March 10, 2022
Topic: How to Improve Sales in the Office
Guest: Dan Gordon and Donnie Shelton
In this episode we discuss:
How it's not enough to have a great team in the office; you must have good inside sales fundamentals and execute them consistency
According to Donnie and Dan, the inside sales fundamentals for pest control are:
Plug all the holes.
Record everything and push it to the customer account
Coach your staff.
Split out sales duties.
Start an outbound sales team.
Why it's important to "plug all the holes" in terms of leads coming into the office via phone, website, text, email and social and establish a baseline
Omnichannel tools for lead tracking
Why you should record and log everything in your CRM software
Why this will be even more important as costs per lead go up
The logistics of setting up an omnichannel system
Tips for training and coaching your staff
The power of "public hangings" — aka training with real calls with real customers — and coaching around it
Why you should consider taking inside sales duties of your CSRs' plates
Why Donnie says you can't afford not to have an outbound sales team
Resources mentioned:
Lead-tracking software tools: Salesforce, CallTrackingMetrics, Freshdesk
Coalmarch ebook: PCO Guide to Call Scripts
PMP Industry Insiders Podcast Episode 50 with Pat Quigley: How to Supercharge Your Sales Efforts
PMP Industry Insiders Podcast Episode 21 with Bobby Jenkins: What Is Your Why?
Notable: "Saving an account is selling." —Donnie Shelton
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