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Warm Calling: Who Teleprospectors Should be Contacting - Volkart May - ContactCenterWorld.com Blog

Warm Calling: Who Teleprospectors Should be Contacting

Cold calling is an essential function of the B2B contact center because it allows callers to build an accurate lead database that can be used during future calling campaigns. However, it’s not the only responsibility of a teleprospector. In fact, the majority of their time is actually spent on warm calling, or reaching out to contacts that the company already has a relationship with in order to update files and ideally, turn a potential prospect into a qualified lead. During a warm calling campaign, these are the groups of people that prospectors should be contacting:

Marketing generated leads

Marketing generated leads have expressed interest by getting in touch via lead form, email, phone call, etc. after receiving marketing messaging via a marketing touchpoint. No matter how targeted a B2B marketing campaign may be, not every marketing generated lead is going to be sales-ready. One purpose of a warm calling campaign is to have an initial insight gathering conversation with these leads in order to determine the quality of the leads and whether they should be passed on to the sales team or further nurtured.

Leads that have gone cold

When a lead doesn’t make an initial purchase and loses touch, it has gone cold. However, since there was interest initially, that interest can return when the timing is right. A warm calling campaign ensures that these cold leads aren’t ignored entirely, keeps the lines of communication open, and helps to keep a company top of mind.

Past customers

Companies change service/product providers for many reasons, it’s not always because they weren’t satisfied. Sometimes the reasons are internal, such as departmental budget cuts. Because a past customer could become a customer again in the future, a warm calling campaign helps to maintain this relationship and the teleprospector can mention new products or services that might be appealing to them.

Current customers

It’s common sales knowledge that it is less expensive to retain current customers than it is to acquire new customers, which is why it’s important to tap into additional revenue opportunities from existing customers when it makes sense to do so. A warm calling campaign can reach out to current customers to ensure their satisfaction and advise them about new or enhanced products or services that complement what they are currently using.

Warm calling campaigns are an essential function of B2B inside sales. Since the relationship is already established, the teleprospector has more data to work with and can craft messaging to speak to a prospect’s individual needs.

Source: http://www.volkartmay.com/inside-sales/warm-calling/

Publish Date: August 8, 2017 5:00 AM


2020 Buyers Guide Speech Technology

 
1.) 
Call Center Studio

Call Center Studio
Call Center Studio is the world’s first call center built on Google and is one of the most secure and stable systems with some of the industry’s best reporting. It is one of the most full-featured enterprise grade systems (with the most calling features, one of the best call distribution, outbound dialing features and integrations—including IVR, AI Speech Recognition, blended inbound/outbound calling and includes Google’s new Dialogflow and Speech API. Call Center Studio is the absolute easiest to use (with a 10 minute setup), and is the price performance leader with lower equipment cost and less setup time.
PH: +1 512-872-7565

2.) 
Daisee

Daisee
Daisee builds technology that empowers people to solve problems by making interactions simple and smart so they can have a more significant impact, be more productive and be better at what they do. We believe incremental improvements carry huge potency and provide exponentially greater change for the better.

Genesys customers can now automate risk and quality management using Daisee’s speech and sentiment analytics and remediation workflow software. Daisee helps improve customer experience, ensure regulatory compliance, identify missed commercial opportunities & training requirements as well as provide valuable insights back to the business directly from the frontline – the true voice-of-...
(read more)
PH: +61404697151

3.) 
Voci Technologies Incorporated

V-Blaze Speech to Text
Our GPU-accelerated, AI-based technology enables you to deliver greater insights to the contact center by transcribing audio into analyzable text.

- Transcribe large volumes of recorded audio quickly
- Integrate transcripts with your analytics or business intelligence platform
- Reduce your hardware footprint and minimize total cost of ownership
PH: 412-621-9310

4.) 
Voxjar

Voxjar
Voxjar is your one-stop-shop for driving better phone calls with your customers. We're a modern Conversation Analytics and Call Coaching Platform.

- Custom Charts and Dashboards give you the freedom to analyze calls from the highest level down to the details of each conversation.

- AI-Powered Speech Analytics transcribes, searches, and analyzes your reps' phone conversations, at scale.

- Quality Assurance and Call Coaching tools let you evaluate and improve agent performance with a human touch.

- Long term recording storage for historical analysis


All of these together provide the holistic, easy-to-use software that you need to manage a modern call team and create better con...
(read more)
 



View more from Volkart May

Recent Blog Posts:
5 Reasons to Execute an Outbound Calling CampaignAugust 16, 2017 5:00 AM
Warm Calling: Who Teleprospectors Should be ContactingAugust 8, 2017 5:00 AM
Set a B2B Calling Campaign Goal to Achieve a Desired OutcomeJuly 18, 2017 5:00 AM
Improve Marketing Efforts with an Outbound Calling CampaignMay 30, 2017 5:00 AM
Leave These Sales Functions to an Outsourced Calling PartnerMay 18, 2017 5:00 AM
Keep Prospects on the Line by Following These Sales Call TipsMay 2, 2017 5:00 AM
Key Points to Mention Upfront During an Inside Sales CallApril 10, 2017 5:00 AM
Want a Callback? Follow These Inside Sales Voicemail TipsMarch 27, 2017 5:00 AM
4 Ways to Build a Positive Call Center CultureMarch 16, 2017 5:00 AM
Keys to a Successful Relationship with an Outsourced Inside Sales CompanyFebruary 27, 2017 5:00 AM

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