Companies outsource cold calling services for many reasons, whether to save on cost or access professional-grade services. It may be the thing your company needs to reach your sales goals. B2B cold calling services require sales development representatives (SDRs) to interact with key company decision-makers to create interest in your solution and its offerings. It is called cold calling because the SDR contacts someone who has yet to interact with your company.
For over 15 years, EBQ has used cold calling methods to set more sales meetings and grow our customers’ pipelines. Our five-step cold-calling process has successfully generated qualified leads, raised market awareness, and helped our clients reach their cold-calling goals.
Continue reading to learn more about our cold-calling services and the importance of generating qualified leads to increase sales.
Download the Cold Calling Best Practices Checklist
Drive efficient pipeline growth with our tips to engage prospects and direct the conversation to a close.
4 Steps to Cold Calling Lead Generation
Cold-calling lead generation is crucial for building a sustainable sales pipeline and driving revenue growth. Lead generation allows SDRs to proactively engage with prospects who don’t have prior knowledge of the company, filling the sales funnel with new sales opportunities. By directly reaching out, SDRs can efficiently qualify potential customers and get a clear understanding of their needs and how to communicate with them throughout the process.
EBQ’s sales development representatives are equipped to assist with your cold-calling lead-generation initiatives. Our team of SDRs specializes in contacting target accounts and seamlessly handing off warm leads to your sales team with a detailed lead summary. Our experience in cold-calling strategies has successfully improved our clients’ sales outcomes.
Target accounts
A target account is a comprehensive list of companies on which sales representatives will focus their efforts. Creating this list becomes more apparent when you have established a detailed ideal customer profile.
Rather than randomly reaching out to companies you think might be a good fit, you can start the process by contacting companies you have already gathered data on. The customer profile will allow you to focus on companies that genuinely match the criteria and allow you to focus on quality leads over quantity. This will increase the likelihood of an account turning into a paying customer.
At EBQ, we connect with leads and targeted accounts for you so your sales representatives have more time to focus on other facets of the sales process.
Follow up calls
Implementing a specific sales cadence ensures that SDRs can consistently remain top of mind with cold leads. Consistently touching base with a cold lead will allow the SDRs to build a strong business relationship, address any concerns the lead may have, stay relevant, and hopefully convert the cold lead to a paying customer.
Cold leads may seem uninterested initially. However, if they see how committed the SDR is to understanding and addressing their needs, they may become more receptive to the sale.
Our SDRs at EBQ follow a 5 step follow-up process known as the EBQ Touch Cadence:
This cadence has proven to be successful in converting leads and cultivating long-lasting business relationships. Whether a lead warms up to the sale or remains cold, our SDRs have the ability to discern when to follow up or when to move on to the next contact.
We have found that consistency in outreach and creating interest in your company are essential in lead conversions. Our SDRs consistently nurture leads, making sure your sales team is positioned to quickly step in and close the deal successfully.
Lead qualification criteria
SDRs should ask targeted discovery questions to determine if a lead matches the company’s qualification criteria. By identifying the lead’s specific needs, you can tailor your approach to offer your solution in a personalized way for each lead.
Creating a lead qualification framework allows the SDRs to predict the likelihood of a conversion. By pinpointing key discovery questions, communication strategies, and the leads’ priorities, your sales team can save both time and resources.
Our SDRs apply your lead qualification criteria to decide whether a lead is expected to become a paying customer or if it’s time to move to the next lead. Our team is experienced in adapting to many different types of criteria and tailoring their approach to fit the needs and expectations of each lead.
Sales hand off
After scheduling the sales meeting our team seamlessly transitions the now warm lead to your sales representatives for closing. Each lead is equipped with a detailed summary, offering insights into who they are, what their pain points may be, and how they prefer to communicate. This not only ensures a smooth brand experience but also helps the lead feel secure in their purchase decision after the transition.
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EBQ’s Cold-Calling Process
Cold-calling is useful for generating new leads and sustaining a strong sales pipeline. Here at EBQ, we have created a cold-calling process to assist our clients in achieving their sales cold-calling goals efficiently. Throughout this process, we work directly in your CRM system to consistently update your team with complete transparency, keeping your sales team informed at every step.
Our cold-calling process has been successful for both our sales team and our clients. Setting clear expectations with the client and gaining a full understanding of the company provide our SDRs with all the information they need to conduct successful sales calls.
A cold calling process that works:
- Conduct a kick-off meeting: We schedule a kick-off meeting to gain an extensive understanding of our client’s product, messaging, and market.
- SDRs begin cold calling: Our SDRs follow our sales cadence to start cold calling and following up with leads via phone calls, voicemails, and emails.
- Ask discovery questions: Our team of SDRs is equipped with relevant discovery questions to see if the contact matches your qualification criteria and ideal customer profile.
- Schedule appointments: We get in touch with your salespeople’s calendars to set sales appointments, hand off warm leads, and manage rescheduling when needed.
- Receive regular updates: Our team works directly in your CRM to consistently and transparently update you on our cold-calling efforts.
Download the Cold Calling Best Practices Checklist
Drive efficient pipeline growth with our tips to engage prospects and direct the conversation to a close.
Outsource cold calling services for sales pipeline growth
Outsourcing your cold calling services can significantly improve your sales pipeline growth. Leveraging experienced SDRs who are committed to engaging new leads will ensure a steady stream of new sales opportunities.
Our team of SDRs works to raise market awareness within your target audience and search new markets to find prospects that align with your ideal customer profile. Whether you need support with specific campaigns or outreach to existing customers, outsourced cold calling offers both flexibility and expertise.
With a dedicated team of skilled SDRs managing these important tasks, your sales team will have more time to focus on closing deals and fostering customer growth.
