Is Data Crucial in the Pursuit of Sales Team Success?

Is Data Crucial in the Pursuit of Sales Team Success?

Ask any salesperson and they will tell you their job is no easy ride. On some days, they can make all the calls, send all the cold emails, but something just doesn’t stick.

Is the root of the problem simpler than you think?

Paula Bates, Managing Director of Toucan Telemarketing, believes strongly that the first step to any successful sales pitch is data. Her team provide a behind-the-scenes support model, ensuring their clients can secure meetings.

Specialising in securing face-to-face meetings, rather than strictly lead generation, the Toucan Telemarketing team takes a data-driven approach to all clients.

Paula says: “We operate as an extension of your sales team. When you work with us, not only are you buying into our data, you’re also buying into our skillset and reporting system.”

Data Closes the Sale

So, what kind of data does Toucan Telemarketing offer? For starters, they will continually review your calls processes to see what’s working best.

“We’re very transparent,” says Paula. “If one method of selling isn’t working, we’ll tell you and suggest a different way. It’s a continual process.”

People Power

Another key factor is to understand your sales team’s specialisms.

The Toucan team focus on playing to each individual’s strengths, for example their knowledge of a specific industry.

Depending on the size of the team, we cast the net out to find the right contacts worth nurturing, and then direct them to the sales representative most relevant to that sector

Paula Bates, Toucan Telemarketing

“This is a relationship-building process as they may not be ready to convert right away.”

“Ultimately, it’s about putting these prospects in front of the right people to meet their needs.”

Is the Time Right?

There’s a science and an art to telemarketing, it seems.

While the art lies in the tone of voice, Paula and her team also use meticulous planning to contact prospects at the best times.

“Bigger companies tend to have buying cycles, so it’s important to understand when your clients are most likely to buy”

Paula Bates, Toucan Telemarketing

Similarly, bigger companies have selling cycles.

“It’s better to take a tried and tested approach than simply pick up the phone when you’re quiet.”

The Right Customer Base

“Lots of lead generation companies will do the bare minimum,” says Paula.

“They may use a tool like a web scraper to procure sub-standard data, then they’ll phone the prospect and say they’ll send them an email.”

“There’s no level of interest there whatsoever. Our data is thoroughly fine-tuned, ensuring we’re only talking to the decision-makers, and crucially, at the right time. We also make sure we’re setting them up with the right people.”

Know Your Product

While Paula does not claim to know more about the client’s product than the client, she does stress that it’s imperative to understand exactly what you’re selling.

With the right data and the right product, you can secure more meetings.”

“We open the doors and make sure prospects are ready to talk – we leave the finer details to our clients.”

With industry-level expertise in a multitude of sectors, Toucan Telemarketing can provide crucial insights to increase sales.

Discover how to get the best from your sales teams by calling Toucan Telemarketing on 01260 294444 or visiting today.

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Katie heads up the M3 Publishing content team, interviews key stakeholders, researches trends and produces articles covering industries’ core issues. Katie honed her skills with the National Council for the Training of Journalists, where she trained in reporting, media law and Teeline shorthand. She has a background in magazine journalism and extensive experience writing for online publications, from niche titles to nationals such as the Huffington Post.