Terms

Sales Calls

What are Sales Calls?

Sales calls are interactions between a sales representative and a potential customer, often conducted via phone, with the primary goal of persuading the prospect to purchase the company's products or services. These conversations provide an opportunity for potential buyers to gain an understanding of the product or service, along with its benefits. Sales calls are essential for conducting and winning sales, serving as a vital mode of communication between prospects and sales representatives, and ultimately aiming to convert prospects into paying customers or move them further along the sales pipeline.

Types of Sales Calls

There are seven common types of sales calls:

  • Cold Calls: Contacting potential customers without prior interaction.
  • Warm Calls: Reaching out to prospects who have shown some interest in the brand.
  • Prospecting Sales Calls: Initial calls to find potential customers.
  • Sales Appointment Calls: Calls made to schedule a meeting or discussion about the product.
  • Follow-up Calls: Made to potential prospects to know about their purchasing decision.
  • Service Calls: Conducted after a deal is closed to check on the customer's experience.
  • Product Launched Sales Calls: Informing existing customers about new products or services.

Beyond Cold Calling: Exploring Alternatives

Beyond cold calling, sales representatives can explore alternative methods to engage with potential customers and expand their reach. Some of these alternatives include:

  • Email Marketing: Utilize CRM tools to create personalized email campaigns and automated follow-up emails to nurture leads and maintain communication.
  • Content Marketing: Develop valuable content, such as blog posts and guides, to attract sales professionals and decision-makers by offering insights and tips on improving sales strategies.
  • Social Media Outreach: Leverage social media platforms to connect with prospects, share relevant content, and engage in conversations that showcase your expertise and offerings.
  • Webinars and Online Events: Host or participate in webinars and online events to showcase your products or services, engage with potential customers, and follow up with attendees to further discuss their needs.
  • Referral Programs: Encourage satisfied customers to refer new prospects by offering incentives or rewards for successful referrals.
  • Influencer Partnerships: Collaborate with industry influencers to promote your products or services, leveraging their audience and credibility to reach new potential customers.
  • Trade Shows and Conferences: Attend industry events to network with potential clients, showcase your offerings, and establish your brand presence in the market.

Mastering the Art of Sales Call Follow-up

Mastering the art of sales call follow-up is crucial for maintaining momentum and nurturing relationships with potential customers. To ensure a successful follow-up, consider these steps:

  1. Personalize your approach: Tailor your communication based on the prospect's interests and details gathered during the initial sales call.
  2. Send a thank-you note: Express gratitude for the prospect's time and reiterate the value of your product or service.
  3. Set reminders: Use sales automation CRM tools to schedule follow-up calls or appointments, ensuring no opportunities are missed.
  4. Ask for referrals: Request satisfied customers to refer new prospects, expanding your network and potential client base.
  5. Utilize technology: Leverage CRM tools to enhance productivity, automate tasks, and track the progress of your follow-up efforts.
  6. Learn from past experiences: Analyze previous sales call data to identify areas for improvement and refine your follow-up strategies.

Other terms

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Microservices

Learn about microservices, including benefits of microservices, challenges of microservices, & microservices vs. monolithic architecture.

Microservices

Buying Criteria

Buying criteria are the specific requirements and standards a customer uses to evaluate products or services before making a decision.

Buying Criteria

Sales Development Representative (SDR)

Learn about sales development representative, including roles and responsibilities of an SDR, key skills for successful SDRs, and pathways to becoming an SDR.

Sales Development Representative (SDR)

Serviceable Obtainable Market

Learn about serviceable obtainable market, including calculating serviceable obtainable market, & key factors influencing serviceable obtainable market.

Serviceable Obtainable Market

Account-Based Everything

Account-Based Everything (ABE) is a strategy aligning sales, marketing, and success teams to focus on a specific set of high-value accounts.

Account-Based Everything

Annual Recurring Revenue (ARR)

Annual Recurring Revenue (ARR) is the predictable income a company expects to receive from its customers over a one-year period.

Annual Recurring Revenue (ARR)

Sales Productivity

Learn about sales productivity, including maximizing sales productivity: strategies and tools, & key metrics for measuring sales productivity.

Sales Productivity

Marketing Metrics

Learn about marketing metrics, including understanding marketing metrics, keys to effective marketing measurement, & marketing metrics vs. sales metrics.

Marketing Metrics

Digital Strategy

A digital strategy outlines how your business will use online channels, data, and technology to achieve its goals and connect with customers.

Digital Strategy

Lead Routing

Learn about lead routing, including benefits of effective lead routing, key steps in implementing lead routing, lead routing vs. lead scoring: understanding the differences.

Lead Routing

LinkedIn Sales Navigator

Learn about LinkedIn Sales Navigator, including maximizing LinkedIn Sales Navigator's features, & unlocking sales potential with advanced search.

LinkedIn Sales Navigator

Key Accounts

Learn about key accounts, including identifying key accounts criteria, strategies for managing key accounts, key accounts vs. regular accounts: understanding the differences.

Key Accounts

Bounce Rate

Learn about bounce rate, including understanding bounce rate implications, key factors affecting bounce rate, & reducing your bounce rate effectively.

Bounce Rate

Email Personalization

Email personalization uses subscriber data—like their name, interests, or past behavior—to create highly relevant and targeted email campaigns.

Email Personalization

Target Account List

Learn about target account list, including building your target account list, key benefits of a target account list, & strategies for prioritizing accounts.

Target Account List

Account-Based Marketing Software

Account-Based Marketing (ABM) software helps teams coordinate personalized marketing and sales efforts to land high-value customer accounts.

Account-Based Marketing Software

Referral Marketing

Learn about referral marketing, including benefits of referral marketing, building a successful referral program, & referral marketing vs. affiliate marketing.

Referral Marketing

Sales Cycle

Learn about sales cycle, including key phases of a sales cycle, steps to shorten your sales cycle, & sales cycle vs. sales funnel.

Sales Cycle

Gated Content

Learn about gated content, including benefits of gated content, crafting effective gated content, & gated vs. ungated content: key differences.

Gated Content

Sales Presentation

Learn about sales presentation, including crafting an engaging sales presentation, elements of a successful sales pitch, & sales presentation vs. product demo.

Sales Presentation

Warm Email

Learn about warm email, including crafting effective warm emails, criteria for selecting recipients, & warm email vs. cold email: key differences.

Warm Email

Google Analytics

Learn about Google Analytics, including understanding Google Analytics features, setting up Google Analytics, & benefits of using Google Analytics.

Google Analytics

Sales Pipeline Velocity

Learn about sales pipeline velocity, including maximizing sales pipeline velocity, key metrics to monitor, & improving velocity with automation.

Sales Pipeline Velocity

Copyright Compliance

Copyright compliance is adhering to laws that protect creative works. It involves legally using content by obtaining permission or licenses.

Copyright Compliance

B2B Sales Channels

Learn about B2B sales channels, including types of B2B sales channels, strategies for effective channel selection, & integrating technology in B2B sales.

B2B Sales Channels

Return on Investment (ROI)

Learn about return on investment, including calculating ROI: key steps, factors influencing ROI, and ROI vs ROA.

Return on Investment (ROI)

Sales Operations Analytics

Learn about sales operations analytics, including key components of sales operations analytics, & implementing sales operations analytics effectively.

Sales Operations Analytics

Serviceable Available Market

Learn about serviceable available market, including calculating your serviceable available market, & key factors influencing serviceable available market.

Serviceable Available Market

Data Visualization

Data visualization is the practice of translating information into a visual context, like a map or graph, to make data easier to understand.

Data Visualization

Persona Map

Learn about persona map, including building an effective persona map, key elements of a persona map, persona map vs. target market.

Persona Map

Sales Sequence

Learn about sales sequence, including crafting an effective sales sequence, key elements of sales sequences, & sales sequence versus email campaigns.

Sales Sequence

Load Testing

Learn about load testing, including benefits of load testing, how to conduct load testing, common load testing tools, & best practices for load testing.

Load Testing

CCPA Compliance

CCPA compliance is adhering to the California Consumer Privacy Act, a law that grants consumers more control over their personal data.

CCPA Compliance

CRM Analytics

CRM analytics is the process of analyzing data from your CRM to uncover insights that help you better understand and serve your customers.

CRM Analytics

Geo-Fencing

Learn about geo-fencing, including understanding geo-fencing benefits, setting up geo-fencing, geo-fencing best practices, & challenges in geo-fencing.

Geo-Fencing

Positioning Statement

Learn about positioning statement, including crafting your positioning statement, & key elements of a strong positioning.

Positioning Statement

De-dupe

De-duping, or data deduplication, is the process of eliminating duplicate copies of data within a dataset to improve accuracy and save space.

De-dupe

Account View Through Rate

Account View-Through Rate (AVTR) is the percentage of target accounts that see an ad and later visit your website without clicking on it.

Account View Through Rate

Lead Scoring Models

Learn about lead scoring models, including the fundamentals of building lead scoring models, & key components of effective lead scoring.

Lead Scoring Models

MEDDICC

Learn about MEDDICC, including implementing MEDDICC effectively, key elements of MEDDICC, & MEDDICC versus traditional sales models.

MEDDICC

Sales Coach

Learn about sales coach, including qualities of an effective sales coach, the importance of sales coaching, & sales coaching vs. sales managing.

Sales Coach

Docker

Docker is a tool that packages applications and their dependencies into isolated environments called containers for easy deployment and scaling.

Docker

Intent Data

Learn about intent data, including sources of intent data, utilizing intent data effectively, & comparing intent data and traditional analytics.

Intent Data

Break-Even

Learn about break-even, including calculating your break-even point, importance of break-even analysis, & break-even analysis vs. profit margins.

Break-Even

Customer Data Management (CDM)

Customer Data Management (CDM) is the process of collecting, organizing, and analyzing customer data to create a unified view of your audience.

Customer Data Management (CDM)

Inside Sales Rep

Learn about inside sales rep, including characteristics of effective inside sales reps, & skills required for inside sales success.

Inside Sales Rep

Intent-Based Leads

Learn about intent-based leads, including identifying intent-based leads, & strategies for nurturing intent-based leads.

Intent-Based Leads

Employee Engagement

Employee engagement is the emotional commitment an employee has to their organization, motivating them to contribute to the company's success.

Employee Engagement

Cost Per Click (CPC)

Cost Per Click (CPC) is a digital advertising model where an advertiser pays a fee each time one of their ads gets clicked by a user.

Cost Per Click (CPC)

Product-Led Growth

Learn about product-led growth, including hallmarks of product-led growth, strategies for implementing PLG, & comparing PLG with sales-led approaches.

Product-Led Growth

PPC

Learn about PPC, including understanding PPC metrics, benefits of PPC advertising, common PPC mistakes, & optimizing your PPC strategy.

PPC

Channel Sales

Channel sales is an indirect sales model where a company leverages third-party partners, such as resellers or affiliates, to sell its products.

Channel Sales

OAuth

Learn about OAuth, including understanding OAuth workflows, benefits of using OAuth, & comparing OAuth with other authentication methods.

OAuth

Predictive Lead Generation

Learn about predictive lead generation, including benefits of predictive lead generation, & key components of effective strategies.

Predictive Lead Generation

Robotic Process Automation

Learn about robotic process automation, including benefits of robotic process automation, & implementing RPA in outbound sales.

Robotic Process Automation

Enrichment

Enrichment is the process of adding third-party data to your existing customer profiles to get a more complete picture of your leads.

Enrichment

Firmographic Data

Learn about firmographic data, including sources and methods for gathering firmographic data, & applying firmographic data in sales strategies.

Firmographic Data

Customer Journey Mapping

Customer journey mapping is the process of creating a visual story of your customers' interactions with your brand across all touchpoints.

Customer Journey Mapping

User-generated Content

Learn about user-generated content, including how to leverage user-generated content, & benefits of user-generated content.

User-generated Content

Price Optimization

Learn about price optimization, including benefits of price optimization, strategies for effective implementation, & common challenges in pricing.

Price Optimization

Payment Processors

Learn about payment processors, & including I understand your requirements. Here are four headings that you could use for your article:.

Payment Processors

User Experience

Learn about user experience, including principles of user experience design, & enhancing user experience: best practices.

User Experience

Content Syndication

Content syndication is the process of republishing your web content on third-party sites to reach a much wider audience.

Content Syndication

Sales Territory

Learn about sales territory, including how to design an effective sales territory, & examples of successful sales territories.

Sales Territory

Buying Signal

A buying signal is any action from a prospect that indicates they are interested in making a purchase, helping sales teams prioritize leads.

Buying Signal

Net 30

Learn about Net 30, including advantages of utilizing Net 30, implementing Net 30 in your business, & Net 30 vs. immediate payment terms.

Net 30

Brand Loyalty

Learn about brand loyalty, including how to build brand loyalty, benefits of brand loyalty, measuring brand loyalty, & strategies for increasing loyalty.

Brand Loyalty

Average Selling Price

Average Selling Price (ASP) is the average price at which a particular product or service is sold across different markets and channels.

Average Selling Price

Contact Data

Contact data is the set of details, like names, emails, and phone numbers, used to get in touch with a person or business for outreach.

Contact Data

Adobe Analytics

Adobe Analytics is a leading web analytics solution for gaining real-time insights into user activity across websites and mobile applications.

Adobe Analytics

Analytics Platforms

Analytics platforms are tools that collect and analyze data from various sources, helping businesses track key metrics and make informed decisions.

Analytics Platforms

Performance Plan

Learn about performance plan, including creating a successful performance plan, & essential elements of a performance plan.

Performance Plan

No Spam

Learn about no spam, including ensuring compliance with no spam rules, strategies for effective no spam practices, & no spam vs. traditional email marketing.

No Spam

Horizontal Market

Learn about horizontal market, including identifying opportunities in horizontal markets, & key strategies for market penetration.

Horizontal Market

Trigger Marketing

Learn about trigger marketing, including implementing trigger marketing strategies, benefits of trigger marketing, trigger marketing vs. traditional marketing.

Trigger Marketing

Customer Loyalty

Customer loyalty is a customer’s devotion to a brand, shown by their repeat purchases and engagement, driven by positive experiences and trust.

Customer Loyalty

Edge Locations

Edge locations are globally distributed data centers that cache content close to users, reducing latency and delivering web content much faster.

Edge Locations

Account Match Rate

Account match rate is the percentage of target accounts successfully identified and matched against a specific database or data provider.

Account Match Rate

Bottom of the Funnel

Learn about bottom of the funnel, including maximizing conversions at the funnel's end, & strategies for nurturing bottom-funnel leads.

Bottom of the Funnel

Net New Business

Learn about net new business, including strategies for growing net new business, & key metrics for tracking net new business.

Net New Business

Sales Partnerships

Learn about sales partnerships, including building effective sales partnerships, types of sales partnership models, benefits of cultivating sales partnership.

Sales Partnerships

Custom API integration

A custom API integration is a bespoke connection between software, enabling them to communicate and share data to meet unique business requirements.

Custom API integration

Data-Driven Lead Generation

Data-driven lead generation is the process of using data insights to identify, attract, and convert high-quality leads into customers.

Data-Driven Lead Generation

Sales Prospecting Techniques

Learn about sales prospecting techniques, including essentials of effective prospecting, & crafting your prospecting strategy.

Sales Prospecting Techniques

Call for Proposal

A Call for Proposal (CFP) is a document that solicits proposals, often through a bidding process, for a specific project or service.

Call for Proposal

Sales Stack

Learn about sales stack, including building an effective sales stack, key components of a sales stack, sales stack vs. marketing stack: understanding the dif.

Sales Stack

Hot Leads

Learn about hot leads, including identifying hot leads: key indicators, nurturing hot leads into sales, hot leads vs. warm leads: understanding the differences.

Hot Leads

Version Control Systems

Learn about version control systems, including understanding version control systems, benefits of using version control, & types of version control systems.

Version Control Systems

B2B Sales

Learn about B2B sales, including key strategies for B2B success, types of B2B sales models, & B2B vs. B2C sales: understanding the differences.

B2B Sales

Commission

A commission is a service charge paid to an agent for a transaction. It's typically a percentage of the sale, rewarding performance directly.

Commission

Dark Funnel

The Dark Funnel describes customer buying activities that are untrackable by companies, such as private chats and word-of-mouth referrals.

Dark Funnel

Customer Data Analysis

Customer data analysis is the process of examining customer information to uncover insights that drive business decisions and improve experiences.

Customer Data Analysis

Digital Rights Management

Digital Rights Management (DRM) is technology that controls access to copyrighted digital content, restricting its use, modification, and distribution.

Digital Rights Management

Stakeholder

Learn about stakeholder, including identifying stakeholders, roles & responsibilities of stakeholders, & stakeholder engagement strategies.

Stakeholder

Psychographics

Learn about psychographics in marketing, including understanding it, crafting psychographic profiles, & psychographics vs. demographics.

Psychographics

Lead Generation Software

Learn about lead generation software, including benefits of lead generation software, & key features of effective software.

Lead Generation Software

Nurture Campaign

Learn about nurture campaign, including key elements of a nurture campaign, & steps to launching a successful nurture campaign.

Nurture Campaign

Account Mapping

Account mapping is comparing your customer list with a partner's to find common prospects and unlock new sales opportunities.

Account Mapping

Sales Script

Learn about sales script, including crafting an effective sales script, essentials for a winning sales script, sales script vs. spontaneous pitch.

Sales Script

Small to Medium-Sized Business

Learn about small to medium-sized business, including characteristics of SMEs, scaling strategies for SMEs, challenges facing SMEs, & SMEs in the global market.

Small to Medium-Sized Business