The Benefits of Crafting a Well-Written Prospecting Script

The Benefits of Crafting a Well-Written Prospecting Script

The most daunting part of making a sales call is preparing for the unknown. Will I reach decision-makers?  What kind of questions will the decision–maker ask? Am I prepared with the best responses? Enter the sales script! Think a script is only useful for newbie salespeople? Think again! With the new year comes an opportunity to dust off old material and think of our messaging in a new way. This also allows for an opportunity to showcase new technology, services or offerings you’ve recently added. Taking the time to craft a script that is timely and relevant can mean the difference between a closed deal (great intro, effective probing questions and a convincingly delivered Value Proposition) and a lost opportunity (due to a poor introduction and lack of engagement questions that lead to a summary dismissal). 

Consider these benefits of taking the time to craft a new prospecting script:     (more…)

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Prospect Qualification for Breakroom Suppliers

Prospect Qualification for Breakroom Suppliers

One of the most important topics you can cover with your sales reps: the effect that a successful qualification call can have on the sales process. The impact is inimitable. Proper qualification saves the sales team time, so that labor that can be properly allocated to pursuable opportunities. This process prevents pipelines from getting filled with an abundance of unqualified, or more so underqualified, prospects that drain your sales rep’s time and energy. Imagine dialing in multiple times over to the same prospect that is estimated to have 120 employees, only to reach them and find out they actually have 22 on-site! Or making 6 calls over 3 months to Suzie, who turns out to be a “coordinator” – hardly a decision-maker.

Although certain criteria requirements vary from Operator to Operator, the importance of an effective qualification call remains constant.

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The Consultative Sell on an Introductory Sales Call

The Consultative Sell on an Introductory Sales Call

Ask Questions To Learn About Your Prospects’ Wants And Needs

It is easy to fall into the trap of “I’m calling to give you a quote” rather than engaging in a meaningful dialogue. Asking good questions is the best way to learn more about your prospect’s needs and desires while, at the same time, building rapport. Rather than being viewed as “another Insurance agent”, you will become a valued advisor. This technique is referred to as consultative selling.

It would be easy if there was one right set of questions to ask that would always guarantee responses that we want. The best approach is to create a mix of open-ended questions that get your prospect talking, along with questions that easily yield a “yes” response or get the prospect thinking of what their current broker is NOT doing for them. (more…)

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B2B Prospecting – Know Your Numbers

B2B Prospecting – Know Your Numbers

“Sales metrics can help you guide your prospecting efforts”
As Featured in: Inside Dental Technology

Written By Amanda Puppo, CEO of MarketReach
August 2018
Volume 9, Issue 8

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Hubspot Report Part Two – The Hard Truth About Acquisition Costs

Hubspot Report: Part Two – The Hard Truth About Acquisition Costs (and How Your Customers Can Save You)

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Chances are your Salespeople are Failing at this Critical Skill

Chances are your Salespeople are Failing at this Critical Skill

As a Telemarketing company, we hear it over and over – “Cold calling is dead.”

“No one cold calls anymore.”

“Cold calling is a waste of time.”

It’s hard for us to understand why the average success rate for cold calling is 1.48%.*

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Trends in Phone Outreach and Business Growth

Trends in Phone Outreach and Business Growth

Want to grow your business? Phone outreach is one most efficient and effective ways to generate revenue. But let’s be honest – it’s not easy.

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5 Tips To Achieve Successful Telemarketing Outsourcing

5 Tips For Maximizing Your Telemarketing Outsourcing

So, congratulations if you’ve decided to outsource a task to a company that is outbound. You are now definitely a step forward in the game of closing sales with your customers through appointment setting and relationship building with them. But, wait, you must be aware that outsourcing telemarketing can at times become very tricky to handle if you fail to implement it right. Just deriving outright results will not suffice if you do not appoint a telemarketing company that ensures to represent your business in a manner that’ll be consistent with the brand that you promote.

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Call It What You Want — Just Call

Call It What You Want — Just Call

 For Amanda Puppo, CEO of MarketReach, attending her intuitions has brought on two epiphanies that changed the course of her life.
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