Maximizing the ROI of Art

A frustrating problem for sales managers whose new revenue depends on cold calling is how to sustain the performance improvement experienced after training classes on the "art "of cold calling. Maximizing the Art.

Keeping performance up and consistent would extent the training ROI. Due to sales resistance and inappropriate automation, there has been no workable way to track activity accurately or with the granularity and integrity needed to manage and maintain the ideal performance level.

A real solution is only possible when sales and sales management both receive benefits equal to the effort expended.

To achieve a real solution, ask a sales person what it would take for them to be better at cold calling. You will hear three requests:

Then, ask a sales manager what they need to create a sustainable calling program and you will hear one request:

The real solution is

Here's how the requests are met:

Sales management designs the ideal process to use in pursuit of a single suspect. The goal of this process is to generate a conversation. The components of the process include number of calls, messaging, and timing between the calls.

The ideal process is automated with a specially designed software application, which the sales people operate with a mouse. There are only two screens, so navigation is fast and easy. There is no data entry needed to generate management reports. Plus, every tool needed to make the call correctly is there.

The database of names has been pre-loaded and the right amount of names is available to the sales person. The database belongs to the company, so any history of past prospecting activities is available.

For management, the system will automatically generate reports to help measure, monitor and manage the sales team: without sales having to do anything special. Reports are a byproduct. Every action that sales takes benefits them directly in their pursuit to set an appointment; not a report.

The metrics that management needs to measure activity during the ideal prospecting process are automatically captured and the reports are delivered via email. Further, managers can set goals for the number of new suspect calls they want made every day versus the number of pursuit calls made.

And, the reporting will show how many pursuits were completed and what the results were.

Management's request to determine Best Practices is now possible. The focus changes from how to prospect 100 suspects; to how to prospect one suspect perfectly, and then repeat it 100 times.

For many products, video is a great way to deliver your message to a suspect. A video can create curiosity and motivate a suspect to speak with the sales person. The Klpz application includes a video messaging option which makes it easy for a sales person to include video in their ideal pursuit.

For example, the sales person would leave a voicemail "I called you a few days ago and realize you are busy. So I will send you an email which will give you access to a 60 second video. The video shows you why others in your industry are interested in my product. Look for an email from me with the subject line Best Practices in Prospecting. There is a reply panel for your feedback. I will give you a call in a few days."

	The email is already prepared and is automatically delivered by Klpz when the sales person completes the call. When the suspect clicks on a link in the email, a web page containing a video and a reply panel is streamed to the suspect. As part of an overall automation solution, the prospect found using Klpz can be transferred to any existing SFA or CRM system. Klpz also offers two options of pipeline for prospect management and forecasting.

If cold calling starts your sales cycle, let Contact Science help you create a sustainable process, which meets everyone's needs, including yours for maximum ROI.

Turn suspects into prospects, consistently, with