The Premise for a Disciplined Call Prospecting Process

Selling complex products to finite target markets demands a level of sustained call prospecting discipline that is nearly impossible to maintain.

For the past ten years, we have provided a managed call prospecting service, working with hundreds of sales people, pursuing thousands of new accounts, and tens of thousands of new prospects. Our typical client was faced with a complex sales environment, the need to pick up the phone and proactively initiate contact with new prospective customers, and most importantly, the need to drive very high percentage contact rates within a finite or limited number of targeted accounts per sales representative.

Consider the following facts that demand a change in how sales professionals manage call prospecting:

• 85% of all B2B calls get dumped into voicemail
  
  
• It takes 10 to 15 call attempts over 4 to 6 months to achieve 70% contact rates with the right prospects
  
  
• Live connections are driven by outbound calls 75% of the time with only 25% of the connections coming from inbound calls from the prospects
  
  
• Leaving voice mail messages drives inbound calls and warms prospects to your brand and voice, making cold call conversations much warmer over time
  

So if you must achieve a high percentage penetration of targeted accounts, have your sales people make their own calls, leave their own high impact voice mail messages, and keep calling in a persistent yet very patient manner to warm the situation for an ultimate live conversation.

We figured out very quickly that automated processes and integrated calling technologies were needed to allow sales people to drive long-term recurring call programs that deliver personal touch in a high-volume world.