Premium Workforce Management Company Adds $10M to Regional Pipeline in Four Months with Vorsight Sales Prospecting Training
Situation
We worked with thirty seasoned sales representatives to help our client discover new tools, tips, tricks, tactics, templates and techniques for getting in the door (referred to as our Six T's). These sales representatives had extensive experience in the industry, but many had not been cold calling for some time.
Leads from Marketing – “Dialing for Dollars” Mistake
Our client was in a fortunate position to have a strong marketing engine that was supplying the sales team with a steady pipeline of leads. However, the sales team was having trouble because these leads were often potential users of the product and not senior executives who could make an enterprise-wide buying decision. The team was getting bogged down in “dialing for dollars” from the leads supplied by marketing and needed some new skills and tactics to be able to take leads from marketing and convert them to qualified opportunities.
