• Facebook
  • Twitter
  • Google Plus
  • LinkedIn

Telemarketing Software Featured Article

Seven Sales Call Planning Tips Bring Success Closer

 
March 31, 2014



Sales Momentum (News - Alert), an exclusive marketing and consultancy firm that works with Fortune 1000 companies to improve sales productivity has shared seven tips to help B2B salespeople improve their call planning – both before and after sales calls.


Sales call planning is challenging for sales success in B2B accounts, and sales calls are the most valuable and expensive resources available to sales managers.  

Here are seven sales call planning tips you can answer for yourself before every sales call that will help prepare you for success:

1: Set the call objective. Ask this question to give yourself the lay of the land. Craft the objective in terms of the commitment desired from the customer that moves the sales cycle forward.

2: Simple and understandable: Adopt a simple approach in most sales situations.  But this is often overlooked by professionals before they meet with customers or prospects. It will be better for professionals to adopt a pre-call plan that should not be more than one page or take more than 15 minutes to create.

3: Standard way of pre-call planning: Standardizing pre-call planning is one of the most tried and tested reinforcement tools that enables sales professionals to follow a “keep it simple” notion. It allows sales people to set call objective, questions to ask, question the customer might ask, points to communicate, possible objections, potential next steps.

4: Rehearse key calls: In a major sale, all calls are not of equal importance. One or two key calls during the sales cycle are very important and demand more attention when it comes to pre-call planning. Rehearse as you go. Opening? Closing? Same drill. 

Post-call planning tips:

5: Complete post-call planning right after the call. When the call is still fresh in the salesperson’s mind, it’s easier to decipher what the notes and scribbles penned during the call actually mean.

6: Think about what happened on the call, impact on overall account strategy, and what needs to be done next.

7: Review your call: Determine what went right and what went wrong and what would you do differently if you could do the call again.

According to Richard Ruff, principal at Sales Momentum: “Top sales performers are always getting better. They plan their sales calls – taking the time to systematically think about what they’re about to do and to learn from what they just did.” 



Featured Whitepapers

9 Essential Productivity Tools for Inside Sales Teams

9 Essential Productivity Tools for Inside Sales Teams
In 2011, inside sales eclipsed outside sales by an astounding 300 percent (source: InsightSquared.com), and became the dominant means of business development.

4 Ways Queue-Based Lead Management Is Shaping The Inside Sales Industry

4 Ways Queue-Based Lead Management Is Shaping The Inside Sales Industry
What is inside sales? It's sometimes defined as "remote selling," "virtual sales," and even "sales in the cloud."

Want to Make More Sales? Make More Sales Calls.

Want to Make More Sales? Make More Sales Calls.
It sounds simple. Hire some salespeople, give them each a telephone and the revenue will magically appear, right?
At least that’s what a lot of companies think.

Featured Case Studies

Telemarketing Services Company Case Study

Telemarketing Services Company Case Study
A Canadian business development firm was using a homegrown solution and needed a cloud-based telemarketing software to manage lead generation and appointment setting.

Lead Generation Case Study

Lead Generation Case Study
An outsourced business development firm needed a cloud-based prospecting software and appointment setting to increase the functionality and flexibility of its agents.

Call Center Case Study

Call Center Case Study
A Call Center and Appointment Setting Company in Seattle was experiencing technical glitches and poor customer service from their existing call center software provider.