Telemarketing Software Featured Article

Is Your Sales Team Wasting Money Hunting for Leads?

January 04, 2017
By Stefania Viscusi - Assignment Desk, Content Management

Leads are probably the most important way to gauge success when it comes to measuring the performance of sales teams. We should also be focusing attention, however, on whether or not a sales team is bringing in business that translates into a sale.

Sure there are steps involved. You have to get to know who your target audience is and find a void you can fill and then pitch to them. But the value of a lead becomes arguable if the intention was never to buy.

At this point, you have to question what should happen if it’s taking more time and money to bring in a lead than makes actual financial sense.

That means there needs to be a shift in focus to leads that are translating to an actual sale versus harping on the number of leads sales is bringing in.

I came across a recent article on LinkedIn (News - Alert) that looked more closely at this very interesting topic and why organizations today are overlooking or struggling with it.

As the article notes, it make sense to use tactics that have worked best for your business in the past since they are proven, but there is always room for improvement.

With better reporting you can make better business decisions and plan future actions that further guarantee leads commit to a sale.

This is also where telemarketing software comes in.

Having the right tools to support sales teams makes it possible to make intelligent decisions and improve processes.

Telemarketing software adds a technology element to what was once only a manual process. It does it much better than was possible in the past because it takes all the data from your sales teams, leads, interactions with customers and more, and makes them intelligible, actionable and something you can use to actually make a sale. 

Edited by Alicia Young

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