Optimization
Phone prospecting optimization - Cold calling audit and Test&Learn
Get better performance in phone prospecting (cold calling), with an identification of weaknesses and watchpoints in real conditions, a challenge of your approach integrating current and past performance, intensive operational experimentation of new approaches, and a final consolidation allowing you to immediately deploy a new, better-performing model.
The mission
Audit and improve your phone prospecting by analyzing your strategy and tools, then proposing and experimenting with optimizations.
Objectives
- Put up to 5 sales representatives to the test in real conditions
- Identify the improvement points of the prospecting calls (script, attitude, process, ...)
- Experiment with optimizations in real conditions by making up to 100 calls
- Identify the technical issues encountered by the sales representatives and the appropriate solutions
- Consolidate the learnings, best practices, and new elements (e.g. script) into a final deliverable usable immediately
Key steps
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Analysis
- make 5 prospecting calls in real conditions (without warning the sales representatives) and identify the friction points
- analyze the current performance
- conduct up to 5 in-depth interviews with the sales representatives
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Scope framing
- elements to improve
- marketing/sales tactics to integrate
- required resources
- watchpoints
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Ideation
- working session to identify the changes to experiment with and design them precisely
- then integrate them
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Access to the tools
- retrieval of access to the tools used by the sales representatives to run the experiments in real conditions
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Test&Learn
- experimentation and optimization (trial/error) in real conditions by making up to 100 prospecting calls
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Consolidation
- delivery of the elements constituting the final optimal cold calling model built through Test&Learn (scripts, materials, tactics, other)