6 Top Calling Tips To Generate Pipeline

Cold calling, yes this might be a bit of a taboo topic amongst a new generation of sales professionals, and often falls to the wayside in the busy working lives of salesmen and women worldwide. That said, effective prospecting over the phone still has incredible value… ask anyone at EngageTech and many of our partners and competitors.

In our experience many companies find it tough to coach and maintain inside sales teams – and that’s why the leading vendors, distributors and partners in the technology sector seek our help with appointment setting, lead generation services or sales training. Everyone is looking to build more pipeline and increase new business acquisition, so as a taster we have put together some tips.

Pick up the phone-

It is easy to put calling off, dive in at the deep end and start every day by prospecting. Cold calling, when done effectively, remains one of the most successful ways of connecting with a prospect. It provides an opportunity to build rapport, ask important questions to position a sale and impart relevant information. Just remember to keep it slow, have a bespoke pitch and open the conversation whenever possible. You will be surprised at just how much information you can get out of a cold call, allowing you to give a more impactful presentation or pitch in any follow up correspondence.

Keep it Human-

It is key to keep all communication as human as possible. Do your research on the prospect, break the ice and make your call stand out. Body language and smiling helps, spend some money on a mirror to put on your desk; if you look positive that will translate over the phone.

Impact statement-

First impressions count, whether it be email, social media or over the phone, a friendly opening followed by an ‘Impact Statement’ is integral. Next up talk about the amazing work you are doing with your existing clients, telling a story goes a long way. Keep it short and demonstrate value quickly.

Closing

Simple and concise is the most effective approach (see Stephan Schiffman’s Cold Calling Techniques a recommended read for anyone in sales). “The reason I was getting in touch was to book a meeting, how are you fixed up later this week?”

Benefits not features-

Sales 101, when discussing your product, solution or service talk about benefits ahead of the features. How can you benefit the prospect’s business? Will you; help drive down costs, free up time for the workforce, or solve a well-known industry problem?

Time-

Be consistent with your time and make sure you have set aside a period to solely focus on this. Our suggestion is from the moment you arrive in the office until mid-morning, but if you are dedicated to this you will see results no matter what time you set aside. If you try to fit prospecting in around other commitments, it is easier to find reasons not to pick up the phone.

Watch this space for some more updates, there is value in prospecting across numerous platforms and we will discussing email, as well as social platforms in the coming months. EngageTech has a wealth of experience in prospecting and are currently driving millions of pounds worth of pipeline for our clients. If you need any help with this, or any other part of the sales cycle, then get in touch at hello@engagetech.co.uk

We have Moved!

We are very excited to announce that our team has moved into a shiny new location just by Southwark bridge. Some of you, familiar with our old location, will recognise that this sounds just like the old office, and you wouldn’t be far off the truth. In fact as I sit here now typing this up I am sat next to a window with a lovely view of the old place. So why the move?

  1. Space. We are growing. As well as the opening of our Sydney office earlier in the year we were starting to run out of space in the office. As well as simply offering more square footage the new office allows us all to work in one big space, allowing us to work closer both literally and figuratively.
  2. Location. Okay so yes, we might not have moved far, but we are no longer the office just behind the Tate Modern, no not the Bluefin building the other one. We are now firmly planted just down from Southwark Bridge with a sterling view of the Shard. Not to mention that we are now marginally closer to Flat Iron Square for Friday night socials, every second counts.
  3. Fridges. Yes this might not have been at the top of the agenda when deciding on a new space but there is no denying that sales is hungry working. Two floor to ceiling fridge freezers and a larger kitchen are a welcome addition to the office especially for those burning the late-night oil on our American campaigns. There might even be some room for a couple of those Friday afternoon refreshments, you never know.

So we are having to say bye to 185 Park Street however our new address of 24 Southwark Bridge Road is going to provide a ton of opportunity moving forward. Not to mention the fact that we now have a bunch of empty desks that need filling! If you are a recent grad, first jobber or have just left school then get in touch it would be great to have a chat!

That being said it is fair to say we are very proud of our new place so would love to show you around if you wanted to come in for a coffee.

Management Away Day @ the Grove

EngageTech’s Management team recently had the pleasure of visiting The Grove Hotel set in the stunning Hertfordshire countryside for a Management Day conducted by Martin Wakefield of the company VogelWakefield.

VogelWakefield provide counter consultancy leadership development and help companies overcome obstacles caused by the complexity of human beings working together. It was really insightful to see their work with us as we partook in a number of workshops and exercises designed to challenge us all in a number of different ways, from the way we interact with one another to the way we view goals and challenges. It proved extremely interesting looking at these elements from alternative perspectives and delving into how each of us view and fulfil the role of being a leader within the business.

 

We also managed some rest bite from the classroom where we played a rather competitive game of rounders and football in the afternoon, which further assisted in our team communication on all levels! Plus, for the keen golfers there was a chance to stay on a little longer on the Saturday to make the most of the championship golf course where the greens were a little nippier than we were used to!

We left the weekend with some great ideas and plans to implement that will help continue the growth of the company as we go into our 7th year as a business and continue move with the ever changing demands of the Technology market, and a big thank you Martin for helping us facilitate the day.

Finally, to alleviate any concerns, no, we were not fortunate enough to grace the Hotel on the same weekend that a certain England Football Captain made the tabloids for being drunk and buying everyone drinks at the hotel bar (much to the dismay of some of team, we missed him by a week!).

Welcoming the Telephone Assassin

Yesterday it was our pleasure to welcome self-proclaimed ‘telephone assassin’ Anthony Spears into the office and hear his approach to appointment setting. Something we actively promote here at EngageTech is using all available resource to expand our knowledge as sales-people. Inviting Anthony in to give his unique take was an extension of this and we’re pleased to say it was a resounding success! From his sniper, rather than scatter-gun approach, to his tips on building rapport on the phone, Anthony ran us through what has made him so successful on the phone. He even gave the chaps in the office a few well needed tips on how to deal with the ultimate adjudicator- the father-in-law!

We’re looking forwards to putting some of the gems Anthony has given us into action and we’re sure results will follow. Watch this space!

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