Cold calling 2.0 is the rare case in which the sequel turns out to be much better than the original. When you cultivate your pipeline and prime your prospects for a call, you have a much better chance of success.
So you’ve tried cold calling 2.0, and the results are promising. Your reps are pleased to be dealing with more qualified leads, and the bottom-line benefits are showing up clearly in your sales data.
Now it’s time to scale, and you need the right strategy to get the job done effectively.
At Sales Hacker NYC, ToutApp’s Daniel Barber introduced the “Sales Feedback Loop”, a process he uses to continuously improve ToutApp’s sales process. If your sales team is trying to scale up their cold calling 2.0 efforts, this process can work for you too.
You probably have an ideal customer profile or at least an idea of who your ideal customers are.
Cold calling 2.0 is a process of opportunity. It’s great for targeting the customers you already know you’re looking for, but it also allows you to expand your opportunities. Sometimes, that means getting more specific, and personalizing for key segments of your existing target group. In other cases, it means branching out to target totally new market segments.
The important thing is to keep evolving. Iterate your ideal customer profile by looking for ways to personalize, and identifying opportunities to find new targets.
As Daniel Barber puts it, “the future of sales lies in achieving personalization at scale.” It’s a worthy goal, and one that perfectly sums up the intersection between today’s technology and the realities of the modern market.
From there, you move on to your outreach – the calls and emails you use to fill your pipeline.
Outreach is a crucial element of cold calling 2.0. The testing opportunities really open up from there. With the right tools, you can increase productivity while continuously testing things like messaging and targeting.
Consider email automation tools like ToutApp to optimize the lead qualification process. Automation provides email templates, easy a/b testing, and analytics so your reps can grow their skills over time.
With cold calling 2.0, you can also gain a major advantage by providing your team with better calling tools beyond just their cell phones. Your telephony platform improves productivity with tools like power dialing to quickly run through lists of prospects, and voicemail drop to leave prerecorded voicemails when prospects don’t answer.
On the management side, these tools give you more opportunities to coach your team effectively.
No matter which cold calling strategies you’ve used in the past, you likely tracked at least weekly qualification calls and monthly qualified opportunities. That’s a solid place to start.
As you scale, you’ll want to take a more granular approach to the metrics you track. Train your focus on the most important details, and look forward to develop a predictable, reliable process.
Given the importance of qualifying leads with cold calling 2.0, you’ll definitely want to track items like email open rate and number of connects.
The big ticket item, however, is your lead velocity rate. Bottom line, how does your qualified lead generation growth look month over month? This metric is important because it will determine just how fast you can scale.
One of the great things about scaling cold calling 2.0, besides the productivity benefits, is that it should be very easy to get your reps on board with the process.
With qualified leads, cold calling becomes much less intimidating, and much more efficient. Your reps will be free to spend more timing closing deals, and you’ll have all the tools you need to coach them effectively throughout the growth process.
See what separates you from the world-class sales leaders and get the short-cut to becoming one.
NEED TO SIMPLIFY AND REDUCE! Check out Ring.io 's cool features to manage your calls like a pro! With Call Blast, all members of your team get the call at once - perfect for smaller squads of 5-10. Got a longer list? Use Escalating routing to call team members one by one until someone picks up, else it goes to voicemail. But here's where it gets even more exciting: Ring.io 's Round Robin feature ensures everyone gets a fair turn. When a new call comes, it goes to the agent who's been idle the longest. Missed the call? No worries! The system moves on to the next idle agent but you stay top of the list till you've taken a call. It's all about keeping talk time balanced. And for sales, Round Robin finds agents who've been waiting longest since their last call. This way, every agent gets equal opportunities, ensuring no one is left behind.
Channels are not created equally. You might discover that one is working better for your prospects or customers than other. We hand-picked channels and their combinations to deliver the percentage of engagement you can close your quota with.
