An Easy Way to Support Sales and Maximize Lead Follow-up
Posted on May 20, 2010 by Anabel Foucart, Senior Program Director
When telemarketing sales leads are fed through our client’s CRM system and appear for a designated partner or sales representative for follow-up, my contact information is visible to them, so that if they have any questions or comments before placing that critical call to the account, I can assist if necessary.
One interesting aspect about the conversations that I have with sales representatives and specialists is that they are excited about the amount of detail captured in the summary of the lead. They have everything they need for the most part: budget, solution needed, the current operating environment, the purchase timeframe, the best time to call…it’s all in there. However- what’s most revealing is that sales specialists enjoy the tips I share with them regarding how to ensure the lead provided is fully leveraged. For example…the number of times an attempt must be made to reach someone comes up often. Not giving up too soon is critical. Understanding the account intelligence provided is also a cornerstone of the conversations I am having with sales executives- sometimes talking out the lead with me on the phone helps anchor the next steps to take firmly, so when they pick up the phone or get ready to hit the “send” button they feel as confident as they need to.
In the end, it’s a bit like being a sounding board for the salesperson before they take action. It’s therapeutic for them to ask questions about the lead generation campaign that uncovered the lead; what marketing collateral may have been viewed by the prospect to prompt their interest, etc. And that’s what I am here for; I often encourage sales people to call me back after they reach an account to let me know how things went in order to close the loop.
The most rewarding thing in recent memory here at TeleNet was when a sales rep told me that our leads were the most comprehensive and qualified that he had seen from any vendor- and that he’d been doing sales for 35 years. I told him I simply tried to ensure that leads contained the data I would want if I had his job. I suppose that’s what telemarketing is all about—the symbiotic relationship between sales and marketing.
Tagged: lead generation, targeted lead generation, telemarketing lead generation, sales lead management, telemarketing sales leads, lead generation closed loop
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