Smashmouth B2B Blog: Sales & Marketing Demand Gen

Lead Gen Scripts: They Have to Go

Posted by Mike Damphousse on Mar 10, 2011 9:39:00 AM

No bad outbound calling tips!There are a lot of great sources for telemarketing and teleprospecting calling tips out there, and just several weeks ago we brought you some great outbound calling tips from the best BDR's our management team has ever worked with.  That being said, there are some bad tips out there that need to be put to rest.  They just don't work any longer and they're not helping anybody succeed at generating quality b2b leads.  Top of the list:

Stick to the script - There was a time when it was imperative that you stick to your prospecting script.  It had everything you needed to pass a lead or book an appointment with your targeted prospecting base.  If you're dialing consumers selling widgets, maybe, but if you are dialing high level b2b audience, no way. They can read through a script all day long.  Create three guidelines for conversations. Then don't use them verbatim, use them in your own words.

  • Talking points - 4 or 5 high level statements you can work into your conversations.
  • Open ended questions - Questions that bring value to the prospect by getting them to talk and participate in the conversation.
  • Objection handling - As it states.  How to handle the most common "no thank you" statements.

Then keep it natural.  Have conversations.

What other outbound calling tips have you encountered that just need to go?

Photo Credit:  sindesignvia Flickr

Topics: lead gen, appointment setting, outbound, outbound calling