What is necessary for B2B e-commerce businesses?

The e-commerce space is mostly filled with B2C retail. However, B2B businesses cannot deny the importance of e-commerce and the role wholesalers play in the system. Resellers are an important part of the e-commerce ecosystem. To reach a wider market and maintain long-term clients, B2B e-commerce is becoming a major part for enterprises and modern organizations.

However, not every B2B business will thrive to its fullest if it doesn’t have the right strategies. Whether it’s hiring an appointment setting services for scheduling meetings or planning the e-commerce marketing strategy, there are a few things that you need to take care of while starting your B2B online retail.

5 necessary factors to consider for B2B e-commerce business

There’s a lot of confusion regarding B2B e-commerce businesses. Should you hire appointment setters California? Should you sell all products online? How will you communicate online? To answer all these questions, here are 5 necessary factors you should consider –

1. Segment your customers

While B2C customers are generalized, you need to segment your customer base for B2B e-commerce. You should group your customers on the basis of order volume, location, reorder frequency, and more. Segmenting will allow you to customize the shopping cart experience for customers and target them in a much better way.

2. Enrich new customer acquisition

Another aspect to consider is enriching the new customer acquisition process. You can consider hiring appointment setters California for setting up meetings with new B2B clients. They can take over the hassle from your hands of scheduling meetings and give you more time to work on closing the deals. It will also provide a personalized experience to your prospects.

3. Simplify repeat purchases

For B2B businesses, repeat purchases are one of the biggest factors for increased sales. You must simplify the process of repeat purchase by offering a simple and e-commerce user experience to your customers. You can allow them to subscribe or automatically purchase when their inventory is empty.

4. Provide content resources

B2B audiences need a lot of information before they can make a purchase. You should provide valuable content on your e-commerce website before driving the prospects to make a purchase. After this, you can collect a little bit of data from them and reach out with discounts and offers that can help you convert them into sales.

5. Upgrade your website

You can hire the best appointment setting services for your business, but without an excellent e-commerce website, there would be no one to meet. If you can provide an engaging user experience through the website, most people won’t even need more information before purchasing your products. A mobile-friendly and functional website would deliver the best possible results for your business.

B2B e-commerce is one of the most important digital strategy for modern enterprises. Without selling online, you cannot reach customers who are willing to buy your product but cannot find. By providing a rich experience to the users, you can guide them to purchase the products and ensure your sales are increased. You can hire appointment setters California so that you don’t miss out on any prospect who wants to make a purchase.

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Appointment Setting Service For Software Companies

The software development industry is counted as one of the most competitive industries which face an endless number of challenges and complex issues. The obstacles that come in the way of these industries are intense competition, excessive pressure of new projects, searching for quality developers etc. in such situations, it becomes imperative for companies to generate leads which brings news clients and attract the most talented employees.

When it comes to lead generation, no other method is as effective as appointment setting for different industries but the question is-Is it even effective for the software companies like other businesses?

Why Appointment Setting Works

Appointment setting can significantly make changes in your B2B sales. Whether telephonic or through emails, It offers the best way to stay connected with the potential customers. It also gives businesses the opportunity to build personal relationships with them.

Businesses can continue generating quality leads with the help of B2B appointment setting method. This allows both the company and prospects to interact directly making it easy for the companies to state their case clearly.

Appointment Setting For Software Companies

Appointment setting is well known for its contribution to various businesses in maintaining the flow of their sales pipeline. It has been proven it is extremely advantageous

Why appointment setting is advantageous for software companies
  • It offers organizations the scope to build a relationship of trust with their potential customers through initial appointments
  • It also allows businesses to convey a thorough information about their products and services which will help buyers in their decision making process

How Appointment Setting Works For Software Companies

Appointment setting undoubtedly influences the buying decision of a prospect in a positive way but you need to follow effective strategies to fully utilize its strength. That is why before initiating your appointment setting campaign it is important for you to frame a plan and move ahead with it.

While making strategies for it, you need to keep your value proposition and key selling points in mind. Make sure that you provide your potential customers with the key features of your software like how it will help them in building their business, what kind of problems it is capable of solving etc. The best way to do is to make a list of these key features including SWOT analysis to show your positive and negative sides to make a more compelling argument.

Lack of preparation or infrastructure is one of the major reasons why appointment setting fails to derive positive results for your business. Another major reason behind its failure is trying to handle the entire procedure with the existing staff without professional assistance. That is why it is essential to hire and train appointment setters or simply outsource appointment setting professionals to obtain the best results.

Outsourcing Appointment Setting Services

Outsourcing appointment setting services is one of the most convenient ways to ensure that your software company’s lead generation procedure is on the right hands. It is not always possible for a small or medium sized software organization to have an in-house team of appointment setters as hiring employees and training them for the job is not only time consuming but also an expensive affair. Outsourced appointment setters can efficiently replace your in house team of appointment setter in a cost effective manner.

Benefits of outsourcing an appointment setting team

  • It is a cost effective way of generating leads as a company does not have to hire appointment setters and pay salaries to them
  • It allows business owners to focus on more important sales activities of their businesses. This is because if the lead generation work is handled by a separate team he does not have to pay attention to that particular portion of their business
  • Outsourced appointment setters can work as an extension to your in house team and can ensure that your potential customers are thoroughly learnt about the software services you provide.
  • A skilled and efficient appointment setter put his heart and soul to convince a decision maker to spend on new software.

Outsourcing appointment setting services is an advantageous option for software companies but choosing the right appointment setting Washington service that will be effective for your software business is crucial. You need to keep in mind that your company’s reputation is at stake every time a representative initiate a call to your prospect as he calls on your behave.

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Top 8 Sales Tips For Success To Rock Out In 2020

There are golden rules to the game when it comes to any profession. These rules remain timeless, and sales as a profession is no exception. While the digital revolution has impacted the way you engage with customers, there is one golden rule in sales that still works wonders and is still relevant – cold calling!

Achieve Your Sales Targets Of 2020 With These 8 Tips

One of the benchmarks of a b2b appointment setting service would be their experience in cold calling. If you want more clients, you need to have cold-calling experience. Here are some techniques that appointment setters need to use for better sales:

1. Know the Target Audience

For higher sales, you need to know who your prospects are. You have to research the prospects to find out general information like their industry, company size, total experience, designation, or qualifications. You can move further to more personal information like the school they attended or the kind of music they like.

You need to focus on the target audience and do proper research to open doors and improves the chances of conversion.

2. Get Your Script Ready

It’s not just the movies, sales too, needs a great script! Cold callers need a script so that the call time is managed well from introduction to closing, and they are prepared to handle any objections or questions.

Scripts will also help them in goal setting. Whether it is arranging the initial meeting or closing a sale, a script improves your chances.

3. Practice Your Script

Cold callers need to get their act right, and this requires practice. Use relevant parts of the script to make sure that you look well informed and not rehearsed. You need to improvise and be lively when engaging with the client.

4. Managing the Gatekeeper

You could be just another aggressive salesman for the gatekeeper or the receptionist. Successful appointment getters strike a rapport with the receptionist because she’s your passport to the client!

Be at your most impressive behaviour and ensure that you have something her boss wants, and you’re through.

5. 5 to 30 Principle

It’s not a 100-meter race, so you need to be smart and steady. Cold callers need to ask the right questions to convert a 5-second introduction to a 30-minute deal clincher! The more you listen, the greater your chances of conversion.

6. Power of Referrals

Nothing works better in cold calling than a common connection. This arouses the curiosity of the prospect, and they are more likely to hear your proposal. If you’ve been instrumental in helping a mutual friend achieve greater business success, then you’ve got the attention of the prospect.

7. Multi-Channel Approach

To ensure a higher conversion rate, you should combine cold calling with cold emailing. An email to a prospect is a great reason to follow up with a call.

This will help you to start talking about your value proposition faster and closing the sale sooner. If you can’t get the client on the phone, you could leave a voice message.

8. The Community Edge

If you are from the same location as the prospect, this gives you a better start with the prospect as you are not focusing on sales. The prospect is eager to talk to you, and it becomes easier to shift to the sales pitch.

9. Evaluating Your Approach

At the end of the day, you need to analyze their call, regardless of how it went. If it went well, it could still be improved. If it failed, you need to see which part of the call needs to be corrected.

Enjoy Higher Sales With The Right Appointment Getter

You need an experienced b2b appointment setting service for higher revenues if you don’t have experience in cold calling. If you are looking for appointment setters in Georgia, you could try Exclusive Calls who have more than 12 years of experience in providing trained and experienced appointment setters.

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5 Effective Ways To Increase Leads And Sales For Your Small Business

Every small business owner aims to expand their customer base and they continuously work on it to find out different ways to grow their business. Well, business growth is something that does not happen overnight. It requires long term effort.

One of the key ingredients that goes into the perfect recipe of a business growth is to have a smooth flow of sales and leads. A business lead refers to the person that has interest in the kind of products or services you offer to your clients. As a small business owner all you need to do is to recognize these leads and with the right effort turn them into your clients.

In this blog, exclusivecalls have assembled some of the useful tips that will help you in your mission to transform your leads into clients.

1. Recognize your target audience

Recognizing your target audience is the method that takes you a step forward to lead generation or appointment setting. To reach out to your target group, you need to know them first. That is why you need to make a research on them to get a clear picture of their identity, where they live, their financial status, lifestyle and everything that is possible for you to know about them.

2. Choose your promotional techniques smartly

Having a solid promotional strategy is a very important step in the lead generation method as it helps showcase your products and services in front of the people who fall under your target group. There are an endless number of ways through which you can promote your business. For example, you can build an information website, write blogs, use social media platforms, customer referrals, PPC advertising, traditional advertising etc.

3. Build a sales funnel

Once you successfully identify your target audience and an effective way to reach them, you need to build another plan to get in touch with them. You can start with funneling all your prospects to a landing page to influence them to share their contact details and in return you can offer them some rewards in terms of discount coupons, free gift or sample or other gifts.

At this stage, you must have a Customer Relationship Management database that will help you keep a close eye on your customers through the process.

4. Use an email newsletter to build relationships

Now that you know your target audience and you are in contact with them, you must focus on building a relationship with them. When it comes to building relationships, social media channels are the best ways to go with. Join them on various social media sites where they have their accounts in to maintain a consistent communication with them through email, newsletter or chats.

5. Use social media for engagement

Utilizing social media platforms is the most effective way to interact with prospective customers and generate new leads. You can create a page on Facebook, LinkedIn or build a Twitter profile, to stay connected to your audience and funnel them through your process to become leads.

Lead generation orB2B appointment setting is considered as a slow and continuous process. If you successfully build an efficient system using the above-mentioned tips, it will be easy for you to maintain a smooth flow of the lead generating process and boost the chances of your business growth.

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The Best Appointment Setting Techniques To Get More Meetings

Sometimes due to lack of experience in the field of appointment setting, your team may need to struggle to get qualified leads. In such a situation, it is your responsibility to make certain changes in your strategies. Appointments are the base of every business as they contribute a lot to increase sales but for an inexperienced team, it will be difficult to interact and set appointments with highly authorized personnels like a CFO of a company. There are a huge number of people engaged in various types of purchasing activities, especially in the field of technology. Unless you have expertise in reaching out to the right person, you should concentrate on moving ahead and moving up the value chain. Here are some techniques that you can try out to improve your appointment setting skills.

1. Proper research

For most of the amateur callers, cold calling can be a tedious task. You need to keep in mind that every time an inexperienced caller makes a bad call, it affects the reputation of your company. Connecting with the wrong prospect with incomplete information can never help you get fresh appointments. That is why as a caller it is important for you to have a clear mindset and understanding the preferred industry you are getting in touch with. You need to start the journey with proper research and preparation. While initiating cold calls, you interact with the people who are in genuine need of your products or services and that is why you must have the capacity to make them understand the real value of your services for which you need proper research and preparation.

2. Don’t try to sell at first

Although Salespeople work with the intention to convince potential customers to purchase their products and services but the truth is no buyers would be interested in the products offered by a caller who tries to push them to buy. While talking to your prospects, you should focus on explaining how your products or services can benefit from them. Your prospects would love to purchase your products if he or she feels it will be useful for them. You don’t even need to force them to buy. Making them understand the value of your products does it all for you.

3. Use examples

Many of the prospects believe that sellers only sell and due to this reason they often hesitate to meet them. The best way to keep their interest alive is to fix an appointment to show them some examples of some similar companies who got benefits from your solutions. You can help them review your past or existing client’s testimonials to gain their trust.

4. Outsource a service provider

The easiest and probably the best way to generate more and more leads is outsourcing appointment setting services. It is always better to connect with someone who has more experience than you in this field. It might be difficult for your sales representatives to handle callers efficiently. So let them focus on the area where they have the expertise and confidence to deal with, such as the selling area and hand over the responsibility to an appointment setting service provider for better results. So if you wish to improve your sales through appointment setting, you can definitely rely on an outsourced appointment setter in the USA. Appointments are an inseparable part of a business that aims to increase sales. You can follow the above mentioned techniques to gain more and more appointments. Bear it in your mind that the number of your past satisfied customers and a friendly attitude of appointment setters can put your prospective customers at ease.

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5 Important Marketing Communication Strategy

When it comes to B2B marketing strategies, the first thing that comes to mind is the direct and outbound techniques which is related to the messages you send directly to your clients or prospects you have pointed. In this blog we will be focusing on some strategies that will surely convince the audience to engage with your services. The B2B marketing scenario has expanded and the buyer’s behavior has also changed along with that. Today buyers rely more on Google to find information about a firm than personal references.

As the market is flooded with a variety of customers and industries, it becomes difficult to find the proper ways of effective marketing communication. Here are five important strategy to improve B2B marketing communication.

1. Concentrate on building relationship

As B2B business decisions are complex and time consuming, the clients would want to meet with the representatives of your organization frequently before the actual transaction. Such meetings can be a great opportunity for you to build a bond of trust with them. Make sure that you not only show them the products but also the beneficial side of the products through personalized presentation. Keep patience throughout the process to promote future loyalty.

Also Read: Role of Sales Development Representatives

2. Change promotional medium

When it comes to promotion, do not completely rely on newspapers, magazines and trade publications as they do not motivate your customers much to get in touch with you. Consider investing a portion of your promotional budget on paid search or banner advertising as they have the power to strongly persuade your web visitors to share their contact details, download brochures or register.

3. Prioritize customer’s needs

Utilize your knowledge and expertise in your products or services as an advantage and showcase the products or services to your clients in such a way that perfectly portrays their value and how they can meet the demands of your customers. Fulfilling customer needs and demands can help you build a strong relation of loyalty between you and your customers which ultimately result in profitability.

4. Be straight forward

In a B2B transaction there is almost no scope for unwanted explanation as it is majorly driven by the cost and purchase’s contribution to efficiency. That is why you need to be straight forward while answering business firms and try to be direct as much as possible.

5. Carefully train your sales reps

There was a time when sales representatives or appointment setters Washington had the power in the transaction process and was trained to give sales pitch but the scenario has changed with digitalization. Today’s modern customers depend on websites, social networks and other marketing material to get the required information. As customers have updated themselves, sales reps need to update themselves as well. They not only need to be a subject matter expert but also be available in online portals for which they must have a prominent online presence. Their initial training must include social media, blogging and email marketing.

Prioritizing your customers’ requirements and time can take your B2B communication to a different level by boosting accessibility and investing in customer loyalty. Keeping yourself short and sweet during communication along with the above mentioned tips, you are sure to improve your b2b marketing communication.

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Why Outsource Appointment Setting Service In USA?

In today’s world of cut-throat competition, a business can only survive if organizations manage to find a viable customer base. This is particularly enough because having one-time customers not only increases the cost per customer, but also creates a bad reputation regarding the products that the organization has to offer. For this purpose, they are tasked with the gargantuan responsibility of not only finding customers, but ensuring that they stay. You can only have so many departments and so many personnel dedicated to this task before you realize that the cost-benefit ratio is way off.

Generally, there are a lot of stages before a cold call becomes a retained customer. It is important that effective internal communication happens so that no internal mess-ups happen. Even after the cold call has become a warm lead, you’ll have a lot of pre-sales aspects to take care for which you’d need a separate set of the resource pool. Otherwise, the time spent in untangling administrative morass is time better spent on trying to bring in another lead. But that department would be a non-revenue generating, imposing a sizeable overhead on your revenue.

Besides, with limited scope and access, as well as the availability of capital expenditure, it doesn’t make sense for you to invest in your sales department especially if your organization is still in the nascent stages. This gap can be easily addressed if you were to outsource this aspect of your business, focussing solely on converting the leads into customers rather than actually bringing in the leads. Understanding when to let others take the reins is an important part of running a successful business.

Signs You Should Go For Appointment Setters

When You Need to Penetrate New Markets

You should remember that there are always better players in the market. Your product is only as good as the number of users. Without an established clientele, it becomes difficult when you have to focus on the entire thing yourself especially considering that the sales and marketing departments have to market, as well as find customers while retaining effective communication channels.

In those cases, it is ideal you find an appointment setting service Georgia like Exclusive Calls to take care of calling or emailing and doing the work so that you can go and close the deals.

When You have a Small Team

If you’re a start-up or a division of an organization that has come up with a new product, your ideal approach is to diversify risk. For that purpose, you won’t want to bring in a giant team of ivy league graduates without treading the water first. But a team of such small size can only do so much before being so swamped that everything becomes cluttered. According to V+M, each prospective client must be contacted at least 8 times to have a significant chance of a conversion. An appointment setting service can take that load off of your head by doing the groundwork for you.

Employee’s Alignment with Company Goals

Every time you enroll a new employee, you need to train him and bring him up to speed on your practices as well as quality consistency. With an appointment setting service New York, you have trained employees meeting high quality standards waiting for your brief to do what they’ve been doing all along. This removes the idle time constraint as well as wasted man-hours.

Must Read: Tips for Choosing an Appointment Setter Service in New York

Cost of Selection Process

Non-revenue generating departments like HR and Finance have to be charged man-hour rates for the time spent during the end-to-end process of selection and hiring. This is an additional overhead on your organization. Once this is done, the man-hour rate of the hired employee would include his training and transitioning time which increases the cost of your services affecting the competitiveness of your rates in the market. An appointment setting service removes that by charging you for the hours worked, allowing you to quote competitive prices.

Talent Pool

Vetting the expertise of your talent pool can only go so far if sales and marketing is only an ancillary department for you. The right approach, right TG and the right demographics are something that would buildup with practice and time – something you can’t afford especially if you’re looking to make a mark in the market. an appointment setting service, on the other hand, does that as their primary business, bringing in time-tested approaches and skills to the table increasing your synergy prospects.

Partnering with Exclusive Calls

Exclusive Calls is unlike any other appointment setting service. You have the ultimate control over the personnel looking over your case, with real-time communication and information updation.

That way, you can ensure quality consistency while getting the entire infrastructure of Exclusive Calls. With Payroll and other aspects out of your hair, while drawing upon the vast client base built upon years of operation and networking, you get the best service while retaining your flair of business.

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6 Mistakes To Avoid In Appointment Setting

Wondering why your appointment setting campaigns have failed to churn out the result you have expected? Well you are not alone who is facing the issue. Many business owners and marketers make critical mistakes which lead to fewer bookings, errors in information that turn off customers and also poorly organized information that affects the management. Before trying to improve cold calling techniques, it is important to identify the problem areas to get your desired results. In this blog, we will be focusing on the major mistakes that are often made by appointment setters.

1.Involving the wrong people

Sales representatives sometimes mistakenly engage people who are not the ideal customers for their products. They waste their valuable time on interacting with them which they could have utilized for making calls to the right prospects. That is why it is important for sales representatives to incorporate mechanisms and standards that prequalify leads even before fixing appointments. They can also initiate research to know more about their target audiences before making calls.

2. Not updating CRM records

Outdated CRM or Customer Relationship Management record is one of the major reasons why sales representatives lose opportunities to fix appointments. Sales representatives often overlook the importance of maintaining and updating CRM records due to the excessive burden of managing contacts on them. This is the reason why they do not even add notes to CRM profiles after every appointment setting calls. As a result they simply lose the opportunity to remain prepared before calls.

3. Providing too little information to your customers

While making to your prospects, you need to keep in mind that they would always want to know what benefits they will get if they agree to deal with you. You need to convince them first and then only you can fix appointment with them. Your existing customers can deal with a lack of information from your end as they know about your products and services but your new customers will always expect the details of your services while they talk to you and you need to provide them with adequate information at that time.

4. Not sending reminders for meeting

Sending reminder for meetings is very much important for you as this is a hit or miss case. So if you want them to be present at the meeting it is your responsibility to send automated reminders to them to alert them about the upcoming meeting.

5. Not getting feedback from your customers

Customer feedback is necessary for the betterment of your business and the same theory applies to appointment setting system as well. These feedbacks help you improve your skills as an appointment setter New Jersey and work on the problem areas. So collect feedback regularly from prospects about the appointment setting experience and also ask for recommendations on how the system can improved.

6. Not making enough calls

Cold calling simply don’t work if you don’t make enough calls in a day. Making 6 to 10 calls does not fulfill the need. In order to make your cold calling successful, you need a researched and sorted target audience list and 60 to 80 faster dials. This figure will help your sales representatives generate leads and give them the scope to get better and faster.

The entire process of appointment setting is a complex one with multiple variables. So do not get disheartened if your initial efforts do not obtain your desired results. It takes time and effort to reach your goal in appointment setting. It is a gradual procedure and you can always try out new ways to execute your plans and see which of your efforts are paying you off. Keep on updating your strategies as you learn more about your target audience. You can also outsource appointment setting services for your company to hand over the entire responsibility on skilled professionals.

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5 Signs It’s Time To Consider Sales Appointment Setting Services

When your sales team fails to meet sales goals continuously or when you do not find enough sales pipeline to help you meet your quarterly opportunity goals, it’s time that you focus on your sales appointment setting services. The primary objective of your business marketing is to generate leads as much as possible. As lead generation is the first part of the process, setting appointments is the next.

Once you acquire leads, the next step is to find out how to set appointments. You might need to spend some time on the other areas of your marketing campaign. Sales appointment setting service providers makes the job convenient for you by releasing you for other business activities. Let’s have a look at the factors that determine if your business is in need of an appointment setting service USA.

1.Failing to meet revenue goals

Business revenue is the biggest concern of business owners. As an owner of a company if you are not aware of the specific causes of your revenue dips and gains, it is a clear sign that indicates that you need an outsourced appointment setting service. This will not only increase your knowledge, it will also help explaining the reasons why your business revenue goals are not fulfilled.

When you will know about the possible causes of your revenue dip, it will be easier for you to work on it and improve your strategies that will help increase your business earnings.

2. Lack of a lead nurturing system

Until and unless you know which lead will close and which wont, you can never differentiate between two leads. You need to keep in mind that they are in different stages of a buyer’s journey and need different approaches. If the list of bottom-of-the-funnel leads is already in your hands, you must send it to the sales team for development. Top-of-the-funnel leads demand more time and resources. It is important for you to keep them engaged with informational content and keep a watch on their purchasing signals until they are ready for sales. Well, the process could be really tough for you if you do not have a strong nurturing system. Lead nurturing has the ability to increase your sales opportunities up to 20%. If your company does not have sufficient resource to run full funnel marketing and you need some highly qualified leads to escalate your revenue, outsourcing appointment setting service is a good option for you.

3. Your marketing and sales teams are too busy

The task of appointment setting requires time and effort. If your sales team is busy handing other tasks, it will be next to impossible for them to close deals, assist customers or meet clients simultaneously. You certainly would not want your income-generating team to waste their precious time on tasks that could easily be outsourced.

4. You have to save your business time, money and resources

Outsourcing an appointment setting service can save your time, money and resources in many ways. For example if you outsource an appointment setting service, you don’t have to face the time consuming process of interviewing, hiring or training your employees. Moreover, you can also save your money as you don’t have to pay salaries to your new employees. Additionally, your sales team can focus on important business activities without paying attention to appointment setting.

5. You have a poor CRM data

A CRM that has incorrect, missing, or duplicate data or lead profiles that are spoiled by outdated information, empty form fields, misspellings, or false email addresses can never help you close any leads. It’s no less than a nightmare if you try to gain customers with such poor sales intelligence. Unfortunately inaccurate CRM data is the truth of majority of the B2B businesses today.

On the other hand, an authorized third-party provider will give assurance of data quality with the help of a thorough QA process and strict observance to targeting criteria. Having the right data intelligence in your CRM, your sales and marketing teams can personalize their efforts and speak directly to prospects.

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What Do Sales Development Representatives Do

When an organization grows in size, you need to have dedicated personnel who can take care of your sales. Often, the duties that each of these personnel fulfill is so nuanced you’ll either miss out on potential opportunities a niche will create, or create a mess which will affect the quality of the leads inbound. Ideally, for all these purposes, you need a position that’s qualified to take care of these requirements so that the quality of your leads doesn’t get affected.

Otherwise, the sales strategy will be muddled, which will give your competition an edge in pursuing your leads. After all, the more careful you are in guarding your leads while pursuing, the more ahead you can be of the competition.

Sales Development Representative

A sales development representative is some who is in charge of the inbound lead qualification. That means, he takes care of not only vetting the leads for verifying the prospect of engagement with your company, but also ensures they go all the way until a sales meeting. In other words, they are your appointment setting experts. Often, the sales development team is confused with the business development team. That is because the primary duty of both the teams is to bring in leads. However, the chief difference lies in what way they employ and what resources are available at their disposal to bring in such leads.

Need for Sales Development Representative

The business development team primarily takes care of generating leads. They don’t have any research to start this process. All they are told is the industry and the target group they have to focus on. The Sales development team on the other hand, finds leads through some outreach program. This might be through the advertising they have done, the LinkedIn outreach they crafted, or some other form which would attract clients. Generally, these clients are different. A BDR focuses solely on generating leads and passing them along to the management who decides if they are worth pursuing or not.

However, in most cases, management is swamped with work regarding catering to the existing clients, drafting strategy and everything that happens within the organization with regard to their market. This is where an SDR comes into play. He talks to all the leads and tries to bridge the gap between the expectations and the actual services that the company provides. Usually, only about a quarter of the leads that you generate are genuinely interested in what you have to offer. This process, called the lead qualification, is a must before the closers can come in with their pitch.

The other three-quarters of leads that don’t pan out, don’t pan out because the SDR has determined they are not worth pursuing. In other words, they were only leads to begin with because the BDR’s push was aggressive, or because there was a gap in their understanding of our services and our actual services. Having an SDR ensures that the closers or marketing and sales managers don’t need to entertain every lead whether it pans out or not. Because the rate of lead generation to lead conversion is abysmally small. SDRs make that job that much easier.

Finalize Your Custom Requirements

We at ExclusiveCalls, understand the need for you to have reliable leads and the high number of prospective customers. Our experienced staff brings the leads directly into your laps so that all you have to focus on will be closing and making your pitch. Our data and data analytics tools ensure that we get leads who would be most interested in your services. Our expert professionals ensure an above average number of them want to sit for your pitch. Find out more about us. Call us for more information!


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