Cold calling is not only about sales but also about customer development and finding the product-market fit.
We all know how important these areas are for every startup. Only the customers themselves may answer such questions as why they are interested to try your product (if they are) and even more important — why not?
We believe we found a way to save much time for that kind of activity and still get valuable insights for your business.
If you are not making enough cold calls (and it is never enough!), but at least you have someone who does that in your company — you still can get the most interesting insights from those conversations and here is how we do it.
At NeoSound Intelligence we use our own product to re-listen to the recorded calls made by our sales agents. This way we not only generate valuable feedback to make the product better but also get insights from listening to what customers say to our agents reacting to our standard sales pitch.
After a few months of the active calling, we have come up with a polished sales script that has certain key moments — stages. The ideal script is never finalized. It is emerging. We add changes on a weekly basis getting inspired by what we listen to in the recorded conversations.
Here is our checklist
From what we see, the call centre companies have a similar process of calls assessment and agent assessment procedures with their checklists. Many companies are still using MS Excel or similar solutions to do that job. With NeoSound we’ve made it convenient for ourselves and for the managers to work with the checklist right there, where you listen back to the call.
Please let us know in the comments how you monitor your agents’ conversations and what the most important items you have in your checklist.