Guest Post: Outbound Calling in the Sales Enablement Ecosystem

Today we’re happy to feature a guest post by Cory Bray, co-founder of ClozeLoop, a sales enablement platform designed to help companies achieve revenue and profitability goals. Bray has ten years’ experience building high-performance sales teams across multiple industries.

Cory and and ClozeLoop co-founder Hilmon Sorey are also co-authors of The Sales Enablement Playbook, now available on Amazon. Whether you’re a sales executive, sales practitioner, or a non-sales executive looking for ways to impact growth, this book will help you identify your role in a thriving enablement ecosystem.

Order your copy here!  

The Sales Enablement Playbook by Cory Bray and Hilmon Sorey

By: Cory Bray

I was recently chatting with my friend Sam (CEO of Upcall) about my new book (The Sales Enablement Playbook) and we were talking about how I view Sales Enablement as an ecosystem, not a position or department. He asked, “How do you think Upcall fits into the Sales Enablement ecosystem?” Hmmmm…great question.

After taking some time to think about his question, it’s amazing how many ways companies can augment their internal team with outsourced calling to impact results.

The Obvious: Outbound Sales Development

Remember, sales development teams are just trying to arouse curiosity…not close deals. For that reason, it makes tons of sense to augment the team when leads are in short supply…you won’t be risking quality if you have adequate training for your UpCallers. Some ideas are to focus on include:

  • Account-Based Selling: In any given account, there are possibly tens of people who could be your entry point. If they are putting off buying signals, attack the account in a week, not a month.
  • Re-Activate Dormant Accounts: Those companies who stopped responding to your AE? Let’s take another look, but let the AE focus on deals that are closing this quarter.
  • Target Medium-Priority Contacts: Let your full-time SDRs who you can coach in person handle the high-value leads, but instead of waiting weeks to get to the medium leads, get after it now!

sales, team, group, working

Inbound Sales Development: Handle Those Spikes

Have you ever received an email saying it was great meeting you at a tradeshow….6 weeks after the tradeshow? Terrible, right? Well, when there are spikes in inbound interest, there are three options:

  • Make Inbound SDRs work 80 hours a week and violate the Overtime Provision of the Fair Labor Standards Act
  • Wait weeks to follow up with leads
  • Augment the team

One option stands out from the crowd… 

Sales Development Meets Customer Success

As we describe in our book, one of the most overlooked sources of leads is employees who used to work at your customer but now work elsewhere. If they loved your product in their last job, make them an evangelist in their new job! It’s tricky to hunt them down, but it’s totally possible. Take your research and feed it to an UpCaller for a whole new revenue stream.

More Customer Success

In addition to generating leads, why not make some calls to capture:

  • Net Promoter Score: It’s tough to rely on email responses to NPS surveys. Augment them with calls.
  • End-User Success Stories: When it comes time to renew, do you have enough data to support your case? Make calls to individual end users to capture their stories, then aggregate these for renewal conversations.
  • Product Feedback: Figure out what specifically is holding you back, and take those details to the product team for consideration.

feedback, product

Based on the feedback here, you might need to tweak your product, target market, or selling approach. All of these adjustments will seriously enable the sales team moving forward.

So Much More…

These are just some of the ideas that came to mind, but depending on your business, there are probably several additional applications.

Get more leads. Get better leads. Figure out why the leads you’re getting aren’t converting. Understand customer satisfaction levels and address any options. What’s not to love here?

It’s pretty cool how many places UpCall fits into the Sales Enablement Ecosystem!

10 Reasons Why Outbound Calls Remain The Most Effective Way To Reach Out To New Leads

Every year, people say that outbound calling is obsolete, and every year the experts are proved wrong. In reality, calling sales prospects remains a vital part of the marketing toolkit. Here are some of the main reasons why.

1. The Human Touch Will Always Be Important

In an age of email marketing, sales automation and sales funnels, hearing a human voice can still be the most powerful way to connect with potential customers. Emails can be easily discarded and Facebook ads struggle to gain attention, but people are instinctively engaged by the human voice.

2. High Quality Scripts Can Really Engage Customers

With the right script, any call team can be trained to deliver compelling sales pitches with the right content and tone of voice until they find the ideal approach.

3. Hiring remote Callers Can Save Money and Time

If you choose to go down the Upcall route, you can engage more leads and existing customers and scale faster. Also, by supplementing it with your existing marketing efforts, it will support those calls and increase conversion rate. These calls create plenty of conversions at a low cost and relatively little effort on your end.

4. Outbound Calling Develops Selling Skills

Team members delivering outbound calls can hone their communication skills, helping them to deliver person to person pitches and presentations when required.

5. You Can Link Outbound Calls to CRM Systems

Modern outbound calling systems like those provided by Upcall don’t just allow you to schedule and make calls. They can also link up with your client database, providing invaluable data for your management staff to analyze.

6. Targeted Call Outsourcing Delivers Results

When you filter your client database by industry, age, previous sales and other metrics, you can build up detailed profiles of any contact before your sales team makes a call. When you know your customers, you can craft highly targeted pitches that really work.

7. Email Marketing Is Hit and Miss

Email marketing methods often have low click through and conversion rates, and can often be a waste of resources. With outbound calling, you can achieve much more impressive results.

8. Employee Performance Is Easier to Monitor Than Ever

In the past, call centers suffered from variable employee performance. Some operators would be brilliant, mastering any script, asking the right questions and persuading contacts to make a purchase. Others would waffle or irritate customers, and it wasn’t easy to track who was doing what. With modern calling platforms such as Upcall, companies can easily see which callers are delivering and who needs a little extra training.

9. Team Work Creates Healthy Competition

Well managed remote teams, high morale levels and staff who want to provide the best possible service can be incredibly productive. Callers tend to compete with each other, but not in a damaging way. It’s just in the DNA of how call operations work.

10. Outbound Calling is Responsive

Finally, call outsourcing is much more personal than any online forms of marketing automation. Instructions can be easily changed to add warmth and information, while callers can ask and answer queries from customers — something you don’t get from other forms of marketing.

If you are struggling to connect with potential prospects, give outbound calling a try! It can be a low-cost, effective alternative to online marketing options, and it might well be ideal for your business.