3 Tips Sales Representatives Use to Win New Customers

sales representativesInsightSquared describes their company as “#1 in Salesforce Analytics for Sales and Marketing” that “delivers powerfully simple business analytics for companies of any size.” Their recently released one page research paper, “Should Your Sales Reps Keep Calling That Prospect”, includes important tips you can begin to utilize for your sales force.

InsightSquared’s Data

In a  three month period from June through August of 2013, InsightSquared studied over 21,000 sales calls in compiling their report that suggests three solid points for sales teams to consider:

Sales Call First Dial Importance

It appears that a sales person’s first call attempt is the best opportunity to reach a prospect as “connect rates drop 33% after the first dial.” Here are a few tips to make your representatives more effective:

  • Reps must be prepared and have their sales script polished and ready for the first opportunity to sell
  • Document and schedule the optimal time to call prospects
  • Make sure reps continue to follow-up on accounts when they have a decision maker’s contact number
  • Stop attempts to connect on weaker accounts after 6+ “touches” and return when lead flow is slow

How Many Times Do You Dial? 

According to InsightSquared the real gold is often found in the fact that “there are a lot of conversations buried in seemingly unreachable prospects.”Although it may seem incorrect to continue to call on a prospect after four or five attempts, according to their research, “even after 10 attempts, our reps were able to connect with their prospects almost 5% of the time.” Even though there is a rapid decline in “connect rates” at the beginning, there is a leveling off after the sixth dial.

Sales Call Organization

How many sales calls should you have your sales reps make on each prospective client? According to InsightSquared’s data the number of sales calls a rep makes to a particular client is “dependent upon your lead flow.” If your reps are working with an abundance of new leads then first contact calls should be the focus. Conversely, if the lead flow slows or is absent for the time being then representatives should spend the majority of their time trying to connect with old leads they have yet to contact.

Meetways.com: Realtor’s Meeting Mapping Tool

Chicago Sun-Times published this deansguide article October 23, 2008

Emily Chang and her ehub site are one of the most valuable tools a blogger can utilize. Due to her constant stream of reviews on the latest and greatest new Web 2.0 sites available, I am able to deliver new tool information to the real estate community. The latest fun and easy to use tool is Meetways.com.

Ever have a tough time finding a place to meet clients that is in the middle or half way between your location and theirs? Now you have a fun little tool that will map out all of your choice and pinpoint the midway point between you and your clients: MeetWays.com.

“Meet Me in the Middle”: The Utility

Meetways.com plots halfway points aka a point of interest between two addresses.

Powered by Google Maps

Meetways provides a map that identifies restaurants, coffee shops, meeting office space locations

Business Tool

According to MeetWays you can support your business with this tool:

1. Setting up a Conference or Regional Meeting

2. Managing Sales Reps on the road

3. Managing Mileage and Fuel costs

4. Meeting clients for business

MeetWays supports their tool with an informative blog and special deals through partner companies offering internet services, travel, food and drink, hotels, car rentals, and even traffic school.