In Part 6 of this 7-part series, you discover tips to train to implement your plan. (You can check out Part 1, Part 2, Part 3, Part 4, and Part 5 at these links.)
These training elements are the must-haves – not just nice-to-haves – to successfully train your lead nurturing, qualification, and/or lead generation representatives.
Enable Your Representatives to Excel at Assigned Tasks
The type of training involved here is not about teaching a novice to perform certain functions or to give professionals new techniques to enhance creativity in performing their jobs. Before training, be sure the people involved in the focused outreach outbound sales and marketing prospecting initiative are experienced, proven, and are able to excel at the assigned tasks.
The training we’re talking about is simple and direct. Teach what’s required to deliver desired results from the focused outreach outbound sales and marketing prospecting initiative.
Train for a Solid Command of Knowledge About Your Company, Products and Services
In order to be effective in conducting the effort, the representatives must command knowledge in some depth about the company, products or services, and the market they are serving.
Answer questions as they come up with regular Q&A sessions.
As your initiative gets underway, a wide variety of questions will often emerge from interactions with prospects and customers. Those questions may deal with an objection raised, pricing, references, client base, or company background, to name a few. The question may call for input from another department, such as Sales, Marketing, Product Development, Engineering, Manufacturing, Distribution, Legal, Customer Service or Technical Support. Different contacts within your company may be the best resource to respond and provide an answer.
Make a point to address these questions with the appropriate people. If the focused outreach outbound sales and marketing initiative consists of two or more individuals, it may be a good idea to coordinate weekly discussions to share questions and answers for better informed dialog with buyers and customers.
Here are a few tips to keep your training engaging:
1. Make it brief, yet relevant
2. Encourage interaction
3. Develop clear, concise easy-to-understand guides
4. Avoid excessive slides, lecturing
5. Use real world stories and examples
6.Provide simple, captivating take-aways
Training is an important part to a successful focused outreach outbound sales and marketing prospecting initiative. What training tips work for you? Stayed tuned to our final post in this 7-part series which covers reviewing and adapting.