MyOutDesk Virtual Assistant Services
  • Industries
    • Real Estate
    • Mortgage & Lending
    • Healthcare
    • Marketing Agency
    • Professional Services
    • Residential Services
    • Insurance
    • IT & Technology
    • Property Management
    • Financial Planning
    • e-Commerce
    • Franchise
    • Biotech
    • Human Resources & PEO
    • Cannabis / Legal Marijuana
  • Services
    • Real Estate ISA
    • Transaction Coordinator
    • Marketing Assistant
    • Virtual Receptionist
    • Administrative Assistant
    • Virtual Personal Assistant
    • Loan Processor Assistant
    • Recruiting Assistant
    • Customer Service
    • Telemarketing / Inside Sales
    • Help Desk & Support
    • Sales Development Representative
  • Media
    • Blog & News Articles
    • Webinars & Interviews
    • Scale The Book
    • Scale The Podcast
    • Scale The Series
    • Scale The Show
    • In The News
  • About
    • Leadership
      • About Daniel Ramsey
    • Free Downloads & Resources
    • Our Plans
    • Client Reviews
    • FAQ
    • Contact Us
  • Learn More »
  • ☏ (800) 583-9950
  • Menu Menu
  • Request a Consultation
  • 1-866-750-3178
  • Home
  • Industries
  • VA Services
  • About
    • Client Reviews
    • Media
    • In The News
  • Contact

Posts

man with a graph showing a graph of business development to success and growing growth concept

The Sales Guide: A deep look into Sales Development operating models

Inside Sales, MOD Virtual Assistants

Sales development is a broad term that covers many different tasks. The success of each initiative depends on the unique needs and goals of every company, so a good sales development representative must be able to adapt to the specific needs of his or her team.

 

The contents of this guide cover:

  • Sales Development Models & Goals
  • The Sales Development Cycle
  • Recommendations for Improving Sales Development Effectiveness
  • Examples of SDR (Sales Development Representative) Calls
  • Recruiting the right SDR to my team
  • Converting leads using the right angle (Motivations, Fit, Timeframe)

 

Sales Development Operating Models & Goals

There are several key operating models that sales teams use to reach their goals. The ultimate goal of sales development is to increase revenue. Of course, it’s not a simple task to achieve this goal even for seasoned salespeople–it takes a strong team.

In terms of operating models, some companies focus on growing their top line by acquiring new customers and keeping existing ones happy with good service. Other businesses concentrate on increasing customer lifetime value (CLV). Although there are countless ways for businesses to generate more leads, they all fall into one or more categories:

  • Introducing new products or services;
  • Cross-selling or existing clients;
  • Turning prospects into paying customers.

The job of a sales development team job is to do whatever it takes to achieve these objectives & goals. For example, they may need to conduct market research and analyze the results. 

Back to top

The Sales Development Cycle

In some cases, a company might require its sales development reps to carry out lead generation campaigns. This relationship-building process is called the lead generation cycle and it consists of four steps:

 

  1. Prospect Identification – This step involves finding potential clients or customers that are interested in a product or service from the company. The goal here is to build relationships with these organizations by contacting them directly through emails, phone calls, and even face-to-face meetings.

 

  1. Lead Nurturing – In this step, sales executives try to get potential clients or customers engaged in a conversation about their product or service. The goal is to build enough trust and credibility so that they will open up about why they need the company’s services or products.

 

  1. Lead Qualification – The sales executives use this step to qualify the potential clients or customers based on their need and desire for a product or service. They want to ensure that they will get a positive response if they offer them an opportunity.

 

  1. Lead Closing – In this step, the sales executives try to convert potential clients or customers into actual buyers by providing them an opportunity for a product or service that they want.

 

After that, the sales development representative (SDR) works with members of their team to follow up on leads to allow sales reps to close actual buyers. The sales development cycle is a continuous ongoing process.

[Considering an SDR Virtual Assistant?]

Back to top

Recommendations for Improving Sales Development Effectiveness

Business models must change and adapt gradually overtime to stay afloat. Your business, as it exists now, will look different 10 years from now. Therefore, your current activities must be oriented toward what the future holds for your present company and others like it.

 

1. The first thing we recommend you do when considering sales development effectiveness is to define your goals.

 

You’ll need to focus on measurable and trackable outcomes. Business models must change and adapt gradually overtime to stay afloat. Your business, as it exists now, will look different 10 years from now. Therefore, your current activities must be oriented toward what the future holds for your present company and others like it.

 

2. The second step to ensure continual improvement to your operation is to hire the right people for your sales team. You should aim to recruit people for their talent, over their skills. Find those who are trustworthy, hard-working, and have a strong sense of responsibility.

For long-term success, the purpose of sales development personnel must be considered. 

If employees are frantically running around trying to get as many leads as possible so that they can close as many deals as possible, there is no time for quality. The problem, of course, is that this approach is counterproductive. The harder you push to close deals and get leads the more resistance you encounter from potential customers. This in turn reduces your conversion rate, which means that salespeople are getting fewer leads per hour than they were before.

In order to increase your sales, you should not be trying to force leads and close deals. Your company needs to develop a new business model based on value creation for the customer rather than profit generation for yourself.

 

Virtual Assistants for Sales Development

Consider virtual assistants (up to 70% less than the cost of a traditional employee) as your Sales Development Representatives. You can save time and focus on closing deals, while the assistants help handle prospecting, nurturing, and service. 

Sales Development Reps – The True Catalysts in Business

 

See also:
How to determine & hire talent – Link
Who do I hire? – Link

 

3. The last step is to prepare several call scripts angles to best serve leads and land the sale.

 

You can do this best by referring to our Lead Motivation, Fit, and Timeframe Framework, below.

Back to top

Understanding Your Leads’ Motivations, Fit, and Timeframe

We’ve garnered a lot of experience about how best to prepare virtual professionals for sales development roles—and we have created a concrete system to ensure that you have success with yours too.

When leading prospective buyers through your nurturing processes, consider the lead’s motivations, fit, and timeframe.

 

Motivations: 

  • Ask: What’s the reason for your call?
  • Locate the urgency of what they need in the tone of their voice
  • Figure out whether they are ‘in pain’ or ‘in opportunity’ while considering your product and service as a remedy to the issue.
  • Usual ‘pain’ responses:
    • “I’m not reaching my goals”
    • “I’m dropping the ball in some way. I’m overwhelmed.”
    • “I’m losing a lot of opportunities, Can’t keep up with our leads or paperwork.”
  • Usual  ‘opportunity’ responses:
    • “My business has grown. I’ve had this opportunity”
    • “We’re super busy. No time” 
    • “Have looked into this before and now I and ready”
    • “I would like to learn more about how you can help me”
  • Quantify the pain or sense of opportunity. Is it motivated by time? money? growth?

 

Questions to ask:

  • What exactly is being missed/dropped and what is that costing you?
  • How much business are you losing, are you able to put a dollar amount around it?
  • How many hours are you spending on non-productive activities?
  • What are you leaving on the table, and how are missing those opportunities costing you?
  • If you could fix this problem today, what would that be worth to you?

 

The Fit:  

Consider their responses and identify how your product and service and best serve (or best ‘fit’ into) your lead’s background & experiences.

 

This is the right time to deliver more value to the lead. If you have a free giveaway or resource, now is the time to offer it: “I have a free resource, can I send it to you?”

 

Timeframe:

Look into seeing their timeframe to buy. When the lead expresses interest, this is the time to figure out if they are considering other competitors and the urgency of responding to them.

 

Typical motivated responses:

  • “I’m talking to other companies right now, but I like you.”
  •  “How soon can we buy?”
  • “I don’t need more calls. I just want to sign up”
  • “I already know how this works, I just want to sign up”

 

Typical not motivated responses:

  • “Not ready”
  • “Not sure”
  • “Exploring options”
  • “I want to see what you guys do”
  • “I don’t know how you can help me”
  • “Send me an email of what you guys do, pricing, list of your services”
  • “Doing research for future reference”
  • “Who else do you work with? Specifically around [area]”

 

If you’re far into the call and still unsure about the lead’s motivations, ask this question:

“On a scale of 1-10 on [the value you provide, i.e. buying a home], how much do you move quickly on this?”

[Considering a Virtual Assistant?]

Back to top

The last important key factor to good sales development is: You know what the best sales development is? The one which has the best product.

You want to generate leads? Then you must have a great, well-tested product for your target market. If you have a great product, and if you can explain it brilliantly, then people will want it. When you make it really easy for people to find your product, and then lead traffic will come to you. [Considering a Marketing Specialist Virtual Assistant?]

 

Example SDR Calls, Scripts & Recruitment Tips

We’ve compiled all the tips and strategies you need to easily recruit & implement the perfect Sales Development Representative. Focus on talent acquisition, time savings, and lowering overhead.

View and download our SDR resources guides, here.

 

 

 

ENVISIONING OF A NEW REALITY FOR YOUR BUSINESS

Simply put, MyOutDesk equips entrepreneurs & business owners with tools, strategies, and virtual employees – and when combined, businesses have a competitive edge and find growth while efficient systems and processes are put in place.

MyOutDesk proudly provides additional free business growth guides, books, and strategy calls.

See what we are about, and schedule a free consultation with us. We’ll take the time to learn more about your business and offer solutions to foster top talent and lower operational costs for your company.

 

Experience The Difference
MyOutDesk can save you up to 70% on employment costs
Claim a free business strategy consultation & ‘Grow Virtual’ Guide

 

Did You Know?  MyOutDesk’s origin story is set during the last global financial crisis of 2008. Yes, that’s right — our business started by scaling businesses with virtual assistants during a recession! Pioneers of virtual assistant services, our first client in 2008 went from five to seventeen VAs with a completely revamped organizational model in short order, and he told MyOutDesk, “Our virtual professionals have shaved $250,000 off our monthly overhead.”

 

 

See Also:

Marketing Virtual Assistants for Your SEO: Link

Explained: What is a virtual assistant? Link

November 4, 2020/by Jeremy
a candle bar chart showing a downward trend due to covid 19

It’s already July – Less foot traffic? Don’t Sacrifice Your Lead Flow

Cannabis & Legal Marijuana, Financial Planning, Healthcare, Human Resources, Insurance, Marketing, MOD Virtual Assistants, Mortgage, Property Management, Real Estate, Technology, Vertical Markets

The virus scare still exists, and over half the year has passed. Just because foot traffic is still down, don’t sacrifice your lead flow. Virtual assistants are the missing gear. 

It’s already July, yet new reports share how the number of new Covid-19 cases continues rising at record levels.

Continue to Drive Revenue during COVID-19 

Businesses are experiencing personnel and capacity issues due to the COVID-19 coronavirus crisis. We get it.

 

Less foot traffic? Don’t Sacrifice Your Lead Flow

How to increase lead flow & online traffic with virtual assistants 

 

Awarded Top 1% US financial advisor Marvin Mitchell built an innovative inbound marketing MACHINE with a lead flow earning him over $3M in revenue last year alone. 

This is how — he hired 2 MyOutDesk Virtual Assistants to prospect, nurture leads, and set appointments for him and his team to close. 

“Because of one 15-minute appointment set by a MOD Virtual Professional…that one, landed client just paid for both virtual assistants for the rest of the year.”

MyOutDesk can save you up to 70% on employment costs with experienced, career virtual assistant professionals. To book an interview with those in our talent pool, click here. 

 

Free ‘Grow Virtual’  Guide + Strategy Consultation

 

From local mandates to international ones — we can’t predict when travel & tourism will rebound.  While Europe appears to be through the worst of it — at least for now — it’s interesting how the EU has a travel ban on the US.

 

Many US businesses are still affected by the pandemic — we’ve all noticed how decreased foot & vehicle traffic has created ghost towns among all US cities. Meanwhile, the EU has recommended that its member states can now allow entry to 15 countries (but not the US): Algeria, Australia, Canada, China, Georgia, Japan, Montenegro, Morocco, New Zealand, Rwanda, Serbia, South Korea, Thailand, Tunisia, and Uruguay. (Source)

 

By picturing this global impact, it’s important to understand how to virtualize your the core of your business and lead a stable, pandemic-proof operation. You are one call away from saving time & closing more deals than you ever had.

 

Don’t do this alone, but with the MOD Family.

Free ‘Grow Virtual’ Guide + Strategy Consultation

 

 

July 6, 2020/by Jeremy
hand writing on a on a sales chart

Four Huge Sales Trends Every Business Owner Must Know for 2020!

MOD Virtual Assistants

Are you on top of the latest business trends? You’d better be! It’s crucial to ensure that you are always relevant and continuously connect with your target demographic. The fast-paced world seems to give birth to trends left and right, and some may just be fads, but keeping up with them will show you the mindset of consumers and what they are looking for. You will then be able to adjust your strategies and keep your pipeline flowing consistently.

Stay on top of trends and get the support to keep up with the flexibility to meet your consumers’ needs with a MyOutDesk Virtual Assistant! Book your Double My Business Strategy Session today to find out how!

Here are four sales trends you need to know to dominate 2020.

#1 Focus on top-notch customer experience

According to statistics, 89% of consumers began doing business because of a poor previous customer experience. This means that they went elsewhere because they had a bad experience somewhere and searched for something better. Furthermore, statistics also show that 64% of consumers check reviews online before visiting a business. That being said, 2020 will be a year for laser focus on consumer experience. Having multiple options due to the rise of more businesses will cause consumers to be more particular to find exactly what they need.

So what does a better customer experience look like? Here are some factors to consider, based on consumer behavior studies:

  • Surveys revealed that 60% of customers feel that waiting on hold for just one minute is too long.
  • 92% of consumers read online reviews while looking for a local business.
  • A minimum of 10 and 12 positive reviews is needed to make up for one negative review.

Giving your customers a tailored, positive experience will not only guarantee repeat business but referrals as well. Fostering this opportunity to generate positive reviews and even rewarding loyal customers can do heaps of good for your business. Another major factor is having more knowledgeable sales reps or team members who will truly make your customer feel well cared for. Finding people who are focused on making a sale and prioritizing making a real connection can make a huge difference in the whole customer experience.

 

#2  Sales Enablement

Sales enablement is the development of providing a sales organization a process where they can gather information and help salespeople sell more effectively. The roots of sales enablement provide salespeople with processes and tools to build connections with a consumer throughout the buying process successfully. A huge part of sales enablement requires equipping salespeople with data that they can use in sales cycles. This information might look like customer-facing scripts, best practices, and sales training to name a few. Whatever form the information is in, it must be easy to consume and sustainable across the sales organization.

Sales enablement is a key factor in scaling the sales organization. It transforms a sales organization with a handful of overachievers into a reliable business with a team of rock stars.  It is fundamentally an effort to establish the principles of a successful salesperson.

Modern business owners are increasingly adopting sales enablement strategies, which will certainly continue in 2020. To stay on top of this trend, take the time to plan out a sales enablement strategy, from helping to onboard new salespeople as efficiently as possible to consistent coaching to your existing salespeople.

 

#3 Understanding Generation Z

Generation Z often takes a backseat to millennials as their buying power increases makes them a more appealing target demographic. However, Gen Z should get just as much attention because their buying power is just as ripe with potential. According to statistics, Gen Z currently accounts for approximately $29 – $143 billion in direct spending. Generation Z comprises the people who were born between the mid-’90s to the mid-2000s. Generation Z was born in an era where the transition of technology and the birth of social media happened. This means that there is a healthy mix of appreciation for both the traditional and the new. As a result, Gen Z can be a challenge to target. According to studies, Gen Z has an attention span of about 8 seconds—compared to the millennials’ 12. However, this is matched with a sophisticated filter that comes from growing up in a different era.

This year, Gen Z is expected to account for 40% of all customers. Even more astounding, one expert says, “Generation Z is one of the most powerful consumer forces in the market today. Their buying power is $44 billion and expands to $600 billion when considering their parents’ influence on their parents’ spending.  To tap into this demographic, you need to be aware of what makes them tick and what appeals to them. They generally gravitate towards authenticity and genuine connections. Do this, and you will find business opportunities that you will not find with any other demographic.

 

#4 The Omnichannel Marketing Strategy

Omnichannel marketing is one of the strategies you can employ to tap into the ever tricky Generation Z without alienating your other demographics. Omnichannel intends to use all of your marketing channels and platforms, both traditional and digital, in-store and online, to produce a unified experience for your consumers. So what is the difference between multichannel omnichannel? While both strategies employ the utilization of different platforms to target demographics, omnichannel is more consumer-centric as opposed to multichannel, which is focused on company branding. Multichannel marketing pushes the ‘what’ meaning of their branding and sends the same message to consumers regardless of the platform. At the same time, the omnichannel strategy is focused on who is getting the message and changes and adapts to the specific audience they may have depending on which platform it is being broadcast and how consumers interact with this specific platform.

According to studies, customers respond much better to an omnichannel marketing strategy. For example, for marketers using three platforms or more in their campaigns, omnichannel campaigns earned 18.96% engagement, compared to marketers using single-channel campaigns, which only received 5.4%. While higher engagement does not always mean higher revenue, these studies further found that businesses using omnichannel campaigns also saw a 250% increase in purchase rate.

These are some of the sales trends you will see in 2020. Improving your sales productivity and processes should be at the top of your priority list.

Staying on top of these trends and integrating them into your business processes will not be easy and maybe damn near impossible if you do not have a solid support system and the team behind you. A MyOutDesk Virtual Assistant can play a key role in ensuring that you can find trends that will work for your business and build processes for integration. Be sure to schedule your Double My Business Strategy Session to find out how.

 

January 22, 2020/by Abby

Schedule a FREE Double Your Business Strategy Call Today!

If you want to know how a MyOutDesk VA can benefit your business, SIGN UP below to request a free consultation. It’s 1 on 1 time with us, to discuss your specific problems and come up with a personalized plan to solve them. It also happens to be the very same strategy session our Fortune 500, Inc. 5000 and ranked RealTrends clients have attended.

Yes, please send me free copies of the strategy guides & important email/SMS reminders + occasional offers. Message & data rates may apply, opt-out at any time. MyOutDesk records all communications for training purposes. By completing this form you consent to being on a recorded line.

View Privacy Policy

You’ll get a free 90-day launch plan for your own virtual assistant, as well as over 20 proven business strategy guides, checklists, hiring guides, PLUS our International Best Selling book “Scaling Your Business”. It’s all FREE, the only thing we need from you is your time, and then your decision.

We know your time is valuable, so we won’t waste it. Your success is our success. So let’s be successful together!

SEARCH ALL STORIES

Products

Real Estate Virtual Assistants

Mortgage Virtual Assistants

IT Outsourcing

HR Outsourcing

Healthcare Outsourcing

Resources

Scaling With Virtual Professionals

Scale The Podcast

Refer A Friend

Hiring Guides

Legal

Privacy Policy

Terms of Service

Cookie Policy

Google Rating
4.9
Based on 344 reviews
js_loader
MyOutDesk is a Better Business Bureau® Accredited Business

Copyright © 2021 MyOutDesk, LLC

Scroll to top