SalesForceIsrael, a telemarketing outsourcing company that provides service to top North American and European companies is looking to add staff for interview and survey projects.

We are seeking Fluent English Speakers – can have a slight Hebrew accent for these projects.

We are seeking self-motivated, honest, and responsible work from home agents.

Survey Project: 25 nis + bonuses (job code: AQ980)

Interview Project: 30 nis to 40 nis per hour + bonuses (job code: TM770)

Send CV’s to: jobs@salesforceisrael.com with job code requested

SalesForceIsrael, a telemarketing outsourcing company that provides service to top North American and European companies is looking to fill a position for the UK market.

We are seeking native UK accented English speakers for a campaign calling on Litigation Firms.

We are seeking enthusiastic, self-motivated, well-spoken individuals to work from home.

The telemarketer will be responsible for contacting litigation firms and offering a free trial for a web service.

* Must be enthusiastic, energetic and have excellent communication skills with a clear friendly phone voice.
* Confident, with a strong drive for continuous improvement and to meet goals.
* Excellent work ethic and work history.
* Must be reliable and have high personal integrity.
* Computer literate.
* Compensation:  30 nis per hour + Bonuses

jobs@salesforceisrael.com with job code SFMEOL02

Sales Consulting tips – Overcoming objections #2

In our last “sales consulting – overcoming objections # 1” post, we discussed how to “shut up” after encountering an objection and asking open ended questions to get the prospect to open up and speak to us. This way we were able to ascertain if the objection was actually  a “true objection” or just a polite way to get us off the phone.

Once we know that there is a valid objection, we now need to answer the objection so we can close the sale. But wait! This is going to be a three part series on overcoming objections, therefore, we can’t just answer right away. We have to do something before we shoot back our brilliant answer that blows the objection out of the water. Playback. We may have thought we understood what the objection was all about – but did we?

To be sure, we will say something along the lines of ” So, what you mean by that is…” or “so from what I understand, this is what your saying…”. Here is a sample exchange of “play back” to truly understand the objection:

Rep: “The reason you are concerned about the price is that you feel you can’t justify spending this money on something you don’t know you will enjoy. So really, the issue is not so much the money, but you have hesitations as to the true benefits of our program? Is that right?”

Prospect: “Yes, I guess that is what I’m saying.”

There’s the issue. The prospect does not want a lower price. No matter how much you reduce your price, it would not have been enough. This prospect’s issue was a lack of understanding or agreement that what you have would benefit him.

Stay tuned to the next post on how to answer objections and close the sale.

To speak to a sales consultant - contact us.

Sales Consulting tips – Overcoming objections #1

What are objections and what should you do with them? Objections are either a way to get you off the phone in a polite and indirect manner or they can be buying signals. Once you’ve determined that the objections are just to get you off the phone – get off the phone. Don’t waste your time on a prospect that isn’t remotely interested when you could be speaking to the one prospect that is.

Our first post in the “sales consulting - overcoming objection” series will be on how to “shut up”. After we learn how to do that we will move on into answering the objections and closing the deal.

The first thing we do in sales consulting is to teach the salesperson how to “shut up and listen”. A knee jerk response to every objection is not necessary and it throws the conversation out of whack. The first thing to do when hearing an objection is to just be quiet. Listen. Hear. Take it in. Then – don’t respond. Ask!

Ask the questions – open ended – never yes or no’s. Ask them what they mean by that, or ask them to explain further. By this point you should be able to understand whether or not its a true objection or just a guise to get you off the phone. If you don’t know – ask them. Yes, ask them if that’s a real objection or are they not even interested. Remember – spending less time on a lost cause is more time for the real prospects.

The next post will deal with how to answer the objections – stay tuned.

To speak to a SalesForceIsrael sales consultant - contact us.

Sales Consulting tip – Sales is a process, manage it as one.

Companies that succeed in sales can be divided to two. The really really lucky ones, less than 1% who no matter what they do, manage to sell their product or service. And then there are the ones that look at sales as a process and build their virtual assembly line to support that process.

Treating  sales as an art makes people do some crazy things – like hiring an “artist” as a salesman. I don’t know how many times I’ve heard someone brag about their brand new sales acquisition and how great they are – how much of an artist they are at sales. That’s great – you need top notch sales people. But those great sales people need the proper support structure to thrive.

SalesForceIsrael, sales consulting services views the sales process – as just that, a ‘process’ not an art. We take build the infrastructure necessary to sustain the sales cycle long term. From lead generation to closing the deal, and then to up selling and cross selling. Maximizing your lead closure rate, your client retention, and the  maximize the client once their yours. That’s our sales consulting philosophy.

Once we do that – then our creativity can be channeled in the right direction.

Sales Consulting tip – Managing Leads is critical to sales

Here are some pretty scary numbers about how badly companies manage their leads:

• 70% of companies send leads that are not  pre-qualified to their sales team

• over 80% of companies do not have a ROI tracking system in place for lead conversion

If these companies were to hire us as their sales consultants – the first thing we would do before changing any tactics – is to create the mechanisms to pre-qualify and track lead status and conversion.

Think about this – would you want 80% of airplanes flying at any given time to not have a functioning navigation system? Thats nuts! The pilot wouldn’t know where they were going! These same companies are in the same situation – they have no idea where they are going or where they are now.

Sales people are not lead generators – and the good ones wont’ stay very long if they have to do their own lead generation. A company needs to look at sales as a process – an assembly line of sorts. The lead generators need to do their job effectively so the sales team can spend more time chasing after the deal, rather than qualifying leads.  Once this mechanism is in place – you need to have an accurate lead tracking system. This system will tell you which lead channels are more effective – which is where you need to invest more procuring leads. This system will also tell you, if your leads are costing you more than your customers are worth.

To learn more about our sales consulting services. Contact us.

Call Center Consulting – What is that?

SalesForceIsrael ‘call center consulting‘ services are mainly geared towards Israel based companies that are seeking a footing in the US market. Companies in Israel that are determined to sell their product or service into the American market can outsource all of their sales and customer service functions – but some of these companies may be better off setting up an in-house team.

SalesForceIsrael will help these Israeli companies seeking to enter the US market or expand their current sales efforts. Our industry knowledge of both the American market, call center techniques, and the Israeli market will help us bridge the gap between the culture and processes.

To find out more about call center consulting contact us.

מה הדבר הנכון עבור העסק שלי אם אני רוצה לפנות לחו”ל? מיקור חוץ של צרכי טלמרקטינג, או הבאת יועץ טלמרקטינג לבנות ולמקסם את הצוות הפנימי?

שאלה זו עולה בפני על בסיס יומיומי. רוב החברות אינן מעוניינות בטרחה הכרוכה בהקמת מערך טלפוני עצמאי וחלקן אינן בוטחות במיקור חוץ מתוך חשש לאובדן שליטה או איכות. ישנם כמה קווים מנחים אשר יש להתחשב בהם כאשר מחליטים מהי הדרך הנכונה עבור עסק -מיקור חוץ או ייעוץ מכירות?

הגורם הראשון שיש לקחת בחשבון זה האם פונקצית הטלמרקטינג הינה חיונית עבור העסק.

בואו נבחן מקרה של חברה שבו מיקור חוץ מהווה פתרון נכון עבור פונקציה אחת אך לא לשנייה.
אחד מהלקוחות שלנו הינו ספק של מתקני מים ללא בקבוק. הם מספקים מתקנים אשר מקררים ומחממים מים ע”י לחיצת כפתור.
אנחנו מספקים להם לידים איכותיים ע”י מיפוי חברות אשר מתאימות לפרופיל שלהם – יצירת קשר ותיאום פגישות.
השירות שאנו מספקים יכול היה להיעשות בתוך החברה עצמה,אבל זה היה יקר ולא נחוץ. מצד שני, אם הם היו מנסים לעשות מיקור חוץ לסוכני השטח שלהם היה זו החלטה שגויה כי זהו הגרעין של העסק.

לחברת SalesForceIsrael יש את הניסיון הנדרש על מנת לספק לחברה שלכם שירותי מיקור חוץ לטלמרקטינג או פיתוח יחידת מכירות פנימית.

למידע נוסף לחצו כאן.

Retain your customers – that’s sales consulting tip 1 !

For every dollar you will spend on retaining your current customers, your going to need to spend about one hundred to get a new customer. I’m not saying not to go out and get new customers, but you need to start with treating your current ones right. A happy customer is one you can up-sell and cross-sell to.

We already discussed on this blog numerous times how large companies have been outsourcing customer service to offshore locations like India only to see their customers completely unsatisfied with service.  These companies do so to save money – but will mostly keep their lead generation and sales staff in place on-shore. They will pump more money in the sales pipe to cover the losses from less repeat business.

There is another way- outsourcing to Israel. You get the same onshore service levels at offshore pricing. SalesForceIsrael consulting services can help your company set up your call center in Israel. We will provide our professional knowledge to you and your people.

If outsourcing your call center needs is what your looking for – we can do that for you too.

Contact us.

The ramblings of SalesForceIsrael’s Director – Avicam Gitlin are now on Twitter.

Doesn’t that just make your day! twitter.com/avicam