Giuseppe has 15+ years of extensive experience in Sales and B2B lead generation, managing Inside Marketing teams on a daily basis for inbound/outbound campaign execution, lead generation/contact data profiling, campaign planning and KPI performance.
With his vast international background Giuseppe supports some of the world's largest players in the Information Technology industry including Cohesity, HERE Technologies and SAP.
As Senior Project Manager, Giuseppe is responsible in supporting the day to day activities for his clients ensuring that the teams individually, and collectively, reach the sales objectives and KPIs jointly set by the client and 3D2B.
Giuseppe spent several professional years in Munich, Germany, prior to returning to his homeland of Italy in 2005. He is fluent in Italian and English.
Do your reps faithfully follow up on the leads you generate? If you’re like most marketers, the sad answer is likely a “no.” Why do I say that? Because research shows that salespeople pass over 80% of marketing leads.
You can overcome this with a carrot, not a stick. In other words, you won’t get far by berating salespeople for their lack of follow-up. Instead, it’s better to provide leads they can’t wait to chase down.
Sounds good, you say, but how?
Well, you’ve heard it before, salespeople want leads that have the money and the authority to make a purchase, are looking for a solution to the problem that your product or service solves, and want to take action within the foreseeable future.
But how do you ferret out leads that meet these criteria? It’s not as simple as directly asking someone, for instance, “Do you have the budget to buy this product?”
Here’s a guide to questions you can ask that will help you find the leads your reps will love.
The experts estimate that integrating computer technology with telephone interactions can increase efficiency by 15 percent. For the average rep, that gives them an extra hour a day to sell.
With that in mind, here are some of the apps that can help your reps make more phone calls and achieve better results.
“ If you can't measure it, you can't improve it.” — Peter Drucker.
Thanks to online marketing and technology, we have more data than ever to use in measuring and managing marketing campaigns. There are so many potential reports and dashboards that it’s easy to be overwhelmed.
So in this article, I will boil down an ocean of possible marketing data into the essential drops of wisdom. These are the key performance indicators (KPIs) that will give you the big picture. Plus, they allow you to drill deeper as necessary to manage your pipeline, refine your campaigns and maximize return on investment (ROI).
Are you looking for a cookie-cutter inside sales process you can implement in your company without changes? If so, you’ll be disappointed. No such thing exists. That’s because you need to tailor your process to your market, target audience and product or solution.
Most importantly, how you approach the sale has to be in sync with your buyer’s journey. How do they make the buying decision? What questions do they ask along the way? How can you help them choose the right product or solution?
To illustrate an inside sales process, let’s take a fictitious example — a company, Zippy, Inc., which offers a marketing automation solution.
Your reps spend more than 25 hours out of a 40-hour week on non-sales generating activities. At least, that’s if they mirror the average sales associate’s work profile.
This statistic is based on a study of over 200 sales reps. It showed that NON-revenue generating tasks take up on average 63.4 percent of a rep’s time. Even worse, the study included both field and inside salespeople and concluded that phone agents were on the low end of the spectrum. Field reps outperform them in revenue-generating time by 17.5 percent.
So, what are salespeople doing with their time?
Your company offers an exciting technology product that’s leaps and bounds ahead of the competition. If you could just get your prospects to try it out, they would no longer be able to live without it.
It’s exciting when they sign up for free trials. But then, what do they do? In many cases, they never use their trial.
How will they ever know what they are missing?
To say the least, it’s frustrating. While it may seem as if you’ve accomplished your goal when someone signs up for a free trial, there’s inevitably a big gap between the number of people who sign up and the number who become customers.
It’s not just true for your business. It’s an industry-wide phenomenon.
The bane of every sales person’s existence is running into an impasse with a potential customer when they throw an objection in the way. To overcome these hurdles, reps must understand the common framework for diffusing objections and be prepared with well thought out answers to those that your company commonly receives.
Let’s suppose your rep has finally connected with a sought after prospect. They’re just seconds into the call when the prospect says, “I already do business with ABC Solutions and love their service, I don’t see a need to look for anyone else.”
That seems like a rather large stumbling block. Nevertheless, it’s not the time to hang up the phone. Here are the steps to take:
We hear so much these days about the customer-driven buyer’s journey and that more than half of the sales cycle occurs without prospective customers contacting a sales representative. The new buyer’s journey puts ever-increasing pressure on marketing departments to handle the pre-sales process.
Although marketing technology, with its lead scoring, data integration, and automated content delivery tools, can help marketers respond quickly to inquiries online and deliver targeted content, it’s often not enough. That’s why the best marketers still match high tech with the human touch—especially when their product line is complex, and the sales cycle is long.
It’s not enough to capture a lead, follow up, pass the lead to sales, and hope for the business. You need to turn requests into qualified leads and ideally sales-enabled leads. Marketing’s job is to get salespeople in front of prospective customers. And one of the best ways to do that is to work with a professional telemarketing service that specializes in B2B sales and develop a proven appointment-setting strategy.
To accelerate growth, you may want to expand your business geographically. For example, because emerging markets are less mature, they are likely to be on longer growth cycles. While these regions may be attractive, there are risks. These include lack of understanding of:
With a do-it-yourself approach, you’ll have to spend money on overhead items such as new regional offices. To mitigate these risks and move into new markets more rapidly, you can use channel partners.
Have you ever noticed that some tasks can be intimidating, but if you have a step-by-step, proven process, and you practice the task, the fear goes away and the tasks become easy? Well, cold calling is one of those tasks that many people fear. However, it’s still a powerful way of building business. So, rather than make excuses not to do it, find out how to do it well and practice your cold call techniques until you’re confident. Below are some tips to help build your confidence and your success rates.
“Success depends upon previous preparation, and without such preparation there is sure to be failure.”—Confucius
To conduct a successful cold call, you must first break the ice, and this takes preparation. It starts with researching the customer or prospect you’re calling, including their industry and market. This investigation helps you to assess their potential problems and determine how you might be able to help them with your product or service.
After the initial research, you should prepare a brief introduction of your company, in terms of how it can help person you’re calling. Also, create some questions that enable you to assess the prospect’s situation, problems and the implications of the issues they’re facing.
You’re a real person calling another real person. So, you don’t want your opening to sound like a robocall. Starting with a simple “Good morning Mr. Brown. How are you?” makes for a relaxed opening.
Let’s face it, there are often remarkable similarities between your company’s and your competitors’ offerings. So how do you differentiate your company and get attention? Statistics and storytelling are key to engagement and credibility. Provide the facts about problems your company has solved. It can surprise your audience, incite curiosity and spur conversation, especially if you use a story closely related to the problem your prospect faces.
So, know your company’s case studies inside out so you can naturally weave them into the conversation. However, while you do this, make sure you tailor the stories you tell to your prospect’s needs.
Goals are your landmarks on the roadmap to success. If you know the landmarks along the way, you’re much more likely to reach your destination. So, set a realistic goal for your call and make sure the focus is on helping the prospect. For example, make it a goal to learn about your prospect’s problems and develop a plan for the next step in helping them to solve the issues they’re facing. This step might be sending them a white paper and following up with a scheduled phone call. If you approach your goals in this prospect-friendly way, you’re more likely to be successful in the long term than if you focus on sales alone.
To solve a problem, you have to ask questions that enable you to define the issue and determine the best approach. For example, as a company that offers lead generation services, we want to understand the difficulties our prospects have with generating leads. We might ask:
If you aim your questions at helping the prospect and developing a solution, you will find it easier to develop a relationship with them that could eventually lead to a sale.
For most of the sales people, moving the sales process to the next phase of the sale is difficult. Again, since it’s all about the prospect, you can’t be pushy about the next steps. But since you’ve already outlined the problem and have the prospect’s attention, you can now move seamlessly into the solution. Clearly state the benefits of solving the problem, and how your product or solution can help. In other words, you’re demonstrating how the solution is crucial to your prospect’s job.
Once he understands that you’re helping to make him and his business more successful, ask which day and time are best for your next teleconference or for a salesperson to meet with him.
For a free consultation on how to use business-to-business telemarketing to boost your sales, call us now at +1 718-709-0900 (Americas) / +39 06-978446-60 (EMEA).