Why telesales are effective way to drive the Businesses Successfully?

One of the most elementary functions of a business is making a sale of its products. Most businesses utilize various steps and methods to promote and sell their products and service. Today, the sale strategies in the B2B sector are changing in response to the latest communication technologies, evolving business models and new customer preferences.

In the present day market, buyers are more comfortable engaging remotely, rather than face-to-face with sales professionals. This makes the companies transform their way of selling or marketing their products. Fewer organizations are now focusing on field sales and more are prioritizing inside sales or telesales.

What Are Telesales?

Telesales is an act of contacting people via the telephone to directly promote and sell products and services of the company. You can say it is the art and science of preparing a healthy business pipeline and delivering sales growth remotely.

When supported by purpose-built systems and conducted by professionals, remote selling is perfect for a spectrum of sales approaches, from high volume transactional sales to high-value complex solution sales. Telesales can be employed to drive and support the below-mentioned sales activities-

• Calling into cold data
• Lead qualification and lead generation
• Intelligence gathering and fact-finding to prepare effective sales strategies
• Prospect sustenance
• Direct sales, such as managing online, in-store and inbound generated inquiries
• Cross-selling and up-selling
• Re-opening of dormant accounts

Let’s discuss the aspects of telesales in more detail and discuss how your business will use this powerful channel to support your end-to-end sales strategy-

1. Direct Sales:
When it comes to direct sales, there are several propositions that one can sell remotely including consumer goods, specialist services, education and training programs, etc. If the company does not have the necessary skills in-house, or its in-house resource is limited, this type of selling can be easily outsourced to a professional team. An outsourced sales function can be easily integrated with in-house resources, processes, and systems giving a seamless customer experience across the end-to-end sales process. The in-house and remote team is well aligned with current technologies, such as call recordings for calibrating calls, hotkey transfers, CRM/systems integration, and diary management tools, etc. Some outsourced telesales teams are also capable to manage campaigns or sales processes that need to comply with set regulatory requirements, using call recordings and a robust QA process and FCA authorized telemarketing agents.

2. Solution sales:
With the perfect expertise and approach, telesales can also support solution selling – higher value, consultative selling, where ROI (Return on Investment) is high.
Conversation-based selling over the phone allows the sales team to build rapport and build customer relationships to support medium-to longer-term sales processes. This is also an effective channel for carrying out more complex lead qualification strategies.

Thus, there are many solutions that can be strategically marketed and sold remotely, including complex technologies, advanced engineering applications or products and services subject to regulatory compliance, including financial services or insurance products and utilities.

By engaging customers in perfect dialogue over the phone, skilled solutions sales professionals are able to understand customers better and enable the companies to tailor and personalize solution benefits for each customer. However, this requires the perfect mix of experience and skill – including:

• The emotional intelligence to manage and nurture a human, emotional connection with customers that allows the salesperson to identify preferences and pain points, and then tailor the solution accordingly.
• The confidence and skill to engage decision-makers at different levels of the organization.
• Other soft skills such as assertiveness, which helps the salesperson to ask the correct questions and make smart decisions when qualifying leads.

3. Account-based marketing
Telephone account marketing is a vital approach to telesales with a targeted message and proposition that is based on a more detailed understanding of client requirements. This type of telesales campaign is targeted at a group of existing customers – often those with the highest potential to gain profit.

Generally, account-based marketing is conducted with the objective of reducing deterioration in the existing customer base, reaching under-penetrated clients segments and expending the sales life of legacy solutions.
Account-based marketing requires deeper levels of engagement and relationship building. And phone conversations are the best way to obtain this. Through ongoing dialogue, a salesperson can gather a deeper level of account insight, so one can build a better understanding of the account. One can also build rapport with and gain the trust of senior decision-makers within the organization.

How To Utilize The Power Of Telesales?

As discussed above, the success of any telesales campaign depends on the skills of the salespersons and the quality of the systems that support these teams. Depending on the level of inside sales skills and expertise companies already having in-house, they may want to consider outsourcing the skills, processes, and systems rather than investing all the resources needed to build and manage this in-house.

When you outsource to a specialized agency that is fully dedicated to outbound calling, you have access to an entire team focused exclusively on preparing pipeline and responding to prospect requirements, without disruption. You can also rely on an agency that employs the latest customized calling platforms to drive higher productivity and efficiency gains.

Outsourcing is an intelligent way to present more flexibility into one’s sales workforce. With an outsourced telesales solution, a company has the on-demand capacity, so that it can easily scale its remote sales function up or down in line with changing business requirements, or to cater for seasonal pierce in demand.

Telesales is an amazing way to drive growth in businesses. With a targeted approach, strong research and an effective strategy, telesales can effectively increase the sales and keep the customers satisfied.