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Best Practices for Lead Hunters

Best Practices for Hunting Leads

Are you a part of an inside sales team? On behalf of every sales person that doesn’t have to cold call from a list and every marketing person that wants a go-to person that wants marketing leads to turn them into sales opportunities – THANK YOU!

You are the fuel that runs the sales engine.

This post on best practices for hunting leads was written by one of Optify’s Inside Sales qualifiers. – AJ.  A little knowledge here, AJ rocks and is definitely worth the time to read his stuff.

December 13, 2012 | by AJ Armendariz | Optify Inside Sales

I want to expand on the most daunting task of the three parts of the inside sales team as the engine for your sales vehicle. As David mentioned most inside sales teams are faced with three tasks when pushing qualified leads and opportunities into the sales funnel:

  1. Process
  2. Hunt
  3. Qualify

While there’s no doubt each of these parts play an equal role in fueling the sales funnel and driving new business, the most daunting of the three is hunting. Broadly defined hunting is the process of engaging with leads in your queue.

The best hunting practices include these variables:

  1. Immediacy
  2. Persistence
  3. Time of Day
  4. Day of Week

As we all know hunting is a “numbers game,” the more calls you make the better chance you have of engaging with your leads. This part of the hunting process requires persistence. However, hunting isn’t just about making calls, its about getting people to have business conversations with you. Here at Optify our inside sales team does this through calling, emailing, referrals, and social media.

Optify arms us with the weapons crucial for any successful inside sales team: lead alerts, visitor intelligence, and efficient hunting best practices through email templates, phone scripts, triggered email drops, and CRM lead history. As much as hunting depends on persistence and resilience, adhering to the basic steps of the hunting process is what really makes an inside sales team successful.

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The basic steps of the hunting process are:

  • Research
  • Call
  • Voice Mail
  • Follow up email

Researching leads is the most time consuming step of the hunting process. Therefore, figuring out how to make this step as efficient as possible is crucial. First the lead comes to the Optify web site and fills out a form and all of the lead detail is in the Optify software. In addition to the detail from the form, we look up additional data related to their company and other demographics. At that point the lead is ready to be integrated with our CRM of choice–in our case, Salesforce. This step isn’t actually necessary for most users since Optify can act alone with simple CRM features in our fantastic Contact Manager.

While calling is the core of the hunting process, it is also the task that takes the least amount of time. Make sure you have your 30-second pitch ready, as well as your voice mail pitch. And lastly make sure you have email templates already created so you can make your hunting process as efficient as possible.

Cold Calling Sucks. This Will Help

Ok, it’s November 1st.  We are heading into the last 2 months of the 4th Quarter in 2012.  As all you Marketing Athletes out there know, you have until Thanksgiving this month to generate leads and opportunities before the whole world starts thinking about the holiday party, bringing in cookies for the staff and generally fading away into the end of the year. 

Using your inbound marketing software – like Optify – (shameless plug here) the clock is ticking on the leads you are generating in 2012. 

If you have an inside sales or tele-qualifying team, you might have to do some cold calling to supplement your efforts – yeah we all know that it sucks!

However, just getting the conversation started is half the battle.  I ran across this article and wanted to share it with you.

http://www.inc.com/geoffrey-james/cold-calling-16-ways-to-start-sales-conversation.html?nav=pop

We are all in the home stretch for 2012!  Finish out the year strong and start finishing your planning for 2013.

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