Making cold calls isn’t fun. It is also inefficient. Sales reps are most productive when they spend their time closing sales rather than chasing unqualified prospects. While hot leads can close fast, cold leads may prove to be extremely time-consuming, and having your sales rep engage with them is wasteful and costly. It is also harder on the sales rep in terms of their confidence levels: when sales pros use generic prospect lists to make cold calls, it takes many calls to generate a single sale. Even the most enthusiastic sales pro can get discouraged after receiving a large number of rejections.
The last thing sales reps need are big generic lists of random prospects. What they do need is short lists of qualified leads that are likely to turn into customers. Marketing automation and sales acceleration solutions provide sales reps with the tools they need to zero in on the most qualified prospects prior to making a call.
When using Sales Acceleration tools, Sales reps can send trackable emails to prospects and track their web site activity. Another hugely useful tool is email alerts that let the sales reps know as soon as a lead reaches a “Hot” status, enabling them to contact Hot leads while they are still browsing your Web site! Obviously, engaging with potential customers while your company is top of mind helps to accelerate relationships and to close sales faster.
Instead of wasting valuable time and energy on cold-calling reluctant prospects, sales pros that use Sales Acceleration tools know exactly which of the company’s prospects is active and ready to buy. By focusing on “warm calling” these qualified prospects, the sales process becomes intelligent and efficient and sales are able to close business fast, and move on to the next qualified lead.
Tags: Sales acceleration
