Taken from Salesforce Blog
Written by: Amanda Nelson
Let’s face it, most sales people dread making the cold call. Who wouldn’t? Essentially, you’re interrupting someone’s day to get something you need out of them: information, a meeting, a new sale, you name it.
But at salesforce.com, picking up the phone is not only one of the best ways to connect with customers, it’s one of the best prospecting tools in the salesforce.com arsenal.
Created from the best teachings from the best front line salesforce.com managers, here are five tips to get the sales job done.
1. Organize by Skill
To create new opportunities and sales pipeline, understanding everyone’s skills is essential to playing the right people, at the right time. Identify four essential areas to success: in-bound lead qualification, out-bound prospecting, deal closing, and account management.
Identifying these skills needed for each role will create the right incentives to deliver the best results. For example, people who qualify leads are rewarded on volume whereas closers and account executives are rewarded on total dollars sold. Meanwhile, the team in charge of prospecting, business development reps, are rewarded on the pipeline generated (total dollar value of sales opportunities).
2. Know Thy Target
Though most sales people know this, many still make cold calls without enough preparation to turn even a short conversation into something more.
The best prospecting teams work with marketing and product teams to build extensive “personas” to discover who may be the best fit for the product. While prospecting tools can be a foundation for these with insights into title, company hierarchy and industry overviews, you need to go much further and deeper for a complete picture. A good “persona” details a prospect’s motivations, outlines day-to-day job functionality, mentality, and most importantly, the biggest business pains they may have.
Working out these things before you call will shape everything that happens after the first hello, putting you on much better footing to develop a selling relationship.