January 28th, 2022
Data for calling in sales is one of the most valuable tools any sales representative will have. In any industry, customers are more likely to respond to well-informed, relevant, and intelligent pitches from a representative. The only way to ensure you’re making the right impression is to ensure you collect the appropriate data for your call before it begins.
A business development representative, or BDR can gather all kinds of useful insights and data for calling before they initiate a conversation with a lead. The key to success is deciding what you need to know in advance.
Data for more effective sales calls is available from a range of different environments, depending on the kind of information you need for a sale. If you’re collecting calling data for call centers full of sales reps cold-calling prospects, you might check out locations like LinkedIn, company websites and directories.
You can also look at websites like Crunchbase, which are full of details on prospect inventors, funding round and competitors. You can also collect various pieces of data from locations like:
There’s no one-size-fits-all recipe for succeeding with a sales call. The more information you have about your customer and their needs, pain points, and expectations, the more you’ll be able to tailor your sales pitches to suit each individual prospect.
Just some of the details you may need for your sales include:
It’s also worth making sure you take the data from each previous call with you into new conversations. If your company has interacted with the prospect in the past, even if only for a short while, it’s important to know what you spoke about with the prospect and what their perceptions where of your company and offer.
If you know things like what kind of objections your prospect had to your offer in the past, or what kind of problems prevented them from making a purchase back then, you can start on a stronger foot with your new sales call.
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