizations which use these “best practices” in sales:
- Lead conversion increases by 7%
- Overall sales team quota achievement increases by 3%
- Company revenue increases by 3%
Have you stayed up with these sales trends?
Do you have any tips of your own? Let us know in the comments below!