Download - Ways to improve lead to admission part 2
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Ways to Improve lead to admission ratio.
Part 2.
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Leads are expensive. All the leads will not walk-in at one go. They need to be
followed up. Do you agree?
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If they have to be followed up , there has to
be more calls.
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Hence their should be a call Center to increase the lead to walk-in/demo ratio that would ultimately lead to better lead to
admission.
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However these people following up leads are not
call Center executive. They are rather inside sales team rather than bpo executive.
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Difference between bpo executive and insidesales team. • Bpo executive uses call scripts where as Inside
sales people thinks and makes the most influencing pitch.
• Bpo executive makes 120+ calls a day whereas inside salespeople makes 40 to 80 calls a day.
• Bpo executive tries to close deal in one call; where as inside salespeople makes more than 4 touches to fix appointment or close a deal.
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Difference between BPO executive vs in-house sales people.
• BPO executive sells low value product where inside sales people sells high prices product.
• BPO executives fulfils demand where as inside sales people can create demand as well as fulfils demand.
• BPO executives does not use emails where as inside sales people at times uses emails as well.
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Difference between BPO executives vs In-house sales people.
• BPO executives have lower salary and high attrition. Inside sales people are just opposite.
• BPO executives job profile suits Dialer where as Inside sales people needs different type of Dialer but not predictive Dialer.
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So what... How does it improves lead to admission ratio...
• Do implement inside sales team to increase walk-in/demo for the closer team. In start ups both the role can be played by the same person as start-up has low lead volume.
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Would you try to build a house with a hammer
when you have nail gun?
• Implement " sales acceleration" tool for Inside sales team now. Give your inside sales team power guns.
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In my next slide I will talk of what features are needed in sales
acceleration software that helps insidesales people.
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Thanks and why do not we talk in the meantime...
• Sudip samaddar.
• Head of Marketing.
• 9999061525.