The Need for Speed-to-Lead in Sales

Published on: 23 May 2019 Last Updated on: 16 July 2024

Salespeople can be awfully laissez-faire about when (and if) they contact leads, which is baffling given that the job is so centered on conversion. Many reps take a full three days to follow up on a new lead, giving the competition ample time to swoop in and make that all-important first touch.

Sales are the lifeblood of any business organization. no matter the shape, size, or scale of your business, you need to work towards generating sales. However, for most businesses investing in training sales professionals can be a hectic process. A better alternative can be found by working with platforms and experts that work on commission only sales. This simply means that you pay the salesperson only when they are able to successfully execute sales and close deals on behalf of your organization.

In a modern online world, prospects can rifle between competitors’ pages, compare offers, fill out multiple forms and survey even the most saturated markets in mere minutes – it, therefore, becomes incumbent on you as a diligent salesperson to vie for top-of-mind awareness. The best way to do that is to boost your speed to lead.

Speed-to-lead, put simply, is the time it takes you to contact a new lead entering your system. It’s something you should be mindful of when considering how to improve your outreach efforts as the rapidity with which you contact a lead has been shown, across multiple studies (more on those in a moment), to have a profound effect on engagement success.

Speed-to-Lead, by the Numbers:

According to a study undertaken in partnership between the Telfer School of Management and a leading sales engagement company, engaging the lead within the first hour is seven times more effective compared to waiting 24 hours. The Harvard Business Review conducted the same study, and they found the exact same thing.

Quick, But Not Too Quick:

That same Telfer study comes with a caveat, though: you can’t pick up the phone within seconds and hope for the same engagement success. The sweet spot seemed to be between ten and 60 minutes of the prospect of becoming a new lead. The reason for this ten-to-60 minute delay could be because an instantaneous response seems automated and pushy, but, of course, it’s impossible to tell.

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The best way to ensure that you make the first touch – and all subsequent touches – at the right time is with automated queue-based lead routing software. It’s a mouthful, for sure, but it’s essentially software that automates the prioritization of your sales reps’ leads to make sure that new leads are routed to the front of the call queue. The software then automates their call cadence to ensure consistent speed-to-lead and thorough follow-up.

The Psychology of Speed-to-Lead:

What is it about the speed that conveys value? From the prospect’s perspective, your speed might indicate a willingness to please, a certain eagerness they know will be valuable when it comes time for them to express their needs and pain points.

Alternately, it might simply be the fact that you were there first. As mentioned briefly above, top-of-mind awareness is an important principle in engaging a lead, and being the first to contact gives you a significant advantage. Not only over other competitors but over short attention spans (everyone has them occasionally).

Speed-to-lead is an important consideration for any sales organization looking to improve sales engagement and conversion. Automating rep workflow to contact new leads 10-60 minutes after they express an interest should have a profound effect on engagement success.

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Cold Calling Script for Successful Sales Persons

Cold calls are still of great importance even in the modern virtual world. If you are looking for business, one of the most effective sales tactics is cold calling. It is part of the outbound marketing strategy for your business and can deliver great results. A recent survey by DiscoverOrg on 1000 sampled senior executives in the IT industry reveals that 60% of them attended an event or took an appointment after receiving an unsolicited email or cold call. If you fear cold calls, then these tips will not help you to eradicate your fear. However, they will give you a more successful experience in making cold calls. Focus on the Goal Most beginners think that cold calling only deals with making the sale. However, this is not the case. It deals with getting an opportunity to make a sell. The primary reason behind making a cold call is setting an appointment for making the pitch. You can use a cold calling script to help you focus on the goal. Research Your Prospects and Market Before Making the Cold Call Your cold call has to target the right audience. Market research can help you to focus on the right audience. Gather a lot of information about the company or individual you will be calling in advance. This step will give you a significant advantage of being in a position to talk about their business and needs when you make the call. Gartner Group states that an enterprise that has an average of 100 to 500 employees will have approximately seven people making the purchase decisions. Therefore. It is critical to connecting with the right individuals if you need success in your cold calls. Leverage Contacts on Social Media to Enhance Your Chances of Connecting Statistics from Vorsight reveal that if you share a LinkedIn group with the person you are calling, you have a probability of 70% of making a successful cold call. What applies to LinkedIn can also stand to the other social media platforms. You can increase your prospects of receptiveness when you are connected with your audience in social media. Therefore, make sure that you work towards establishing of extending your presence on social media. Prepare Opening Statements for Your Call It is good to organize your thoughts before making a call as this will assist you to avoid the common mistakes while opening the conversation. Making such errors can make the individual you are calling to terminate your call. At this point, the cold calling script comes in handy. This document should act as a guide, and you don’t have to read it out. What Should Be in The Opening Statement of the Cold Call It is essential to organize your conversation on the cold call in a logical manner. You need a greeting, an introduction, reference point that talks about the prospects, advantages of your products and services, and lastly a transition to the dialogue or question. Prepare a Script for the Remaining Section of the Call Put down the benefits of your products or services and reasons that will make your prospects to buy them. Put down some of the possible objections and how you will answer them. It is easy to meander or leave something out if you don’t have a cold calling script. Once more, you will not be reading out the script when you call. The most important thing is to prepare a framework for your cold call in advance. Be ready to answer tough questions about the products and services you are selling. Forbes Insights report that 58% of potential buyers assert that sales representatives cannot adequately respond to their questions. You can get yourself out of this script by preparing an excellent cold calling script. Request for an Appointment During the Cold Call Set the appointment that you request during the conversation at a specific time. For instance, you could ask the prospect whether 11:00 a.m. would be good for him/her. You could also ask your audience whether you can meet them the following week. It is good to get your prospects committing to a meeting in your initial conversation. Don’t leave it vague because this will necessitate a second call for setting up the meeting. The phone call may never take place if you are unable to get to the prospect. Note That Gatekeepers Are Allies and Not Foes Remain polite to anyone who picks up the call or whoever guards the inner sanctum when making the cold call. Have strategies that will make the gatekeeper to come on your side. You could even ask something like ‘I am not sure whether you will be able to assist me?’ and he/she will give you the info that you require like the name of the person you need to talk to or the best time of contacting the prospects. You also need to learn the names of the gatekeeper and remain friendly during the call. Send Your Prospects Unique and Small Promotional Items to Smooth Your Way for the Cold Call This step will break the ice and make the brand to stand out from the crow. Sending out such promotional items will prepare the way for a successful cold call. A question like ‘are you the one who sends me this’ from the prospect may seem to be unnecessary or cheesy but it works well. If Possible, Do the Cold Call Late in the Afternoon or Early Morning The best time to reach the decision-maker directly is late evening or early morning. Research also reveals that Thursday is the best day for cold calls and Wednesday comes in as the second. The same research reveals that Tuesday is the worst but this can vary from one person to another. Remain Persistent 80% of new sales will come after you make the fifth contact yet most salespersons give up after making the second call. Don’t be the kind of person who gives up so easily. It is good to learn to try again if you really want to make a sale. Above all, practice, practice, and keep on practicing and you will become an expert in cold calling. You will always get better even if you find no fun in making cold calls. With constant practice, you will develop effective selling techniques. Therefore, get your script ready and the call list and begin to reach out to your phone. There are several people out there who would like to do business with you but you need to let them know about your brand first. Read Also: FinTech Is Making It Easier To Shop The World’s Biggest Sales This Is Why Social Media Is Essential In The B2B Sales Process 5 Actionable Mobile Marketing Tips That Drive Sales

Required Content Marketing for Your E-Commerce

According to HubSpot, in 2019, 75% of the world's companies used content marketing and found it more efficient than other ways to attract customers. Small businesses with up to five employees predominate among them. The fact is that young companies with budget deficits, in contrast to large market players, prefer to invest in useful content, offering users detailed and objective reviews. Popular sites for content marketing: Blogs on a store's website or a third-party site; video channels; thematic forums; affiliated websites. A blog on an E-Commerce site may include product reviews, sales leader ratings, interesting case studies, recipes and application examples, detailed answers to customer questions, stories about creating a product line and other useful content that will show your expertise in this subject. YouTube channel is an absolute must-have for shops, whose products can be spun in the hands, show in work and express their impressions. For today YouTube is a search engine where you can find answers to almost any questions. Tell your customers which bike is best for the city and tires for the ice. And you'll notice how customers will reach out to you. Thematic forums and partner sites are the right places to post quality content, where you can demonstrate expertise in your niche. User-generated content of the E-Commerce E-commerce is an excellent platform for generating content by users and customers. Reviews, Q&As, photo and video reviews of products provide an opportunity to receive unique and useful content almost for free. It's enough only: simplify registration; add authorization through social networks; abolish premoderation; motivate users to communicate and express themselves; ask to bark, share in social networks; provoke discussion; to give bonuses for comments or reviews. The advantage of content marketing can be considered an increase in the image and customer loyalty due to the trust in the expert opinion of the store. With the same level of traffic to useful content and to the selling page, the content gives the best conversion into sales. If your niche is not yet engaged in content marketing, you have a great opportunity to become an expert and leader in their field. The disadvantage of this method of attracting clients in high labor costs and the long-lasting effect of investments. But during the regular publication of quality materials, the cost of each client involved is constantly falling, which makes content marketing profitable in the long term. Criteria for the effectiveness of content marketing Google Analytics, together with E-Commerce reporting, allows you to track all quantitative and qualitative indicators of content marketing efficiency: viewings; malfunctions; time on the site; number of subscribers; likes, reposting, comments; returns to the site; lids and sales; conversion rate; marketing costs. Sales and lids are just one of the criteria for efficiency. Much more emphasis is placed by experts on the involvement of the audience, which is subsequently converted into sales. Read Also: 7 Proven Marketing Tactics to Increase your ROI in 2018 Creating Successful Mobile Games: What You Need to Know

Best Ways to Get more From Your Outreach Campaign

Marketing is not the same anymore. It has become complex with so many platforms but easier and approachable than ever. The blogger outreach can help you earn more target audiences in a short time frame. In today’s world, it is more about digital marketing and producing creative content. Guest posting is one of the ways through which you can market your blog. Similarly, writing which is a passion for everybody has also evolved and gained popularity through blogs. Blogging has become a new hobby and activity for many people and in this sphere guest posting also works. Different Ways Outreach Can Help You To Gain More Are As Follows Different Ways Outreach services can help your business to develop in a short time frame. You cannot make your choices in grey. 1. Brand your own blog or create an identity: What is guest posting? Guest posting is when you find a popular blog belonging to someone else which has contents of your liking and you provide posts that can be published in those blogs provided that the blogger chooses to do so. When it comes to other popular blogs you have an advantage of getting more attention and brand your image and blog there which will automatically increase the popularity of your blog or website. I think that you can create quality content which draws the attention of many viewers to your blog or website. Make sure that the content you provide is up to the market and also distinguishes your style from the rest of them. 2. Creating meaningful relationships and networks: As told earlier, blogging is one activity that is gaining popularity day by day, you can turn things entirely to your way just through one meaningful post. When you provide content for other blogs under your name then that not only helps you but helps that particular blogger as well. It instantly creates a connection between you and blogger which might help you in the long run. You can also hire some blogger outreach agency from this work. It also establishes a connection between you and other bloggers who are interested in similar contents. These connections and networks are important in the current era where everything is based on the relationships you build. The other benefit of creating such networks is that these people can help you with your current as well as your future contents. They can also help you market your blog and also get you more viewers and followers. Hence the first and the second benefits go hand in hand. Remember!! Creating meaningful networks matter a lot in the current period of blogging where there is stiff competition. 3. Viewers can easily access your blog/website: So what happens when you provide your content to other bloggers? They might provide the link to your blog, website or social media platform in the content published. Viewers can easily access your website or blog through that link. Cheer Up! Your blog is a click away. This, in turn, increases the popularity of you and your blog as a brand with your unique content and writing style. It is actually worth giving a short. What if your popularity increases overnight? People don’t have to type in your website name it just a click away. 4. Improve your skills: If you write a guest or write a post for your own blog both of them will definitely improve your writing skills. You gain more knowledge and more techniques on how to attract people with your writings.Outreach services can help you to get more audiences in a short time frame. Why sit idle when you can benefit in many ways through guest posting? To write great and quality content requires practice. You can’t be a pro overnight. It requires patience and efforts in a consistent manner. This increases your grammar, vocabulary and your writing changes to the next level. So go ahead write more guest posts and try to be a pro in what you do. All the best with that! 5. Easy and simple: By now you know the benefits of guest posting. Another reason to try out guest posting is that it is really simple and easy. In most of the cases, you don’t require extra finances. All you have to do is research on the topic and provide quality content which attracts readers. It is as simple as that. If you can put in a few efforts that can result in great values. The results that you get out of these guest posts are more than the effort that you will ever put in. 6. Finance: Okay! You research day and night on an interesting topic, write it beautifully and publish it as a guest post. You receive a good amount for that post you provided. Imagine how cool that is. Get your own money for the effort that you put in. Outreach services can help you to improve your finance. This is the best part; it encourages you to write more and more. It inspires you to improve your content and provide next-level articles. As told earlier guest posting increases the popularity of your own blog which in turn will provide you with more money. It is true that money is not what matters but who says no to a good amount of cash. Read Also: Blogging To Live Better: 10 Benefits Of Blogging How To Start A Blog Without Breaking A Bank? Know Why Content Marketing Is Important For SEO The 10 WordPress Plugins Every Successful Blogger Uses How To SEO Optimize WordPress Category And Tag Pages A Guide To Running Your Instagram Marketing Campaign How To Create Cornerstone Content For Your Website

The Need for Speed-to-Lead in Sales

Speed-to-Lead, by the Numbers:

Quick, But Not Too Quick:

The Psychology of Speed-to-Lead:

The Importance Of Storytelling In Social Media Marketing

4 Key Concepts on Making Signage an Effective Strategic Investment

Content Rally

Content Rally wrapped around an online publication where you can publish your own intellectuals. It is a publishing platform designed to make great stories by content creators. This is your era, your place to be online. So come forward share your views, thoughts and ideas via Content Rally.

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Cold Calling Script for Successful Sales Persons

Required Content Marketing for Your E-Commerce

Best Ways to Get more From Your Outreach Campaign

The Need for Speed-to-Lead in Sales

Speed-to-Lead, by the Numbers:

Quick, But Not Too Quick:

Automate for Speed-to-Lead:

The Psychology of Speed-to-Lead:

Share this Article

The Importance Of Storytelling In Social Media Marketing

4 Key Concepts on Making Signage an Effective Strategic Investment

Content Rally wrapped around an online publication where you can publish your own intellectuals. It is a publishing platform designed to make great stories by content creators. This is your era, your place to be online. So come forward share your views, thoughts and ideas via Content Rally.

Leave a Reply

Popular

Follow Us

Recent

Related