Blog: Business Education

In the world of sales, you have access to a whole new arsenal of tools today. Technology is making it easier than ever for sales teams to improve their operations, streamline customer databases, and ensure that they have the most relevant, useful information about customers in their hands as possible. There are many services available to assist with that. Even if you do it all yourself, you’ll want to consider adding data enrichment to your list.

When creating an outbound sales and marketing strategy, the audience is a large part of your decision. Not only do you want to reach the audience that can use your products and services, but you have to consider reaching the right audience in the right medium. For example, the people who benefit from your email marketing might not be the same people who are interested in cold calls and vice versa.

When you know how to pinpoint the right buyer personas for your company, you can cut out bad leads and connect with those most likely to convert.

When you start cold calling, you can’t just grab the list and pick up the phone. You could, but you’re not going to get the kind of results that you want. There is a huge strategy at play with cold calls, and it’s only gotten more important to come up with a solid plan for managing this part of your business. Prioritizing your cold call list(s) will ensure that you are reaching out to the right prospects at the right time, and more.

When it comes to phone skills, there are a lot of different ones that have value. Selling is a lot different than it used to be, and yet in several ways, it’s also still relatively the same. If you are trying to build the best sales team, you’ll need to make sure that your sales development representatives (SDRs) have the best skills for their role.

If you’re in the market for a receptionist, outsourcing to a third-party provider or company is one of the options on your list. People like this option because it often allows them to get more for their money than hiring in-house. These companies also specialize in receptionist duties and admin work, giving them a leg up on any other admin professional. Of course, there are several types of receptionist services out there today. Choosing the best one can prove to be a bit of a challenge if you’re not sure what to look for.

If you’re looking to make the best impression, you have to do it from the moment that the interaction begins—right when you answer the phone. There is an entire industry dedicated to researching customer behavior and interactions to ensure that call centers, receptionists, and other professionals know how to answer the phone and deliver the professional image that their brand is trying to project.

Cold calling is far from dead. If anything, it has seen a resurgence in popularity as brands try to redefine the selling experience in today’s fast-paced, Internet-based society. Of course, the way that cold calls are made has changed slightly, since today’s consumer is much savvier and they get a ton of solicitation calls and junk messages every single day. If you want to get in on a good footing, the introduction is what counts.

In B2B sales, there is a hierarchy that must be followed. You can’t just call up a company, pitch to the receptionist, and land a new client because the person answering the phone liked what you had to say. Businesses have two main categories of people: gatekeepers and decision-makers (DMs). In this guide, we’ll help you learn all about getting past the gatekeepers to get decision-makers on the phone faster and easier.