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Inside Sales Outsourcing In India
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Inside Sales Outsourcing, Inside Sales Outsourcing in india

Inside Sales Outsourcing, Inside Sales Outsourcing in india

The second point with regards to inside sales outsourcing is the fact that one needs to start with a clean slate. Once the list has been reviewed by the team for any kind of do not disturb numbers, it’s important for the teleprospectors too, to give a look over to the list. Further to this, when the actual calling starts, it’s necessary for the calling team to update the sheet with accurate statuses so that the warm and hot leads stand a higher chance of conversion. Also, after the list is imported into a CRM (another reason why companies rely on inside sales outsourcing), there’s another chance to refine the data even further.

How the lists are sorted and the criteria that is chosen goes a long way in reaching the right contacts faster, and if one can identify a pattern within a particular industry or with people at a particular level in the hierarchy, the efforts can be better rewarded by channelizing energies in a direction where there are maximum returns. This alone can make a difference between sifting through thousands of entries or just getting the job done with a couple of hundreds!

 

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Inside Sales Outsourcing, Inside Sales Outsourcing in india

Inside Sales Outsourcing, Inside Sales Outsourcing in india

The relationship between inside sales outsourcing and lists is everlasting. After all, lists are what keep teleprospectors and sales reps busy, working towards solidifying the pipeline with calls to different kinds of prospective customers. Simply put, getting a new list might sound like the beginning of Christmas. However, sometimes the lists are so big in size that it becomes quite a challenge to get the right leads out of it. And all the training and role playing in the world can’t help if one doesn’t know how to properly manage leads and refine the data to reach the decision makers faster.

One of the most frequent mistakes in this context is to just start off dialing numbers one after the other without any thought. The first thing to be kept in mind while telecalling is to know that it’s important to outline the kind of criteria one wants. This could be in terms of annual revenue, company size or the type of industry, etc. This needs to be specified right at the beginning to the source from where the list is being procured, so that there are not too many senseless options.

More in the next post…

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Inside Sales Outsourcing, Inside Sales Outsourcing in india

Inside Sales Outsourcing, Inside Sales Outsourcing in india

The kind of content one presents in the webinar needs to be of high quality, because simply rehashing old, tried and tested knowledge into an attractive format is not going to get the sales lead generation campaign anywhere. So, it’s not always guaranteed that just by hosting webinars, a company will drive success. There’s a significantly high chance that the response would not be as high as expected. Hence, it’s important to understand that the sales and marketing team need to properly strategize the kind of topics that would be spoken about in the webinar.

To enhance sales lead generation, webinars basically need to provide more value to the people who are going to be viewing or participating in them, otherwise it’s just a waste of time and resources from the provider’s as well as the recipient’s side. Also, industry insights that have been thoroughly researched are a very effective means of getting the attention of the attendees, and can also be used in promotional emails that are used to inform people of the occurrence of the webinar. And lastly, the duration of the webinar is of paramount importance, since it should be short and fast=paced to hold the interest of the attendee, but also long enough to cover the topic.

 

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The important thing to remember while hosting webinars is that although one has uploaded it on media sharing platforms, it’s also important to host it on the website. By doing so, the brand gets a higher chance of receiving more visitors on the website, where all the desired information, which might not be disseminated in the webinar due to obvious reasons, would be available.

Webinars also share a close relation with lead nurturing and consequently, calculating the impact on revenue performance. By offering a constant stream of good quality content, brands can form better relations with current and prospective customers. This helps the latter in their business, and they appreciate the brand for its philanthropic initiatives, and (hopefully) reward them with more business! However, it’s important to understand here that to measure the success of the sales lead generation campaign, one needs to keep an eye on the numbers. If a specific kind of content was working during the initial stage of the campaign and is not getting so much response now, maybe it’s time to change the approach, but the brand would only know this when it knows the kind of numbers that are being driven.

 

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Inside Sales Outsourcing, Inside Sales Outsourcing in india, Sales lead generation, sales lead generation in india

Inside Sales Outsourcing, Inside Sales Outsourcing in india, Sales lead generation, sales lead generation in india

There’s a lot of emphasis being placed upon webinars and their importance for sales lead generation. Even though it might seem like and indirect means of getting business for an organization, some of the leading management gurus of our times have repeatedly spoken at length about how webinars are a critical part of the overall marketing strategy. Essentially, they are a great means of storytelling, which present case studies and the capabilities of the organization in a better manner. The plain whitepapers with different colored fonts just doesn’t do the trick any more, but videos and attractive animated graphics are, and will be for a long time, a sure-shot winner.

Also, contrary to popular belief, webinars and SEO are in fact very closely related, and if the latter is not included while promoting the webinar, the organization is missing out on something. To get the most out of a webinar, one needs to basically use every weapon in the arsenal, i.e., every promotional channel. Here, SEO doesn’t just mean articles, meta tags, etc., but includes a comprehensive list comprising YouTube, SlideShare, Facebook, email, blogging and Twitter. This holistic approach helps companies get the maximum leverage from the internet.

More in the next post…

 

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Inside Sales Outsourcing, Inside Sales Outsourcing in india, Sales lead generation, sales lead generation in india

Inside Sales Outsourcing, Inside Sales Outsourcing in india, Sales lead generation, sales lead generation in india

Continuing on the previous post…

Obstacles:  If the prospect could get anywhere he/she wanted to be, you wouldn’t be needed in the first place. However, something is clearly preventing them from reaching their objective, and therein lays the opportunity. This could be anything from lack of knowledge, resources, expertise, or a combination of all three. Essentially, it’s about lack of information, in any manner whatsoever. Here, information is just about anything that is preventing the prospect from reaching the objective. If you can help them overcome their obstacles and reach their objective, your sales lead generation efforts will bear fruit like anything!

The (driving) force: If you can identify what is the driving force behind your prospect’s current situation, you have a winner on your hands! The basic premise of this concept is to ask questions like ‘if this problem was solved, how would it benefit your business?’ or ‘if I give you a solution that takes care of all your concerns, how would that affect your workflow?’ This gives you an edge over competition, since now you know what is the prospect’s pain point, and you can dedicate your efforts towards resolving the same, making your proposition the best choice!

 

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