Sales Effectiveness Track: TOPO Sales Summit 2016 - Talkdesk - ContactCenterWorld.com Blog
Every sales organizations is looking for the secret to improving their effectiveness and their revenue along with it. The Sales Effectiveness track at TOPO Sales Summit 2016 explored the plays and tactics that contribute to the effectiveness of the world’s top sales teams.
In this blog post, we will explore the insights provided at TOPO Sales Development Analyst Dave Hershenson’s Outbound Prospecting Workshop.
Outbound sales prospecting can be incredibly difficult. Sales Development Representatives (SDRs) work as the digital equivalent of door-to-door salespeople.
“Being an SDR is a grind,” said Dave. “But it’s a great place to build muscles for the rest of your sales career.” Click to Tweet
What’s the best way to get through that grind? Dave recommends developing a standard outbound prospecting framework for SDRs to guide their processes. This framework involves six steps and a whole lot of best practices:
1. Prospect Data
SDRs should identify contacts that align to key buyer personas and then collect their contact information. Dave outlined four best practices:
- Segment prospects by buyer persona and title.
- Identify 2-3 additional stakeholders related to the target personas.
- Find contact information or determine a non-standard method for reaching out.
- Understand who these people are and where they fit in their organizations.
2. Pre-Call Research
In the pre-call research phase, SDRs should focus on gathering only the most essential information. SDRs should research company information such as company goals and recent company news, as well as contact information including role and background. Dave’s four best practices include:
- 3×3 rule: Find three pieces of information that can be used to sell to the prospect in three minutes.
- Identify business drivers in advance of outreach.
- Take note of similar current customers.
- Review all prior account history to gain context and perspective.
3. Multi-Touch Campaign
According to Dave, 87.5% of the best sales teams do touches via three or more channels. He offered three best practices:
- Maintain a volume of at least 8-12 touches per contact.
- Utilize multi touch types (e.g. email, dials, voicemail)
- Messaging should include buyer-specific content designed to educate the prospect over the course of campaign.
4. Live Call Execution
Successful sales reps create a call plan that directs the conversation with the prospect to achieve a very specific outcome. Five best practices for executing this plan:
- Create an agenda.
- Follow a detailed structure.
- Use transition phases to change direction and help the conversation flow.
- Avoid jargon and filler words.
- Agree to next steps.
SDRs should take a systematic approach to reaching out to high value prospects over time to re-engage them. Dave’s three best practices:
- Educate prospects by being a source of high-value content.
- CTA should center around discussing the content, not the sales offer.
- Frequency should be every 3-4 weeks.
6. Time Management
The highest performing reps organize their days to achieve specific outbounding activities. According to Dave, 83.4% of SDRs fail to consistently hit their quota due to poor time management skills. Avoid that fate with these five best practices:
- Create aggressive activity goals daily.
- Schedule and protect critical activities on your calendar.
- Stay focused on tasks related to achieving quota.
- End each day by preparing for tomorrow.
- Set aside 30 minutes every day to learn something new.
Dave’s session was an important talk in TOPO Summit 2016’s Effectiveness track, but it wasn’t the only one!
Check out Talkdesk’s TOPO Full Coverage blog post for a listing of all of our content from TOPO Sales Summit 2016.
About TOPO Sales Summit
The Sales Summit is an intensive, engaging learning experience that brings together sales leaders from high growth companies to share specific best practices, patterns, and plays for driving scalable revenue growth.
Talkdesk is intuitive, easy-to-deploy cloud-based call center software with advanced features, comprehensive reporting and seamless integrations with 25+ business tools.
Publish Date: April 14, 2016 5:00 AM
2020 Buyers Guide Recording
|2.)||Lieber & Associates|
Recording System Consulting
L&A provides vendor-independent consulting services to select, contract for, test, and implement contact center recording systems. The firm's consultants specialize in contact center I.T. and have several decades of experience each with all major and many smaller makers of phone and call recording systems.
View more from Talkdesk
Recent Blog Posts:
|Talkdesk Successfully Achieves SOC2 Type II Certification||March 7, 2018 5:00 AM|
|How to Reduce Abandonment Rate in Your Contact Center||March 5, 2018 5:00 AM|
|7 Key Challenges That Hinder Agent Performance||March 2, 2018 5:00 AM|
|5 Reasons to Ditch Your On-Prem Call Center in 2018||February 26, 2018 5:00 AM|
|Call for Stories: 101 Customer Stories Contest is Open!||February 21, 2018 5:00 AM|
|A Cheat Sheet for Innovative Contact Center Metrics||February 14, 2018 5:00 AM|
|7 Types of Phone Calls Where You Should Screen Share||February 13, 2018 5:00 AM|
|Don’t Put Contact Center Implementation on Hold||February 8, 2018 5:00 AM|
|Apply Today to Speak at Opentalk 2018||February 6, 2018 5:00 AM|
|Contact Center Agent Performance: No Room for Sacrifices||February 2, 2018 5:00 AM|