Call-Prep 2.0 → No more salesy calls !
Heard about Call Prep 2.0? Say goodbye to traditional sales calls and embrace a personalized approach that builds trust and adds value.
Hey, Welcome to this week’s edition of “Future of Prospecting” Newsletter by “Evabot”.
We have been researching Generative AI Technology for the last 18 months and have been astounded by the use cases it brings in Prospecting through Hyper Targeting and Personalisation. For Sales leaders and Revenue leaders, the main challenge with AI-led Prospecting is “How and What not?”
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Have you heard about Call Prep 2.0?
The average cold call to conversation rate is 2%. Depending on the cold calling script you use, you can increase it up to 10%. (Source)
It's not just about asking basic questions anymore. It's all about diving deep into detailed observations and business insights.
Imagine calling a friend and genuinely asking about their health and well-being. That's the kind of connection we aim for in our calls.
Questions to ponder:
Who to call? How to prioritize and not risk calling someone who is not feeling the pain your product can solve for.
What if you can gather insights from all previous conversations and recent business updates like 10K Reports, Quarterly Earnings Calls, Business News, Jobs, Social Media Posts and (any) publicly available (but relevant to you) data before making a call?
What If you can build the trust level instantly with prospects and grow it 5X within the first call itself?
Want to build strong relationships with prospects that go beyond the surface level? Let's understand how…
Following are the topics that we are going to cover below:
How is it different from call prep 1.0?
Why call prep 2.0?
Template (with script example) - Before and After
How to implement?
How is it different from call-prep 1.0?
How much time have you spent training your SDRs to do this – research each account and prospect before you call and ask very specific questions?
But do they still fall back to – “general call script, pitching the solution” only to hear back, “sorry”... hung up!
Call Prep is not just preparing notes with general questions to ask prospects, rather it’s about getting very specific information (pain points, initiatives) about prospects to get the permission to call in the first place. And if you are calling for a very specific reason, not only will they listen but they will appreciate it too!
Call Prep 1.0:
90% of the SDRs will go with the basic script and general questions.
10% of the top SDRs will follow your instructions and try to do this:
Conduct Google searches for prospect names or companies to gather information on news, awards, events, and initiatives.
Dive into LinkedIn profiles to discover associations, publications, awards, certifications, and more.
Explore company websites for PR pieces, client success stories, services provided, and charitable activities.
Check Facebook or LinkedIn pages for team activities, mutual connections, and upcoming events.
Emphasize offline research by engaging with people for insights through conversations and meetings.
Leverage referral partners to gain insights on prospect interests, company direction, and market challenges.
Seek information from vendors/suppliers for operational knowledge and implementation insights.
But it (most likely) sucks up their time, makes them exhausted and they aren’t mostly able to achieve their volume quota.
Call Prep 2.0:
Utilize AI tools for automated research across 10K Reports, Earnings Calls, Social Media, News, Websites, and LinkedIn profiles.
Automation of research processes enables Sales Development Representatives (SDRs) to focus on identifying priority signals for effective engagement strategies.
Figuring out which accounts need your solution the most based on “custom sales triggers”.
Automating the right and specific messaging to be used during the call.
Transitioning from manual Call Prep 1.0 to AI-powered Call Prep 2.0 provides sales professionals with advanced tools to streamline research, prioritize key signals, and enhance engagement with prospects.
By leveraging AI tools for comprehensive research, sales teams can optimize their preparation efforts and drive more impactful conversations.
But the question is…
How to identify which tool to use? Can it provide relevant insights?
Why call-prep 2.0?
Still wondering, why Call Prep 2.0 can be the game changer?
How about these scenarios…
You come thoroughly prepared on a call with recent signals, positioning yourself as a trusted ally rather than just a vendor.
You build strong connections with prospects through contextually relevant and up-to-date insights in your call.
You shift the conversation from selling focused to discussing and addressing your prospect's recent pain points, becoming the go-to source for providing essential information before they even consider making a purchase.
You ask insightful questions during conversations based on the knowledge and facts you've gathered beforehand.
Template - Call Prep 1.0 vs Call Prep 2.0
Call Prep 1.0 Template
Name of buyer:
[Representative's name], [Position]
[Company name]
Objective for the call:
[Write your goal for the call and indicate the stage of the buying process.]
Information:
[Collected information from manual research across websites, news, social media, etc]
Possible objections:
[List the concerns the buyer may have about investing in your business.]
Key questions to ask:
[List essential questions you want to ask the buyer before the call ends.]
Key questions the buyer may ask:
[List questions the buyer may ask you before the call ends.]
Example
In all honesty it's a cold call… Can I tell you about our services as a Digital Marketing Agency?
Call Prep 2.0 Template
Name of buyer:
[Representative's name], [Position] [Company name]Objective for the call:
[Write your goal for the call and indicate the stage of the buying process.]Ice Breakers
[Ice Breaker #1, Ice Breaker #2, Ice Breaker #3]Insights:
[Insight#1, Insight#2, Insight#3]Key questions to ask as per insights:
[List essential questions you want to ask the buyer before the call ends.]Possible counter-question by prospect on insights:
[List the concerns the buyer may have in response to insights.]Key questions to ask for discovery:
[List essential questions you want to ask the buyer before the call ends.]Key questions the buyer may ask:
[List questions the buyer may ask you before the call ends.]Possible objections:
[List the concerns the buyer may have about investing in your business.]
Example
“Hi, I’m calling you for a very specific reason… would you like to know.
“I was going through your 10K and latest earnings call (or latest reports, whatever fits better) and found a “very specific pain” or a “strategic initiative” (whatever fits better) that we can help with.”
How to implement Call Prep 2.0?
Here's a step-by-step guide to implement call-prep 2.0 for driving meaningful prospect interactions…
1. Utilize AI Tools for Comprehensive Research:
Use AI technology to conduct thorough account research on your prospects by analyzing 10K Reports, Earnings Call Reports, News, and Social Media.
2. Identify Pre-Intent Signals and Business Challenges:
Look for signals indicating early buying signals and recent business challenges related to custom keywords like growth or hiring (tailored to your business).
3. Arrange Signals with Confidence Scores for Engagement:
Organize these signals based on confidence scores and leverage them for ice breakers, insights gathering, and building trust during follow-up interactions.
4. Stitch Signals with Conversation Insights for a Unique Perspective:
Integrate signals with insights from previous interactions to develop a unique point of view to engage prospects effectively.
At Evabot, we've simplified the process by focusing on Prospect and Context, analyzing Signals, and creating Call Prep Notes for personalized interactions. Remember to refresh your Call Prep periodically to stay updated and relevant.
Want to see how we generate call-prep 2.0 doc?
I love this entire thing, but especially how crucial it is to ask the right questions.
Doing so is what shows the prospect you understand and can empathize with their problem and pain. This not only positions you as the expert but makes you likeable.
Once you have that likeability and credibility, the sale is essentially done.