The reality is today's “Modern Teleprospecting “ makes both marketing
and sales better. For marketing it makes
the work and investment done around demand creation more impactful and the activities
of sales more productive. In essence Teleprospecting
has become “the glue” between both of these functions.
When teleprospecting teams are functioning properly they are
not only instrumental in enabling the
deeper qualification of Inbound leads handed off by marketing but also pivotal
in improving sales pipeline dynamics such as sale velocity, deal rates and
selling price. As a result , teleprospecting makes sales more efficient.
On average teleprospecting makes about 100-120 dials per day
with a conversation rate of about 25%. Whether they are following up on inbound
inquiries or initiating self-generated cold call activities, without teleprospecting teams
quota bearing sales reps would have to handle these responsibilities
themselves. Activities that would occupy about 33% of a sales reps time. Clearly, low yielding activities relative to the yeild that would be produced if a sales rep was 100% focused on activites that closes business.
The most successful organizations recognize the balance
required to run a high propensity demand generation campaign through “Modern
Teleprospecting”. Both inbound and outbound lead generation not only has merit
to coexist but also to be the catalyst to any highly functioning complex sales
entity.