BUSINESSMOJOSWe Believe, Business Never Sleeps

ЗENEMIES OF INSIDE SALES PRODUCTIVITY

90.9% of the time cold calls are left unanswered; this is why a cold caller's effort has to be doubled in order to achieve his interaction and meeting targets

NOT MAKING ENOUGH CALLS01

SIMPLE SALES PRODUCTIVITY EQUATION WOULD LOOK LIKE:

So, empower your cold callers give them more time to make calls, thereby doubling the chances of interactions and meetings.

Number of calls=Number of opportunity chances

1

BusinessMojos Services BUSINESSMOJOSWe Believe, Business Never Sleeps

WHEN INSIDE SALES REPS FIND:

STALE DATA OR INACCURATE DATA SETS02

Wrongly compiled prospect data in CRM is frustrating and counterproductive.

Their work day becomes stressful and less productive resulting in unfriendly exchanges between sales and data team. This is why list building and cold calling must be set as two distinct departments and hire professionals for each to optimize your inside sales efforts.

Disqualifiable companies

Wrong phone numbers/recordsStale records with wrong point

of contact

Incomplete CRM fields

2

BusinessMojos Services BUSINESSMOJOSWe Believe, Business Never Sleeps

SALES BRIEFCASE NOT READY

TO DO THIS, YOU NEED TO SETUP A SALES BRIEFCASE. WHICH IDEALLY MUST HAVE:

Sales representatives like ants plucked out of a trail, get frustrated if they don’t find the right marketing collateral to engage with a prospect.

Email templates

Voicemail recordings

Sales pitch documents

Case studies

Rebuttal documents

Customer lists

Place the sales briefcase on an easily accessible location like an inside sales folder in your cloud. Try setting up the breifcase into your CRM itself, so as to access it easily whenever required.

03 3

BusinessMojos Services BUSINESSMOJOSWe Believe, Business Never Sleeps

GENERIC CALL DISCUSSIONS

As a matter of fact, inside sales conversion rates overcall have come down to only 7-9%. Which means your prospects are not entertained by the book sales pitches, anymore.

That is why, even after making 150 calls a day inside sales reps aren’t meeting their quotas.

Be interesting! Do some hard research on your target. Make use of fresh information coming from

social channels. Try, Integrating relevant information about you target like their recent

achievements Also give recognition and praise where it’s due thus making your pitch engaging.

This helps you to break the ice and find rapport with person on the other end of the line. Thus,

making the conversation super engaging.

04 4

BusinessMojos Services BUSINESSMOJOSWe Believe, Business Never Sleeps

LACK OF AUTOMATION05

Multiple excels are disorienting and time killing.

Using excels sales reps easily can’t generate new

events, schedule responses based on lead status

and level of engagement.

Save time by signing up for a free CRM and move Save time by signing up for a free CRM and move

your data there. Streamlining and simplifying sales

by using CRM or lead management tool is

essential for confusion free inside sales process.

Even in the era of Freemium apps, many companies are still stuck in excel.

5

BusinessMojos Services BUSINESSMOJOSWe Believe, Business Never Sleeps

Best case scenario happens when you sync your dialer, email client, marketing automation system into your CRM, make it one stop inside sales

information access center.

A cold caller should be able to log-in to CRM and see pertinent data about a prospect, then connect with him/her using a dialer with least amount of clicks. High priority should be given to reduce the manual effort needed to get a process running.

CRM

6

BusinessMojos Services BUSINESSMOJOSWe Believe, Business Never Sleeps

I WANT TO GET MORE QUALITY MEETINGSTELL ME, HOW?

ABOUT BUSINESSMOJOS - “We Believe, Business Never Sleeps”

““BusinessMojos enables businesses achieve the agility and acceleration via its lead

management offerings which include Inside Sales and Marketing. We work with Technology

Products & Services Businesses ranging from startups to established organizations by

employing a holistic approach (People, Process, Technology and Analytics) to their sales and

marketing initiatives. Our vision is to work as a true extended team of sales and marketing

experts for our clients.”

BusinessMojos Services BUSINESSMOJOSWe Believe, Business Never Sleeps