Don’t let your telesales reps give up, keep dialing the C-Level prospects until…

In a survey of 205 b2b marketers and a review of the results of thousands of telemarketing campaign records, TeleNet Marketing found that it took an average of 7 calls to connect with C-Level prospects and that it took up to 12 calls to C-Level contacts before daily call returns started to drop off.  The full survey results are presented on Marketing Sherpa, reference article 30060.

Recommendation:  Tell your reps the results are in the numbers.  And be sure that they are armed with targeted voicemail scripts which give the prospect a compelling reason to return the call.

3 Questions to ask before you select a Tele Training Partner

Effective training is a key component to successfully teleselling and teleservicing and there are many companies who offer sales and service training.

Here are 3 questions to ask before you select a Tele Training partner:

1) Is this training company the right match for my business?
Is this company expert in delivering Telephone skills training?
and
Does this company have customers that:
a) sell to the same sized companies
b) and target the same level of decision makers

2) Is this company’s training offering repeatable?
The best telephone skills training programs are those that deliver training in modules.  Once you complete the training, you can follow up with training in key focus areas. Be sure to select a program that is easy to deliver frequently, either by engaging an outside trainer or by purchasing access to modules that you can use as needed.

3) What do I need to do now to prepare for reinforcing the skills and techniques my team learns?
Plan ahead for what follows the training.  Commit to reinforcing the telesales skills and techniques. Review this requirement with the trainer you select and establish reinforcement and retraining plan before the training starts.  Build this into your plan and your training budget.