Category Archives: Sales pipeline

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

New year, new look, new leads for your business

Welcome to EngageTech’s new website! Now in our fifth year of business you will find new service lines, a bigger team and our experienced perspective on working in B2B lead generation.

Engagetech consultants are helping increasing numbers of technology companies, digital agencies and consultancy companies to build sales pipeline and ultimately close new business. So, if you are looking for a partner to help with appointment setting, profiling, marketing automation or training – please do get in touch!

To understand more about EngageTech and our approach you can contact us on +44 (0) 20 3642 2599 or email us on hello@engagetech.co.uk – we look forward to hearing from you

 

 

 

 

Do you have an effective database?

Do you have an effective contact database?

A contact database is perhaps your most important asset as a marketeer…

And for good reason:

These are the people who are interested in what you have to offer or what you have to say.

These are the people you will be proactively approaching by email or events or through your various marketing strategies.

In short, your contact database is inextricably linked to your sales pipeline and ultimate company revenue.

And yet, many organisations struggle to maintain the level of accuracy and volume of contacts to successfully market to their target market.

Engagetech, your database & more…

As a lead generation agency, EngageTech make data the core of our business and can broker lists for your use in house, give you free access as part of a calling campaign or tailor towards email marketing activity.

It’s time-consuming, and yes, it’s hard work but our dedicated team are constantly working the database– which can be filtered using employee counts, revenue figures and geography etc  to help our clients understand their data challenges, clean their existing data and plan for the database they want to have.

Over the course of 2014, there were nearly 60,000 new contacts added to our data.

Calling campaigns in particular can be a good way to cleanse your data and gather intelligence. The most important thing to understand is how this data can be meaningful and useful. For example, some marketers will be happy to know the size of the companies they are targeting, whereas others will want to drill down for more specific information like where the target is in terms of their buying cycle.

Some examples of market intelligence that is commonly reported on:

  • Industry sector
  • Number of users
  • Number of locations/sites
  • Current provider
  • Current solution
  • Industry events they attend
  • End date of current contract

 

Explore & Experience Engagetech Services

Thanks to Engagetech’s developed services our clients need and value us- we are an extension of their sales team.

“One of the great things about EngageTech is that they not only feel like a part of the Palamida team but they also feel like an extension of our company in the market place. They represent us with the same values and attitude in their dealings with our prospects as we do ourselves which is excellent” said MD @ Palamida UK.

Take a look at our services and get in touch to talk through your requirements.