Candidates for Warm Teleprospecting Calls - Volkart May - ContactCenterWorld.com Blog
Most people are familiar with cold calling, or working off of a list to build a database that can be used in the future. While cold calling plays an important role in B2B lead generation and qualification, it isn’t the only function of a teleprospector. In fact, teleprospectors spend a significant amount of their time on warm calling, or contacting the people that the company has a pre-existing relationship with in order to gather more information from them. Access to this information allows the teleprospector to better qualify the lead and determine whether it is ready to be passed on to the sales team. The following groups of potential clients or customers are ideal candidates for warm teleprospecting calls:
The purpose of B2B marketing is to generate awareness and interest in a product or service that will result in inbound leads. However, not every lead that is generated via marketing efforts is going to be sales-team ready. In fact, some of these leads might not be qualified at all. In order to determine the quality of the lead, teleprospectors place phone calls to these leads and engage them in conversation. The insights gathered from the call determine if they should be passed on to sales or if they are a better fit for further nurturing.
In some cases, a lead might be qualified, but they don’t make a purchase right away. When this happens the lead “goes cold.” Understandably, the sales team doesn’t want to spend their time engaging with a lead that isn’t ready to convert, but that doesn’t mean that the company as a whole should ignore these leads. A teleprospector can place calls in order to keep the lines of communication open and the company top of mind for when the lead determines that it’s the right time to buy.
There are many reasons why a company might decide it no longer needs the products or services offered. It’s not always because they weren’t satisfied. The needs of past customers are likely to evolve over time and there’s a possibility that they might be in need of the products or services again in the future. Or, if there are new products or services that could appeal to them, it’s worth reaching out and maintaining that relationship.
Teleprospectors can advise current customers about new or enhanced products or services that complement the products or services they are currently using.
While warm teleprospecting can be time consuming, it’s a necessary function of the sales and lead nurturing process. If the sales team isn’t able to engage with these leads, outsourcing to an experienced teleprospecting team is worthwhile.
Publish Date: January 6, 2017 5:00 AM
|All Suppliers||Get Listed|
(VIEW OUR PAGE)
Advanced AI technology and Natural Language Processing delivered to clients in the Cloud that harnesses both voice and digital conversations. The focus is on building an environment where intelligent ...
(VIEW OUR PAGE)
CTI Software is the creator of custom application called Davos, which complements the telephone client solutions with intelligent features such as automated call attendant, call recording and archivin...
|PREMIUMFuture Gen International Pte Ltd|
(VIEW OUR PAGE)
Outsourcing provider of English Call Centre services, Audio Transcriptions, Big Data ETL (Extract, Transform, Load) , Big Data Visualization, Big Data Predictive Model Generation
View more from Volkart May
Recent Blog Posts:
|5 Reasons to Execute an Outbound Calling Campaign||August 16, 2017 5:00 AM|
|Warm Calling: Who Teleprospectors Should be Contacting||August 8, 2017 5:00 AM|
|Set a B2B Calling Campaign Goal to Achieve a Desired Outcome||July 18, 2017 5:00 AM|
|Improve Marketing Efforts with an Outbound Calling Campaign||May 30, 2017 5:00 AM|
|Leave These Sales Functions to an Outsourced Calling Partner||May 18, 2017 5:00 AM|
|Keep Prospects on the Line by Following These Sales Call Tips||May 2, 2017 5:00 AM|
|Key Points to Mention Upfront During an Inside Sales Call||April 10, 2017 5:00 AM|
|Want a Callback? Follow These Inside Sales Voicemail Tips||March 27, 2017 5:00 AM|
|4 Ways to Build a Positive Call Center Culture||March 16, 2017 5:00 AM|
|Keys to a Successful Relationship with an Outsourced Inside Sales Company||February 27, 2017 5:00 AM|