Peter Gracey’s latest article on ‘MarketingProfs’ is titled “Science + Structure + Metrics = A Winning Formula for Positive Teleprospecting Results”.

Gracey says, “Science + structure + metrics = successful outcomes might not be the first thing that comes to mind when you think about improving your teleprospecting results, but following that formula is a great way to keep your teams focused and organized throughout a campaign—and get results.

Here’s how the formula works.

Step 1: The Science

Put on your lab coat! There is a science to getting someone live on the phone. Dive into your call history and look at the opportunities that have been qualified and passed by your teams in the past. Look at the number of total activities (phone and email) it took on average to either pass them on as a lead to sales, or to learn that they aren’t interested”.

Science + Structure + Metrics = A Winning Formula for Positive Teleprospecting Results

MarketingProfs

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