on 10-Mar-2016 (Thu)

INTRODUCTION A day in the life of a sales prospecting team has changed dramatically in the last 10 years. Traditional smile-and-dial cold calling cam- paigns aren’t as effective as they used to be. In fact, what most successful sales prospect- ing teams do now isn’t really “cold calling” at all, even though many still use the term out of habit. The new approach to sales prospecting is far more strategic and targeted, which creates a better experience for both the salesperson and the buyer. Today’s top sales prospecting teams use data science to predict the best prospects and to prescribe when and how to contact them. They combine these action- able insights with powerful sales acceleration technologies, including prescriptive dialers, email and engagement tracking and gami- fication platforms to dramatically improve visibility, productivity and effectiveness – ultimately increasing revenue by as much as 30% in as little as 90 days

Hi, my name is Stephen Lang. Let’s look at a typical day as an SDR at Vandelay Industries. Last Friday, my manager kicked off a weeklong “SMB Blitz” campaign. The daily goals? • 89 dials • 12 connected calls • 3 appointments

Lead scoring has long been a part of the sales prospecting process, but it has a bad reputation on the sales floor. Why? Simply put, marketing-based lead scoring systems have never added much value when it comes to sales. NeuralView ® , InsideSales.com’s lead scoring and prioritization application, provides a different approach designed for salespeople, by salespeople. With NeuralView you can know more, do more and sell more by applying proven sales prospecting best practices to the right leads at the right time.

I know that for every 52 calls I make, I am only likely to connect on 8 of them. This offers 44 opportunities to leave a voicemail. So one of the first things I do is create a pre-recorded message tailored to the campaign that can be left automatically as I move from one call to another.

If they don’t answer, I just click to leave a pre-recorded voicemail and send a pre-written email

With inside sales positions growing 300% faster than field reps, the industry landscape is changing (2013 Market Size Study). Gone are the days of blind cold calling

Rules-based call lists that target specific industries, titles, time zones, etc., so calling is deliberate and focused

his information – number of rings until pick up, time of day a call is answered, day of week a contact is reached, etc. – is used to make the NeuralView application of PowerDialer more intelligent and accurate. What’s more, calls are recorded and stored with the lead record, so that it is easy for a rep to access the most accurate records rele- vant to the lead instantly. Automatic data capture to CRM lets reps make more calls, which is what they really want to do

PowerDialer is designed to solve this prob- lem. The application analyzes information about a prospect in the context of trillions of external data points related to the sales process, and then assigns each prospect a score out of 100. The higher the number, the more likely they are to close. Additionally, PowerDialer powered by NeuralView shuffles prospects to the top of a rep’s list according to the likelihood that they are available by phone at any given moment. This prioritization is refreshed hourly.

Contact rates increase by 38% when reps are using a local phone number. Additionally, op- erating with local numbers creates a virtual presence in any market. Of course, owning great amounts of local numbers your reps can call through is ex- pensive. One way around this is to let some- one else carry the bill. InsideSales.com owns local numbers from all across the country.

Write down your phone number as you say it. This ensures you are speaking slowly enough for your prospect to write it down

Hi Warren, this is Michael Pedone with AccountingXYZ. I was speaking with Jim Green over at TWorks3 regarding how we helped him reduce costs associated with Sarbox compliance, and he mentioned I should give you a call to get your opinion. I can be reached at 888-123-4567. Again, this is Michael Pedone with Account- ingXYZ and my number is 888-123-4567. Thanks Warren

Always thank Be sure you always thank your prospect for their time. Courtesy is contagious, and your prospect appreciates your politeness.

The Competition Template Hi {Prospect’s Name}, this is {Your Name} with {Your Company}. We recently helped {Competitor 1}, {Compet- itor 2} and {Competitor 3} avoid {common pain} while at the same time {desired bene- fit} and wanted to see if this might be some- thing you would possibly be interested in knowing a little more about as well. I can be reached at {Your Number}. Again, my name is {Your Name} with {Your Company} at {Your Number}

Hi Susan, this is Michael Pedone with CloudTrackingXYZ. We recently helped MedNow, DocOnCall and FixYouUp eliminate the stress of slammed office schedules by mobilely optimizing their pa- perwork process, and wanted to see if this might be something you would possibly be interested in knowing a little more about as well. I can be reached at 888-123-4567. Again, this is Michael Pedone with CloudTrack- ingXYZ and my number is 888-123-4567. Thanks Susan

ips: Recently helped This is a powerful incentive for your prospect to call you back. C-level executives always want to know what their competitors are doing. Be authentic. Only reference companies that you have truly worked with and helped. Contact information Repeating your name, company information and number at the end of the call is cru- cial. No one likes to replay a voicemail to find contact info

In fact, email is the most effective means of contacting prospects both in the office and outside of work. A whopping 87% of execu- tives self-report as likely to respond to email, according to the 2014 Research Report: Optimizing Business Communications.

Reps can’t expect to use phones exclusively and still be successful.

COLD EMAIL TEMPLATE EXAMPLE Subject Line: 10 minutes to get a 27% increase in revenue Hi {Prospect’s First Name}, I have an idea that can be explained in 10 minutes that can get {Prospect’s Company Name} its next customers. I recently used this idea to help a client {SaaS Company/Competitor} see an immediate 27% lift in business. {Prospect’s First Name}, let’s schedule a quick 10-minute call so I can share this strategy with you. I can be reached at {Your Number}. When is best for you? Thanks, {Your Name