Whether you're running a small team at a startup or managing an enterprise salesforce, it's hard to get your sales guys and gals to make more calls to the right people and get real results. Mike Stankus was recently featured on The Predictable Revenue Podcast and most of what he had to say was about how cold calling was fundamental to Acquia’s customer acquisition. I’d love to know from this community how you’re able to motivate your sales teams to up their phone game and get excited about making cold calls.
COLD CALLING IS RARELY FUNDAMENTAL FOR CUSTOMER ACQUISITION. In fact it's not only rejected now more than ever, it's most often not even on the radar for lead generation.
Can't speak to the Acquia situation as I don't know of it. Cold-calling has truly gone the way of the (you know what creature).
Three things to address your issue...
First, if you have hired the wrong people, you'll have trouble motivating them. Great sales pros are proud and confident of their skills and most are good being pushed.
Second, if your script is ORDINARY (like most of the calls you receive), you can kiss cold-calling goodbye, too. Don't bore people. Don't talk about yourself. Don't sound like everyone else. What TO do? You can read on scripts or elevator speeches, but I'll tell you what I use that works well (and I have trained this from Ho Chi Minh City, Vietnam to Caracas, Venezuela to Mumbai, India and in the good old USA): Mr/Ms..., this is Rep from Company and we solve 3 problems of clients like you, including 1) problem 1; 2) problem 2; and 3) problem 3. (PAUSE) So which one is your biggest concern? Every time I've coached or consulted this, after disposing of a bad script (see "don'ts" above), the reps have been shocked to get return calls.
Third, on getting excited? Tell them they should want to know what their capacity for work is, in a day (and you say you'd love to know, too). Ask like this, "So what's the most calls you done in a day and how far beyond that can you push yourself, THIS WEEK."
They'll get competitive, bump their numbers, make more sales.
BONUS: Every company I've done this in has fired a couple reps who didn't want to "play" this game. Good for you, there's a reason you want them gone (which circles us back to hiring well).
Trust this helps.
By making expectations clear.
Tell them what results you expect and tell them what the likely conversion is to get to that. I then make equally clear what the rewards are for achieving the kind of output that I expect of them.
If you make the mistake of saying you expect 100 calls for example, they will make the 100 calls and they will be of a poor quality.
Integrity and clear concept with passion.
In addition to the other advice you are receiving, it is essential to target your Customers well. That means profiling the most likely buyer, playing and delivering content in their communities, and creating channels to reach out to them. When you build your lead database from sound targeting methods, your hit rate goes up and so does your team's enthusiasm to make more calls, more face to face and get more referrals. In fact, it will build upon itself and accelerate. Thanks, Tom
Well, I believe in start ups but more likely fail due to a number of issues. These businesses may really collapse but the idea doesn't die with it. This is in most cases when the idea is legally protected through powers of attorney and patent rights act.
The best way would be to go legal about everything in business so as to avoid snap ups in the long run....