The efficiency and effectiveness of your sales department is integral to the continued growth of your company.  There are many components to successful sales outreach and each aspect deserves attention.

Data Quality

Quality data will have an impact on both the efficiency and effectiveness of your sales team.  If your contact database is filled with invalid contacts and bad emails, it can dramatically increase the time it takes a sales rep to reach a particular company.  Conversely, if your sales reps are consistently able to reach the correct contact, your sales pipeline will remain flush with potential business.  Consistently scrubbing your email lists and using reputable data providers to acquire your contact information can greatly increase the production of your sales team.

Personalization

Generic emails and cold calls are not the way to build your sales pipeline.  A more personalized approach is needed in order for prospects to respond positively to your outreach.  Emails should speak directly to a prospect and their pain points while delivering value.  When performing teleprospecting outreach, detailed research is needed to be able to gear the conversation toward a specific company or pain point.  If you’re able to concisely communicate how your solution will benefit their company, a prospect will listen.

Multi-Channel

People get their information from a variety of different channels and everyone has their preference on how they would like to communicate.  Using a multi-channel approach and incorporating both inbound and outbound tactics gives you the best chance at reaching your target audience.  Combining certain tactics like email and teleprospecting can reinforce messaging and ensure your communication is received.  Producing quality educational content and posting it throughout your social networks will drive website visits and brand awareness.

Resiliency

Sales associates need to be thick-skinned and have a never give up attitude.  Regardless of how tailored your messaging or solution is, sales will often come down to a numbers game.  Having the resiliency to get through all the “no’s” without the loss of motivation or enthusiasm is essential.  Making sure your sales reps understand the typical conversion rates for each of their methods of outreach will better prepare them for what is to come. 

Nurturing

Not everyone will be ready to buy the second you reach out to them.  Many leads need to be nurtured for weeks and sometimes months at a time.  This may be due to a lack of current need or budget.  Scheduling follow ups with interested parties is a must to increase conversions.  Email workflows and periodical live touches are needed to stay at the top of the mind of your prospects.  This ensures that when there is a need, they know exactly who to turn to.  Nurturing your current customers can also pay dividends in the way of renewals and upselling.