Quotation

The Techniques and Secrets of B2B Cold Calling : Master the Game and Watch Your Sales Skyrocket!

The new B2B telemarketing technique

Innovative companies operate in a challenging competitive environment. The main challenges they face are:

  1. Intense competition
  2. Product improvement
  3. Recruitment and human resource management
  4. Products unknown to prospects
  5. Finding clients

The success of these companies depends on the fifth challenge: selling their products.

What is the best approach to sell more and faster?In several sectors , BtoB telemarketing is a proven method.

The question is: Is telemarketing effective for new technologies and innovative products?

Yes, telemarketing is effective, but…

The rules of the game have changed.

We monitored competing companies in the IT sector for several months. Those that succeed are often the ones that adopt a proactive approach combining telemarketing with experienced field sales representatives.

The others, those who wait for clients to find them, face difficulties despite their product performance and heavy investments in technical development.

But not only…

The secret is adopting a new B2B sales and telemarketing methodology and making your salespeople and telemarketers Challengers.

In the USA, this method has become an essential prerequisite for many companies.

At Leads Provider, we have trained our Telemarketers in this new methodology inspired by the work of Matthew Dixon and Brent Adamson. It is called “The Challenger Sale.” Originally designed for field sales representatives, we adapted it for our telemarketers and recommend it to our clients. The results were not immediate. It took a lot of time and effort to change the behavior of our telemarketers.

Attention:

  • Transitioning to the “Challenger” model requires a shift in organizational capabilities as well as changes in the behavior and skills of salespeople and Telemarketers.
  • The change and results will not be immediate.
  • Adopting this methodology is a long and difficult process that requires a great deal of perseverance.
  • After several months of hard work, we succeeded in improving the productivity of our telemarketers.
  • This method is exceptionally effective for innovative companies.
  • A Challenger telemarketer must possess the following three skills:
  • Educate prospects: The telemarketer’s ability to educate potential clients, to evangelize them about innovative products. The telemarketer must be able to explain to the prospect how the product can save or generate money.
  • Adapt their pitch: The telemarketer must be able to adjust their pitch based on the interlocutors to best address their needs.
  • Take control: The telemarketer’s ability to manage the appointment-setting process and motivate prospects to act and move to the next stage of the sales process. This involves preventing them from remaining in inertia and indecision (a common challenge for many salespeople).

Leads Provider consists of a team of Telemarketers “Challenger”. They are trained in this new sales strategy, and the results are promising: We have successfully increased our clients’ revenue significantly. To learn more, click here..