One of the biggest obstacles to sale for B2B and medtech companies is aversion to change. Even if the current method lacks stellar results, there’s a perception that keeping the status quo will be better than trying something new.
We experience some of this resistance in the outbound calling campaigns we conduct for leading national brands. We also encounter it when talking to marketing and sales decision-makers about our own lead generation and inside sales services.
Smart questions help overcome buyer fears
While outbound calling is certainly not new, the idea of outsourcing all or part of a company’s business development or inside sales function can be. Common questions include which companies we work with, how we train our callers, whether they read scripts (they don’t!) and how we transfer incoming leads back to clients. Creating an ROI model specific to each medtech or B2B engagement also demonstrates the viability of outbound calling.
But beyond those factors, it’s also important to envision the future. It’s as simple as asking a provocative question that gets your audience thinking differently. For example:
“If you had access to a professional B2B and medtech call center for 90 days, what would you do?”
Here are some great outbound calling opportunities:
- Build a sales pipeline
- Boost response to email or digital campaigns
- Cross-sell and upsell current clients
- Qualify inbound inquiries
- Explore a new market segment
- Gather competitive intelligence
- Generate new leads
- Create a sales lab to test new concepts
- Set appointments for sales reps
- Update your prospect list
- Collect opt-in email addresses
- Measure customer satisfaction
- Follow up on opportunities
- Identify decision-maker names and titles
- [Insert your opportunity here]
Flexible campaigns meet multiple objectives at once
These are just a few ways we’ve helped our B2B and medtech customers in the last 30 years. What’s important to note is that because outbound calling is extremely flexible and customizable, we often meet numerous objectives from this list during a single call.
For example, a recent campaign to set appointments for sales reps also generated new leads, produced valuable data to update the marketing and sales database, collected opt-in email addresses, identified decision-maker names and titles and gathered competitive intelligence.
Ninety days is also ample time to produce compelling results and build a foundation for future success. In fact, most campaigns generate qualified leads and interesting market insights in the first few weeks. We actually guarantee a minimum of 10 qualified leads within the first 60 days of every campaign.
How would you use an outbound call center for 90 days? Contact us to set your idea in motion.
