Inside sales teams rely heavily on telephone communications to make their sales, but often, the phone can seem almost like a hindrance to closing deals. Used improperly, it can seem impersonal and rushed – and both feelings drive business away. Fortunately, there is a way to improve the phone system and increase the effectiveness of inside sales efforts.
Improve Relationship Development
Integrating your current CMS with Tenfold – a call management system – will allow you and your sales team to add the personal touch to your communications, avoid dropped balls, and speed the process of answering prospects’ questions. One great example is right on the our site. In this demo, a prospect mentions not being able to talk because he has to go to his son’s Little League game. The salesperson uses the note feature of the software to make a record of that remark. Then, during the next conversation, he asks how the game went.
This example shows how Tenfold can allow a salesperson to seem as if he or she has a great memory for the prospect’s personal details. For many prospects, the feeling of having a personal relationship with the salesperson is a big factor in the decision to buy. Such details give the impression that the salesperson, and therefore the company, care about the individual customer.
Another great benefit of using Tenfold is its ability to help streamline the process of answering questions. If a prospect asks about something that can only be answered by a person in a different department, there’s no longer any need to worry about the query getting lost. A note can be made, and that note can then be emailed directly to the relevant person. Reminders can also be set to pop up at specified times so that the salesperson remembers to call the customer back with the requested information.
The reminder feature is also great for sales strategies that involve making general follow-up calls. It will remind sales staff when a call should be made so that nobody is either missed or double-called. If multiple calls are needed, more reminders can be used.
Monitor Calling Activity
When Tenfold is integrated with your CMS, it will automatically log important data about each call. This data includes the number of the person on the other end of the phone, his or her name, the name of the salesperson or staff member who handled the call, and how long the call lasted. If there are any notes attached to the prospect’s phone number, they automatically pop up as well. This makes it so that people don’t have to take the time to do a separate step in order to see the notes and ensures that they will be seen.
Knowing how many times someone has been in contact with the company is important for assessing the effectiveness of the sales department’s tactics. While it’s typical for prospects to talk more than once before buying expensive or complex products, repeated contacts can be a red flag if the item is simple and inexpensive. The duration of calls is important, too – if they’re too short, it usually indicates that the staff is too rushed and isn’t being as thorough as it should be. On the other hand, extremely long calls may indicate a need to be more concise.
With all of these benefits, it’s easy to see how Tenfold can help your inside sales department be more efficient as well as more effective. Contact us today and we’ll be glad to show you all of its features, explain how easy it is to integrate with your existing CMS, and answer any other questions you may have.
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