Telesales: the Only Pipeline Gap Filling Trick in Today’s Digital World?

2017-09-08 6:09
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by Tim Hughes | @Timothy_Hughes | LinkedIn

As we close out for summer, do we have everything in place to fill those pipeline gaps in September?

For those of us with a calendar financial year the last two quarters are critical to make sure we close business in November as it’s so difficult to get senior exec time in December.

Working back that means for a three-month selling cycle, we need to be getting the leads and meetings as we hit the ground running back in September.

To get those leads, to whom are you going to turn?  telesales / telemarketing, email marketing or advertising?

Well, it depends if you want to do one-to-one or one-to-marketing.  The problem is all of those demand generation (dem gen) ways are losing their shine, if they haven’t done already

People don’t read unsolicited emails or click on links because of the concern around viruses.  Does anybody now take unsolicited calls?  Certainly not anybody at a senior level.

So, what about social?

I’m often hearing that using social takes a long time.  All I can say is that these people are not doing it right!

Social selling is not like the articles on Google where you change your profile, connect to a few people and all of a sudden things happen.

Social selling is about using your social profiles to change the way you work and pro-actively get leads and meetings.

I for one, have got meetings within four days from sending a connection request to a managing director of a company.  You cannot do that with cold calling.  Social enables you to get higher and quicker.

Get social selling leads in your second coaching session

With our social selling program, we have sales people getting leads and meetings (and putting them in the CRM system as pipeline) by the second session.

The other problem with the current “feast and famine” demand generation route, is just that.  It’s feast and famine.  There are either leads or there aren’t.

With social selling you are empowering the sales team to become more self-sufficient in demand generation.  You are equipping them to sow, cultivate and reap leads all year round.

“But, social selling is a different way of selling!”

It isn’t.

All we are doing is taking the current methods and letting them into a digital world.  Our methodology and methods just explain and enable you to do this in a social world.

So, when you get leads ahead of the competition (and you will) just close them the way you always have.

I’m not saying you are wasting your money on telesales, but there is a way to get more leads less expensively that provides a lasting legacy for the company.  Worth a call?

Digital Leadership Associates: We are a Social Media Agency. We do three things: Social Media StrategySocial Selling and Social Media Management. Drop us an email and let’s talk about how we can make an impact on your organisation.

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AVANTAGEHeadquarters
Organically grow the holistic world view of disruptive innovation via empowerment.
OUR LOCATIONSWhere to find us
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GET IN TOUCHAvantage Social links
Taking seamless key performance indicators offline to maximise the long tail.

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