TelesalesDesigned
Hand every rep the brief before they dial.
A telesales team works down a long list of cold leads, and a call lands better when the rep already knows who they’re calling and why now. The system is drawn to research and score every lead before the rep dials, and hand them a brief instead of a blank screen.
The system.
- 01ResearchEach lead is read before anyone calls: what the company does, and what’s changed recently.
- 02ScoreThe lead is scored for fit, and for whether now is the right time to call.
- 03BriefA short call brief is drafted: who they are, why now, and a suggested opener.
- 04QualifyThe brief lists what to check for on the call, so qualifying happens in the same conversation.
- 05CallThe rep places the call with the brief already in front of them.
- 06LogWhat happened on the call is logged back to the lead’s record, for the next brief to draw on.
The situation
A rep works down a long list of cold leads, and opening a call well means already knowing what the company does, whether anything’s changed, and whether there’s a reason to call this week instead of next. Doing that research by hand for every lead is the part that doesn’t scale.
Most of the list has never been worked, so a rep either skips the research and opens cold, or spends the time and gets through fewer calls. Either way, the same lead gets called the same way, whether or not it was ever likely to answer.
What the design settles
This system is designed, not running, so what follows is what the design decides, not a result.
- What a call brief contains before a rep sees it: who, why now, and the opener.
- How a lead is scored for fit, and for whether now is the right time to call.
- What the rep is asked to check for on the call, so qualifying and calling happen together.
- What gets logged back after each call, so the next brief for that lead starts from where this one left off.
Something like this, for your company?
The first conversation is with the people who would build it. If there is a fit, the Consult comes next.