In today’s dynamic business environment, mastering effective sales strategies is paramount for growth. We recently had the privilege of speaking with sales expert Zalo Perez Herrera, who shared invaluable insights into optimizing sales processes, particularly for businesses looking to supercharge their outbound efforts
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“Sell more SMS” – Statistics and real scenarios to emphasise the importance of SMS in Sales The potential of SMS In today’s fast-paced world, where attention spans are shrinking and inboxes are overflowing, reaching your clients effectively is more crucial than ever. SMS isn’t just another communication channel; it’s a direct, immediate, and highly impactful tool that can revolutionize your client interactions and drive significant results. General advantages of SMS over other channels Statistic SMS Source Open Rate 98% (VS email around 20-30%) Emitrr, “The Ultimate SMS Marketing Guide With Benefits & Use Cases” et Infobip, “SMS advertising that drives engagement & conversions” Read within first 3 minutes 90% Emitrr, “The Ultimate SMS Marketing Guide With Benefits & Use Cases” et Infobip, “SMS advertising that drives engagement & conversions” Check notifications within 5 minutes 81% SimpleTexting, “SMS Marketing Statistics 2025: Key Insights” Check notifications within 60 seconds 32% SimpleTexting, “SMS Marketing Statistics 2025: Key Insights” Practical Situations Where SMS is the Best Choice for Salespeople: 1. Instant Lead Follow-Up & Qualification: Scenario: A prospect just filled out a “request a demo” form on your website or engaged with a live chat. SMS Advantage: Strike while the iron is hot. Sending an immediate, personalized text message with a direct question or a link to schedule a call capitalizes on their active interest. Why SMS is Best: Companies that reply to inbound inquiries quickly are more likely to land a deal. (Source: Textline, “Textline HubSpot Integration” https://ecosystem.hubspot.com/marketplace/apps/textline-1626779). The average text is read within three minutes, and has a 90-second reply time, making it far more effective than an email that might be checked hours later. Example: “Hi [Prospect Name], thanks for your interest in [Your Product/Service]! Are you free for a quick [X] minute chat today to discuss your needs? [Your Name/Company] 2. Meeting/Demo Confirmations & Reminders: Scenario: You’ve scheduled a crucial meeting, demo, or call with a client. SMS Advantage: Reduce no-shows and ensure preparedness. A timely SMS reminder ensures clients remember and are on time. Why SMS is Best: Customers are highly receptive to appointment reminders via SMS. 73% of consumers cite appointment/reservation reminders as a top reason for opting into business texts. (Source: Plivo CX, “The Complete Guide to SMS Appointment Reminders in 2025” https://www.plivo.com/blog/sms-appointment-reminder/). Example: “Hi [Client Name], just a friendly reminder of our [meeting/demo] about [Topic] tomorrow at [Time]. I’m looking forward to it! Let me know if anything changes. [Your Name/Company]” 3. Sharing Time-Sensitive Offers & Flash Sales: Scenario: Your company is running a limited-time promotion, a flash sale, or a special discount. SMS Advantage: Create immediate urgency and drive quick conversions by delivering the offer directly to their pocket. Why SMS is Best: The immediacy of SMS makes it perfect for time-sensitive promotions. Over 50% of people make a purchase from a marketing text. (Source: Route Mobile, “20 Fascinating SMS Marketing Statistics and Trends for 2024” https://routemobile.com/blog/20-fascinating-sms-marketing-statistics-and-trends-for-2024/). Example: “FLASH SALE! For 24 hours only, get 30% off all [Product Category]! Use code FLASH30 at checkout. Shop now: [Link]” 4. New Product/Service Announcements (for existing clients): Scenario: You’re launching a new product or service that would be highly relevant to specific existing clients. SMS Advantage: Get their attention quickly for something you know they’ll be interested in, ensuring they don’t miss the announcement amidst other marketing noise. Why SMS is Best: For opt-in customers, this is a highly personalized and direct way to communicate valuable updates. Text messages have an 8x higher response rate than emails. (Source: Retail Dive, “SMS has eight times the response rate of email: study” https://www.retaildive.com/ex/mobilecommercedaily/sms-has-eight-times-the-response-rate-of-email-study). Example: “Exciting news, [Client Name]! We’ve just launched our new [Product Name] – designed to help you [solve a pain point]. Learn more here: [Link]” 5. Abandoned Cart Reminders (for e-commerce/online services): Scenario: A customer has added items to their online cart but hasn’t completed the purchase. SMS Advantage: A gentle, timely nudge can significantly recover lost sales. Why SMS is Best: SMS offers direct, immediate access to the customer. This personal touch can motivate them to complete the purchase. Example: “Hey [Name], you left something in your cart! Complete your purchase now and get free shipping: [Link]” 6. Post-Sale Follow-Up & Feedback Collection: Scenario: A client has recently made a purchase or completed a service. SMS Advantage: Show you value their business and collect valuable feedback for improvement and future sales. Why SMS is Best: Customer service is the primary reason businesses are using SMS marketing in 2025. (Source: SimpleTexting, “SMS Marketing Statistics 2025: Key Insights” https://simpletexting.com/blog/2025-texting-and-sms-marketing-statistics/). Additionally, 47% of consumers share feedback via SMS, rising from 35% in 2024. (Source: EZ Texting, “2025 Consumer Texting Behavior Report” https://www.prnewswire.com/news-releases/2025-consumer-texting-behavior-report-consumers-demand-sms-notifications-and-conversations-302346459.html). Example: “Thank you for your recent purchase, [Client Name]! We hope you’re enjoying [Product/Service]. Would you mind taking 30 seconds to share your experience? [Survey Link]” 7. Quick Questions or Information Exchange: Scenario: You need a quick piece of information from a client, or they have a simple question that doesn’t warrant a phone call or lengthy email. SMS Advantage: Efficient, direct, and non-intrusive communication for minor interactions. Why SMS is Best: Consumers prefer SMS for its speed, delivery, and convenience above all other forms of communication. (Source: EZ Texting, “2025 Consumer Texting Behavior Report” https://www.prnewswire.com/news-releases/2025-consumer-texting-behavior-report-consumers-demand-sms-notifications-and-conversations-302346459.html). Example: “Hi [Client Name], quick question regarding your project: Is [Detail] confirmed for [Date]? Let me know! [Your Name]” 8. Quick Questions or Information Exchange: Scenario: You want to reach out to clients who haven’t engaged in a while. SMS Advantage: A direct, personalized offer can reignite their interest without getting lost in a crowded email inbox. Why SMS is Best: The high open rate increases the likelihood of your re-engagement message being seen and acted upon. 58% of marketers say SMS helps re-engage lapsed customers. (Source: Ecommerce Web Design, “SMS vs Email: Which channel drives better results in 2025?” https://www.fdry.com/sms-vs-email-which-channel-drives-better-results-in-2025/). Example: “We miss you, [Client Name]! As a thank you for being a valued customer, here’s 15% off your next purchase with code WELCOMEBACK. [Link]” Want help with
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We’re thrilled to announce the launch of the Onoff Business Public API (V1), a powerful new tool designed to help you integrate your communication and employee data seamlessly with your existing internal systems.
This initial release focuses on Member and Phone Number Management, enabling powerful automation and synchronization workflows for users on the Max Plan.
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← Blog Introducing AI Call Evaluation: The Future of Sales Coaching is Here! Stop guessing and start coaching with surgical precision. At Onoff Business, we know that better sales performance starts with better feedback. That’s why we’re thrilled to announce the launch of AI call evaluation and the companion Comparison feature—two powerful tools designed to bring unprecedented structure, objectivity, and actionable insight to your sales coaching process. Available now on the MAX plan, this new suite is set to transform how managers review calls, how salespeople grow, and how organizations achieve peak performance. 🧠 What is AI call evaluation? AI call evaluation gives sales managers and agents and teams a structured, objective way to analyze sales calls. Every call is automatically transcribed, evaluated, and scored across 10 proven sales performance parameters. It’s the end of subjective call reviews and the beginning of clear, data-driven growth. Why You’ll Love It: Benefit Impact for Your Team Objective Feedback Calls are scored against best-practice frameworks like SPIN, MEDDIC, Challenger, and Sandler. Actionable Insights Every score (1–5) comes with a written rationale, a confidence level, and an actionable coaching tip or positive reinforcement. Custom Weighting Managers can adjust the importance (weight) of each category—prioritizing compliance in banking or negotiation in SaaS. Time-Saving Automates performance reviews, reducing the heavy reliance on manual QA and freeing up manager time. The 10 Scoring Categories: Your calls will be assessed on every critical step of the sales process, including: Greeting and Rapport Building Needs Discovery Customer Qualification Value Proposition Delivery Highlighting Impact (SPIN) Objection Handling Negotiation Skills Call Control and Flow Closing and Next Steps Communication Skills 📈 Coming soon📈 Comparison Dashboard: Holistic Performance Visibility While AI call evaluation shines on individual calls, the Comparison feature aggregates these results to give you powerful, company-wide visibility. This is the ultimate benchmarking tool for leaders. Key Comparison Views: Company-Level Median: See how your organization is performing across all 10 selling skills. Identify company-wide weaknesses (e.g., poor Objection Handling) that need immediate training alignment. Salesperson Median: A simple, scannable table showing the median score for every salesperson across all 10 parameters and their overall General Score. Why the Median? We use medians instead of averages to reduce skew caused by outliers, ensuring a fairer comparison. Deep Dive: Every score in the comparison table is clickable, allowing managers to instantly investigate the underlying calls and find specific coaching examples. Who Can Use It? Sales Leaders & Agents: To benchmark team performance and inform 1-on-1 coaching. Executives: To gain objective visibility into overall sales effectiveness and organizational growth. Salespeople (on MAX Plan): To see how you measure up against team medians and understand the company benchmark in key selling skills. Next Steps: Start Coaching with Clarity Ready to transform your sales performance reviews from subjective guesses into objective, actionable data? MAX Plan users: Ensure Call Recording & Transcription is enabled for your team. Access the Comparison dashboards via the Statistics section. Encourage your team to get more calls evaluated for reliable, data-backed insights. Every great sales team grows through feedback — but only when it’s clear, fair, and actionable. With AI call evaluation, your managers can finally coach with confidence, and your salespeople can grow with purpose. The future of sales coaching is structured, objective, and seamlessly integrated into your Onoff Business platform. Log in and see the difference today! Want help with telephony for your business ? One of our experts can advise you : Request a demo Did you like this article ? Feel free to share it with your network Articles récents : Prospection commerciale : pourquoi l’outbound reste un pilier de la vente moderne, Interview de Steve Compere, CEO d’Uptoo Prospection commerciale : pourquoi l’outbound reste un pilier de la vente moderne, Interview de Steve Compere, CEO d’Uptoo • 2 février 2026 Steve Compere, CEO d’Uptoo, l’une des agences de vente les plus reconnues en France, apporte une réponse claire dans cette interview exclusive réalisée avec Onoff Business. Dans cette vidéo, il partage une vision lucide, terrain et sans langue de bois de la vente moderne, de l’outbound et des outils indispensables pour performer aujourd’hui. La vente moderne : plus complexe, mais toujours actionnable Découvrez de nouvelles possibilités avec l’API publique Onoff Business Découvrez de nouvelles possibilités avec l’API publique Onoff Business • 17 décembre 2025 L’API publique Onoff Business est une nouvelle fonctionnalité puissante qui permet aux entreprises de connecter facilement leurs systèmes internes (IT, RH, outils métiers) à leur solution de téléphonie cloud Onoff Business. Lancement de l’Évaluation d’Appels par IA : la nouvelle ère du coaching commercial chez Onoff Business Lancement de l’Évaluation d’Appels par IA : la nouvelle ère du coaching commercial chez Onoff Business • 9 décembre 2025 Chez Onoff Business, nous savons qu’une meilleure performance commerciale commence par un meilleur feedback. C’est pourquoi nous sommes ravis d’annoncer le lancement de notre toute nouvelle fonctionnalité Évaluation d’Appels par IA
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← Blog Managing a sales team in the age of AI Artificial intelligence is shaking up the practise of commercial management. Algorithms are entering the daily lives of sales teams, promising to increase their productivity and performance. The Holy Grail for all sales management ? Not that easy. Because AI can also destabilise the troops if it is poorly implemented. Therefore, it’s successful integration requires in-depth managerial support. How to prepare your salespeople for the AI era, without stripping them of their business expertise ? How can we make them allies rather than opponents of digital transformation ? Elements of response for managing the sales force in the age of algorithms. The challenges of developing AI in sales The integration of AI is profoundly transforming the daily life of salespeople. No more long hours manually combing through customer data or painfully segmenting the prospect base. AI automates these tedious tasks to allow the seller to concentrate on his core business: customer relations. Thanks to machine learning algorithms, salespeople now have ultra-personalised recommendations for their customers. No more sending generic marketing campaigns hoping to hit the mark. AI finely analyses purchasing data, deciphers customer journeys and suggests the most relevant offers for each profile. Artificial intelligence also optimises the processing of incoming leads. The most promising prospects are automatically qualified and routed to the appropriate salesperson. Enough to increase conversions, by systematically addressing the right people to the right potential customers. Finally, AI transforms CRM as a true digital co-pilot of the seller. Gone is the frustration of under-exploited software, from which we cannot extract the essential marrow. AI enriches the CRM with functionalities according to field needs, to make it a true everyday ally. In short, AI is revolutionising the sales profession. However, such upheavals can also destabilise existing teams. Hence the vital importance of in-depth managerial support. The main advantages of AI in marketing intelligence AI applied to marketing and sales offers spectacular opportunities for optimising sales performance. Concretely, what innovations does AI enable ? Ultra personalised marketing automation AI allows to create fully dynamic and personalised marketing campaigns thanks to the machine learning algorithm. Concretely, the latter will analyse in real time all available customer data (age, location, purchase history, interactions on the website, etc.). It will then determine for each customer the most relevant message, the right sending timing, the preferred channel (email, SMS, mobile notification). Each prospect and customer is thus offered a tailor-made journey, instead of receiving generic campaigns. This mass customisation results in an explosion in engagement rates. The customer receives the right content, at the right time, on the right channel. Automatic CRM enrichment The new generation CRM is no longer satisfied with information entered manually by the salesperson. Thanks to web scraping and the integration of social network APIs, each customer file is automatically enriched with relevant data gleaned online. The salesperson thus has a 360° vision of his prospects and customers. Changes within the company, appointments, industry news, verbatim on the networks… so much valuable information to personalise your approach and your arguments. No more silo vision, make way for increased customer knowledge. Automatic lead qualification AI makes it possible to instantly qualify each incoming lead thanks to predictive scoring. In practice, an algorithm will evaluate each prospect in real time according to predefined criteria: activity on the website, socio-demographic data, level of engagement, etc. Each lead is automatically assigned a score reflecting its commercial potential. Only prospects deemed very promising are routed to the sales representative, avoiding any waste of time on lukewarm leads. Machine learning even makes it possible to refine this scoring over time. The more the prospect interacts, the more the algorithm improves to better evaluate the probability of conversion. Ultra fine targeting of prospects The algorithm of look alike profiling identifies prospects within a database with profiles similar to the company’s best current customers. By analysing a large number of data (age, location, interests, web searches, etc.), the AI identifies the prospects with the most common traits with loyal and high-potential customers. Objective: address these profiles as a priority to maximise the chances of conversion. It’s Tailor-made on a large scale. Tailor-made product recommendations AI carefully analyses each customer journey to determine the most relevant products and services to recommend to each person. Using machine learning, the algorithm identifies correlations between past purchases, site interactions, socio-demographic profile, etc., and deduces the suggestions most likely to interest each customer. Result: ultra personalised recommendations at scale, for maximised additional sales. Enough to considerably boost commercial productivity, provided that the teams are involved in the transformation. How to prepare sales teams for the use of AI ? The arrival of AI in the daily lives of sales teams represents a small revolution. To avoid any rejection, it is essential to carefully prepare salespeople for the use of these new tools. How to do it ? Follow the guide for smooth adoption of AI by your sellers. Involve salespeople through participatory workshops Engaging salespeople is key to successful AI adoption. Rather than imposing turnkey solutions, it is essential to co-build this transformation with the sales teams. With this in mind, the first step consists of bringing together salespeople to jointly identify the most relevant use cases of AI in relation to their daily lives. Via participatory workshops, sellers are encouraged to express their irritants and their needs. What time-consuming tasks could AI relieve them of? What personalised recommendations would they need ? What new features would make them more productive ? This bottom-up approach makes it possible to prioritise technological solutions which will be developed tailor-made, as close as possible to the expectations of the field. It also promotes the support of salespeople,who become actors and no longer just recipients of AI. These workshops are led by sales managers and IT/digital teams. They enable a fruitful dialogue between the two populations, streamlining the future adoption of co-constructed tools. Train salespeople in new AI tools The pitfall to absolutely avoid:
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Sales prospecting is one of the most important phases in the sales process, but also one of the most difficult. To do this, you need to follow an effective sales prospecting plan.
Statistically, almost half of all salespeople say that prospecting is the most difficult part of their job.
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VoIP is a new IP-based communication system that is revolutionizing the business telephony industry, and will soon replace fixed-line telephones once and for all.
Many statistics already predict the gradual withdrawal of traditional telephony from the market by 2025.
But what exactly is Voice Over Internet Protocol (VoIP), and how does it work?
At first glance, it may seem an overly complex or technical concept, but after reading this content, it won’t hold any secrets for you!
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← Blog The Future of work : comment s’y préparer dès 2022 The Future of work s’inscrit désormais dans les tendances à prendre en compte. Mais de quoi s’agit–il ? Des grandes mutations qui s’opèrent dans l’entreprise et qui rendent le modèle de l’usine Ford encore plus obsolète. En effet, deux grands changements changent la donne. Alors, même si les bonnes résolutions de fin d’année relèvent du poncif, elles peuvent aussi être un bon moyen d’anticiper pour être encore plus efficaces. Prendre de la hauteur et se protéger sur le long terme constitue un exercice passionnant. Surtout quand le travail vit de tels bouleversements… Première grande mutation : le rapport au travail a changé Première grande mutation à laquelle font face les entreprises : leurs collaborateurs ont changé leur rapport au travail. Finie la carrière passée au sein d’une seule et même société. Les jeunes générations sont beaucoup moins carriéristes, très attachées à leur indépendance et n’hésitent pas à préférer le freelancing ou l’entrepreneuriat pour répondre à leurs aspirations. Pas simple pour le management. À l’aube de ce changement, les entreprises doivent repenser leur attractivité et imaginer des stratégies pour attirer et fidéliser les talents. Tout en faisant évoluer rapidement leurs collaborateurs pour faire face au déploiement de l’intelligence artificielle et de l’automatisation. Mais ce n’est pas tout. Un second grand mouvement agite le monde du travail Deuxième grande mutation : l’hyper digitalisation Commencée depuis plusieurs années, la digitalisation des entreprises augmente encore. Au point que notre bureau n’est plus représenté par des locaux physiques mais bien plus par un environnement de travail numérique, accessible depuis n’importe quel lieu. La crise du Covid a accéléré ce mouvement, obligeant tout un chacun à se familiariser avec les outils du travail à distance. Les solutions de visioconférence font désormais partie de notre quotidien et le chat est entré dans la panoplie d’outils de communication interne. Quant à la notion de bureau, elle s’étend désormais jusqu’aux espaces de coworking et au home office. C’est le visage même des organisations qui se trouve modifié. Alors, quelles sont les bonnes résolutions à prendre pour suivre la tendance ? 4 tendances du Future of work à suivre Pour vous donner un coup de pouce pour 2022, voici quatre grandes tendances auxquelles s’adapter dès à présent pour se préparer au Future of work. 1 – La dématérialisation Le télétravail et la digitalisation de nos outils ont transformé nos bureaux. Désormais, notre espace de travail est plus virtuel que réel. Il est également devenu hybride, avec des périodes dans les locaux, en présence de nos collègues, et d’autres périodes à la maison, voire dans des espaces de coworking à la rencontre d’autres profils. De quoi créer de nouveaux enjeux : La productivité exige de pouvoir collaborer où l’on veut et quand on veut. On doit assurer aux collaborateurs une expérience de travail équivalente, quel que soit leur lieu de travail. Il faut maintenir le bien-être au travail grâce à des liens sociaux renforcés, une culture d’équipe, et un bon équilibre entre vie professionnelle et personnelle. Heureusement, des solutions se développent pour accompagner les entreprises dans ce changement. Voici deux exemples sur lesquels s’appuyer pour faire face à la dématérialisation et au travail hybride. Swile : améliorer l’expérience employé La nouvelle licorne française a démarré en dématérialisant les tickets restaurants. Résultats : une gestion simplifiée qui permet aux RH de gagner énormément de temps et d’être plus flexibles et réactifs aux absences et changements d’emploi du temps. Depuis, l’entreprise a enrichi sa carte pour qu’elle puisse également contenir des titres cadeaux ou des titres mobilité. Elle souhaite continuer avec les chèques vacances, les frais professionnels, les avances sur salaire, et tous les autres types de transactions en lien avec la vie des employés. Onoff Business : simplifier la communication, sans empiéter sur la vie privée Onoff Business dématérialise la téléphonie d’entreprise et pas n’importe quelle téléphonie : la téléphonie mobile. Finie la gestion fastidieuse des cartes SIM, des abonnements mobiles et des flottes de téléphones. Onoff Business permet d’attribuer des numéros de portable depuis une interface en ligne et le collaborateur doit simplement télécharger l’application Onoff Business pour rendre son numéro opérationnel. Une seule facture gère l’ensemble des numéros et chaque salarié peut mettre en off son numéro pro en dehors de ses heures de travail. Le réseau mobile permet aux collaborateurs de ne pas dépendre de leur connexion internet pour rester joignables. 2 – Des bureaux revisités Les grandes tours de la Défense ne représentent plus l’image du bureau moderne. En effet, le bureau n’est plus incarné dans un lieu, mais dans plusieurs. La maison, un réseau d’espaces de coworking et enfin un siège où faire des réunions d’équipe, du travail collaboratif : voilà son nouveau visage. C’est la connexion entre les collaborateurs qui devient le facteur clé. Il est moins important d’avoir son bureau fermé au siège, que d’être en mesure de travailler en intelligence collective dans des salles de réunion offrant tout le matériel nécessaire. Concurrencé par la maison et son home office, le bureau doit désormais offrir des prestations et faciliter la vie des salariés s’il veut attirer. Une vraie mutation dans laquelle le facteur déterminant est le temps. Il est devenu plus précieux que jamais. L’objectif est de ne pas le prendre dans des transports mauvais pour l’environnement et la productivité. De plus en plus d’entreprises développent donc un réseau d’espaces de co-working qui rapprochent les bureaux des lieux d’habitation de leurs collaborateurs. Comment s’adapter à ce profond changement ? Voici deux solutions pour nos nouveaux bureaux hybrides. Wojo : le réseau de coworking d’Accor Wojo est un réseau dédié au travail flexible, mixant coworking, bureaux privatifs et salles de réunion. Son objectif est d’accompagner les nouveaux usages au travail en offrant des solutions flexibles et sur mesure. Un abonnement permet aux salariés de se rendre dans les 800 adresses réparties dans 100 villes en France. L’entreprise développée en partenariat avec Accor propose des lieux fonctionnels et modernes pour permettre aux
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← Blog 30 tips to increase your qualified appointments It’s true that closing a deal is the most exciting and important step in the sales process. But you should know that there’s no chance of reaching this stage without having recorded an initial meeting with a potential customer. That’s why, if your sales team is struggling to get appointments with prospects, it’s important to review your prospecting strategy to achieve a better conversion rate. When is the best time to ask a prospect for an appointment ? What attitude should you adopt to increase your chances of getting a positive response ? How can you take advantage of technology to improve the effectiveness of your prospecting campaigns ? We’ve put together a list of 30 useful tips and tricks for increasing the number of qualified appointments and potentially closing new sales. Let’s find out together ! 1. Set a clear goal before you start As with any business project, it’s important to have a clear goal in mind before getting started. Source : Humaprise Group In the current context, the objective may seem unique and fairly obvious : to succeed in getting the prospect to engage more fully in the conversation. However, qualified appointment setting should revolve around two objectives : The first short-term objective is to obtain the prospect’s approval to book an appointment. And a second objective is to close the sale. When, during your first interaction with a prospect, you rush to reach the ultimate goal (closing the deal), there’s a good chance you’ll miss the second goal. That’s why it’s important to clearly define your objectives before you start. 2. Getting to know the prospect Generally speaking, the primary cause of failure in sales appointment setting lies in serving the same template phone script or e-mail to all prospects. Of course, we agree that the content you deliver to your prospects should contain similar elements and calls to action. But for a more impactful message, you should try to personalise your content just a little, depending on the recipient. This way, the prospect will feel more concerned and be more inclined to give a sincere “yes” to your request for an appointment. But for this to really work, you need to gather a minimum amount of information about the prospect. To help you do this, you can : Check your LinkedIn profile: Here you’ll find information about his work and his interactions on the network. Source : Chacun Sa Route Google him: The search engine may return important pages on which his name is mentioned. This will help you discover their motivations, personality, values and other useful information that you can use to personalise your message. Visit your professional website: If the prospect has a website, this would also be an excellent way to find out more about his company by visiting it. 3. Target the right prospects You can put together the best team of salespeople to make new sales appointments for your company. But when you don’t target prospects who are genuinely interested in your products or services, the campaign is likely to be in vain. So once you’ve defined the objectives of your appointment-setting campaign, it’s important to define the profile of your target audience too. Source : Guarana Marketing What industry do you want to target? For what type of business are your services best suited? Think about it carefully and build up your company’s ideal customer profile. 4. Write a catchy script Although a good salesperson needs to be able to improvise, it’s always a good idea to have a well-written script ready. The script serves as a kind of roadmap, so that your sales reps don’t have to think too hard about what to say to the prospect and when. As a result, they’ll be better able to listen to prospects and adapt their script to their realities. 5. Look after your voice In business, appearance usually counts for a lot when it comes to attracting the other party’s attention and consideration. But since in a phone call, the prospect can’t see what you look like, you’ll need to take care with your voice to sound more professional. Indeed, when a prospect picks up the phone and hears a voice that’s too high-pitched or shaky, it can sound less professional. What’s more, even if you have a deep voice, speaking too fast or having a shaky voice can give off a certain uncertainty. It’s a good idea to record your voice so you can listen to it again and find out how to improve it for a better presentation. 6. Always ask for the prospect’s availability When you contact a prospect by phone to ask for an appointment, don’t rush into unpacking your sales pitch. Always be sure to ask at the start of the conversation whether you’ve come at the right time. It’s a bit like knocking on an office door : it’s always a good idea to ask the person if it’s a good time to talk. The scenario is much the same with a phone call. After all, you’re contacting someone out of the blue, so you can’t rule out the possibility that they could be in the middle of a business meeting or customer service call. Source : Isarta That’s why you need to make sure you don’t interrupt his activity by asking him if he’s available for a quick chat. This shows you respect him and his schedule. If he’s still in favor of continuing the call, make an effort to pay close attention when he speaks, so that you’re aware of his difficulties and expectations. In the event that you receive a “no” to continuing the call, don’t immediately take it as a failure – it can happen even with an interested prospect. In such a situation, it’s important not to force the issue – you won’t get anything out of it. Instead, respect their availability and ask if you can call them
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← Blog The key criterion for choosing business telephony The choice of corporate telephony is a real business issue, with consequences that should not be taken lightly. By making the right choice, you can strengthen several aspects of your business, such as optimising working time for your employees, reducing telephony costs and improving your company’s overall image. Strategically, you need to define the key criterion and then see what other relevant elements need to be taken into account. Once you’ve defined your list of needs, you can more easily compare the different offers on the market according to the chosen criteria. Below, we’ve listed and described the key criteria for a business, which you can use to help you define your needs and prepare your project. Optimise your operating costs A company’s telephone equipment represents a major budget item. In fact, technological developments are making equipment more complex, more expensive, and more difficult to maintain (both hardware and software). What’s more, it’s not uncommon for employees to use two phones, one personal and one professional. As well as constituting a double investment, this practice contributes to the multiplication of smartphone production… which is extremely polluting. What’s more, the raw materials required for production are becoming increasingly scarce, with production sites farther and farther away. But the good news is that there are now telephony solutions that are part and parcel of digital sobriety. You no longer need 2 phones or 2 SIM cards to keep your personal and business communications separate. So don’t hesitate to opt for this type of telephony solution, which is both economical and eco-responsible ! Reduce your administrative management time Your telephony solution should be part of your company’s optimisation process. More than just a supplier or operator, your telephony provider’s role will be to help you simplify the administrative management of your mobile fleet. So you’ll want a solution that centralises information and lets you manage telephone subscriptions independently, in real time. Only in this way will you be able to streamline the management of your fleet, putting an end to the proliferation of contracts and expense claims. It’s crucial that your telephony solution offers rapid (re)allocation of telephone numbers. You also need to be able to adapt the number of lines or licences at any time, to gain speed and agility. And if this (re)allocation of lines can be done without having to provide your employees with business cell phones and manage their respective contracts, even better! Finally, for even greater flexibility, opt for solutions with no set-up, maintenance or termination fees. Increase your employees’ productivity Ergonomics and ease of use are factors not to be taken lightly when choosing your business telephony solution. Indeed, the implementation of a new solution implies a change in habits. This can lead to resistance on the part of employees, and consequently lower productivity. The success of the adoption or migration of a solution will also depend on the ability of your teams to get to grips with the tool. Your telephony solution must therefore be easy to use, ergonomic, user-friendly and in tune with today’s communication practices. The tool must make their work easier, simpler and more pleasant, so that they can focus on their work and not on managing the tool. What’s more, you’ll need to be able to monitor and analyse the use of the tool, so as to have the data you need to improve its use. Improve efficiency with the right technology Your business telephony solution needs to be based on innovative, reliable and comprehensive technology. Innovative, to continually adapt to changes in the company and new ways of working. Communication devices need to reinvent themselves to provide solutions for new ways of working. Today, the challenge is largely to deploy technology that enhances employees’ nomadic pack. Reliable, to benefit from a good telephone network. Imagine that one of your employees is working from his country home: he needs to be able to keep in touch with his colleagues, customers, suppliers… Complete, to meet your needs and adapt to your evolutions. Communicate from abroad (without blowing your budget), make calls from a computer, transfer landline calls to mobiles… These are just some of the features you need for optimal business communication ! Ensuring quality communication for your teams When choosing a telephony solution, reliability and quality of service are essential criteria. This ensures that your business calls are not interrupted. This could be detrimental to your productivity and customer relations. A high-quality, reliable telephony solution ensures optimum sound clarity. This eliminates and avoids problems of distortion or frequent interruptions, and enables smooth, uninterrupted conversations. Technology becomes an asset for your employees, who can feel more confident in their speech. They can focus on content, rather than on managing technical hardware surprises. On the customer side, a reliable telephony solution boosts the confidence of your customers and business partners. When they can count on smooth, seamless communication with your company, they feel valued and confident. This in turn can help you develop a solid, lasting relationship. The quality of telephone service has a direct impact on the overall perception of your company. A positive caller experience creates a professional impression and strengthens your entire reputation. A flexible solution for your diverse needs It’s essential to consider the flexibility and scalability of your business tools. Flexibility allows you to adapt your phone system to your specific needs. Whether you need to add new users as your business grows, or customise functionality to suit your internal processes, a flexible telephony solution can meet these requirements. What’s more, scalability is crucial for a growing business. You don’t want to be limited by your current phone system when you add new employees or expand your operations. A scalable telephone solution allows you to easily add new phone lines and effectively manage your growth. You’ll no longer need to go through costly and complex procedures. By opting for a flexible, scalable telephony solution, you can adapt your
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