The Secret to Successful Outbound Sales Calls

Are you looking for the key to keeping prospects on the phone just a little longer? Wondering what you can do to give your sales team the extra few minutes they need to make the sale? My secret? Tracking the right key performance indicators (KPIs) to make sure my business development team is on the right track to sales success.

What Matters Most

The KPI I focus on with my sales team is the average time spent on each outbound call. With most outbound calls going straight to voicemail, and messages generally 45 seconds or less, your average call time is going to be brought down immediately. Bringing it back up is all about keeping your sales team compelling and your prospects engaged once you get them on the phone.

The truth is that the longer you keep a prospective client on the phone, the better your chances are of being able to really communicate your value. So, what’s the trick to keeping the conversation going long enough for your reps to get the message across?

Get Creative

Prospects know nothing about you, so they don’t have a vested interest in who you are or what you do yet. You have to focus on making a connection as soon as possible to start building the necessary relationship. Focus on shared interests to get the conversation started:

• Are you from the same hometown?
• Do you have a mutual business connection?
• Do you root for the same sports team?
• Have you been in their position at a previous job?
• Do you share an alumni status?

Make the connection however you can, and don’t hesitate to keep the questions coming until you find the key to their trust. Then it’s time to sell your role as the answer to their needs. Share how you’ve helped a similar customer, and point out all the ways your solution is better suited than a competitor’s offer. Make it all about them—focus on their pain points and how you can solve them faster.

Don’t Give Up

You don’t have long to get prospective clients interested in what you have to say. If you can get them talking, even if it’s totally off topic, you’ll be a lot closer to your goal. Can’t keep them talking? Follow up your phone call with an email. Keep the tone light and keep the focus on them and their business. Ask them what challenges they’re facing, point out issues similar clients have faced, and talk about resolutions you can (and will) provide.

Email can be key for hesitant clients, who might feel more comfortable with a less direct approach. Once you’ve developed a rapport through email, you’ll have the relationship you need to get them engaged on the phone.

The Bottom Line

Making the right connections is a tough business. Stay polite and professional, but be persistent, too. When you’re concentrating on making a connection, and you’re focused on solving their issues first, you’ll keep prospects engaged. Be confident and respectful, and don’t hesitate to have some fun. Prospective clients are looking to make a connection with a company that they trust, and being your insightful self will help them do just that.

About LabTech Software: LabTech is a robust and powerful remote monitoring and management (RMM) platform designed to help you increase efficiency, reduce costs and generate new revenue streams while driving IT automation into your IT business. But don’t take our word for it–experience LabTech for yourself here.

Adam Slutskin joined LabTech Software in 2010 as a Director of Sales. Now Senior Vice President of Worldwide Sales, Adam leads a global sales team of 100-plus colleagues on the LabTech Business Development, Channel, Sales Operations, Account Management and Sales teams. Adam’s efforts over the years have resulted in record customer attainment and revenue growth. Under his leadership, the sales team’s mantra is “customer first.” Adam’s uncanny ability for uncovering hidden talent, and his dedication to putting the customer first, has enabled him to lead his team to record sales month after month.

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