Bilingual (english/spanish) customer service/Marketing/sells. 4 yrs experienced representative
38 years old with 11 years experience in customer service/sales, supervisor, and appointment setting since 2016. My current time zone is CST.
My experience with cold calling. The purpose is to get to speak with decision makers, or even people involved in the decision making process I would say. I have learned, when it comes to B2B, decisions will be made based on a team consensus.
Side note, If you help one of the members involved in making a decision look good before the rest of the team and company that helps a lot. In my case, from 2016 until this year, I have helped generate and qualify leads for a heavy-duty industrial equipment supplier based out of California.
They supply industrial equipment to companies such as Honda, Toyota, ITW, Stanley Black and Decker, Whirlpool, and many more. These machines go from $200K up to $1.5M or more, so these decisions relay on the approval and ok of different departments like I said before... engineering has to approve, quality has to approve, finance has to approve, payment terms and delivery timeframes must align with the client expectations etc.
On a practical level, what I do is, calling companies from a CRM list, a list that is not in the CRM yet, or a list that someone built already. For each company I would call 2-3 times, in case you have enough contacts to do so, speak with the decision maker, qualify the potential need, follow up the call with an e mail including information about the product, and at the same time ask even more information about project details and next steps.
I take pride on being really good qualifying leads over the phone or via e mail. Over the years we polished a strategy, so I know what questions to ask and how to identify whether there is an actual need or not, and what is it that the potential customer cares about the most to make a decision, pain points, etc. I summarize and bullet point this information to the closers so they can focus on closing and don't need to go back to qualifying.
Everything I do is well documented in the company's CRM, company profile, key project info, project next steps, and follow ups are always lined up. I have participated in a lot of on-line meeting to close a deal, and I use what I learn to qualify better and even help to close a deal. While I am not a native English speaker, I have gained significant experience working hand-in-hand with the American team and customers since 2016.
Work Terms
Reimbursment policy: No refund/exchange
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