Conference Calling Sales Class #102

How to Sell Conference Calling Services to an Existing Base

Greg Plum shares  Conference Group's sales success secrets in this new sales course series

In addition to running TCG's agent program I'm also in charge of TCG's direct sales team. I have 11 years of experience hiring, firing, training and managing dedicated conference sales people. Over 70% of our revenue comes from our direct sales team.

If you're a telecom agent, channel partner, IT consultant or some other sort of business phone system equipment VAR and you want the high margins of conference revenue (audio conference calling, web conferencing, desk-top video conferencing, etc.) to offset other low-margin sales in your telecom agency, all you need to do is let your existing customers and prospects know you also offer conferencing services.

To all but guarantee your quick return on selling conference calling services to your existing pospect and customer , I've put together a two-part sales course that teaches you the same hire, fire, train, manage and motivate techniques that I use with my own dedicated audio and web conference calling sales team.

Part One is "How to Hire a Dedicated Conferencing Sales Person"

Part Two is "How to Sell Conferencing Into Your Existing Base"

Click the audio below to listen to Part Two of the two training sessions. A time stamped outline of the session appears below.

"How to Sell Conferencing Into Your Existing Base"

Click here to download this 21 minute session as an MP3 file

00:00  Introduction

00:39  Best way to screen existing customers for conferencing sales opportunity?
          All business customers are a prospect, from single-  person businesses to enterprise. Ask who's using GoToMeeting or WebEx. Don't segment anyone out. Segment by spend. Record all contract expiration dates in your CRM for appropriate call-back. Make sure your CRM prompts for conference call screening questions each time you speak with a customer.

05:30  Is the Conferencing Decision Maker the Same as the Telecom Network DM?

06:25  Are phone call, email or direct mail campaigns cost effective?
          New agents are using many of Conference Group's online account setup links in their email campaigns to generate new conferencing sales in every email contact.

09:10  Automatic conference PIN sign-up to all customers - is that a good idea?
          There needs to be customer awareness for this strategy to work.

10:55  Educating customers on "when, why and how" to "conference first"
          (and meet face-to-face later)  Most business customers know about the benefits of conference calling. Very little "missionary work" still needs to be done. Today it's all about overcoming the fear or pain of switching conference providers.

12:38  How many hidden conferencing dollars are in an average base?
          An average SMB conferencing customer spends about $200 per month on audio, web and desk-top video conferencing. Recent studies suggest a 63% conferencing penetration into small businesses.

15:26  What are the proper expectations for sales success to your existing base?
          If the customer's not in a contract then the sale is pretty much a "gimme". You can still sell other conference services even if the customer is in a contract.

18:24  Who sells to the existing base and how are they compensated?
          Decide how much you want to pay and then match that to the right sales asset.

 

Conference Group

254 Chapman Road, Topkis Bldg, Suite 200 Newark, DE  19702

877.716.8255 x8268   talk@conferencegroup.com