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Science + Structure + Metrics = A Winning Formula for Positive Teleprospecting Results

by Peter Gracey  |  
October 26, 2012

Science + structure + metrics = successful outcomes might not be the first thing that comes to mind when you think about improving your teleprospecting results, but following that formula is a great way to keep your teams focused and organized throughout a campaign—and get results.

Here's how the formula works.

Step 1: The Science

Put on your lab coat! There is a science to getting someone live on the phone. Dive into your call history and look at the opportunities that have been qualified and passed by your teams in the past. Look at the number of total activities (phone and email) it took on average to either pass them on as a lead to sales, or to learn that they aren't interested.

Next, look at the average number of days from first activity to final disposition. Now you have the two foundational averages you need to build a structured call plan.

Step 2: The Structure

There is not one single perfect mix of outbound calling and emailing. The uniqueness of your sales team, your prospects, and your products will determine the optimal mix for each of your clients.

Teleprospecting teams that follow a disciplined, structured plan perform markedly better than their counterparts who take a more scattershot approach. Use your skills and experience to your advantage by putting together your initial trial activity plan.

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Peter Gracey is chief operating officer at AG Salesworks, a B2B teleprospecting and marketing services firm.

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