Glossary entry (derived from question below)
English term or phrase:
call high
Polish translation:
dzwonić do decydenta / osoby władnej do podjęcia decyzji
Added to glossary by
Jacek Kloskowski
May 23, 2017 06:02
6 yrs ago
English term
call high
English to Polish
Bus/Financial
Retail
Call high with the elevator pitch.”
That is how a classically trained salesperson approaches cold calling.
Jest też opcja call low.
That is how a classically trained salesperson approaches cold calling.
Jest też opcja call low.
Proposed translations
(Polish)
| 3 +3 | dzwonić do decydenta / osoby władnej do podjęcia decyzji |
Jacek Kloskowski
|
Change log
Jun 6, 2017 04:57: Jacek Kloskowski Created KOG entry
Proposed translations
+3
31 mins
Jacek Kloskowski
United States
United States
Native in English
&
Polish
United States
Law Economy Computing Defense Medical
Native in: Polish 
, English
Works in: English to Polish, Polish to English, Polish, and 1 more.
Related KudoZ points
:
4
Selected
dzwonić do decydenta / osoby władnej do podjęcia decyzji
a "call low" to "dzwonić do osoby poniżej rangi decydenta":
The alternative strategy, which I prefer, is to call the contact from the lead first and then call the decision maker as a follow-up. I call this strategy "call low, then call high." When the salesperson calls the contact from the lead, the salesperson needs to engage the contact with a relevant value proposition, which is not necessarily the most appropriate value proposition for the decision maker.
"Hi John. This is Mark from HubSpot. I noticed you downloaded our ebook on Facebook marketing lead generation. What specific questions did you have?"
This approach frames the conversation around the topics the inbound lead contact cares about. Give the prospect as many free tips and consulting as possible. With each back and forth, the salesperson is developing trust with the prospect. The salesperson is earning the right to ask questions about the needs of the organization and where those needs are originating. For example:
Why did you decide to research the topic of generating leads through Facebook?
Was there someone at the company who instructed you to do so?
Who do you report to? What have they been asking of you lately?
What's on your CEO's mind these days? What did she talk about at the last company meeting?
Can you tell me more about your CMO's area of focus?
If the salesperson is skilled at this approach, she can be quite successful at transforming the inbound lead contact into a "coach." Do not confuse a "coach" with a "champion." In most cases, the inbound lead contact does not have enough authority to be considered a "champion." In other words, the inbound prospect can't influence the organization enough to compel the purchase. However, as a "coach," the prospect can be useful to provide internal context about the opportunity so that the salesperson is enabled to help the organization more effectively.
Once the interaction with the inbound prospect is completed, the salesperson can now call high to the decision maker.
https://blog.hubspot.com/sales/why-to-call-low-then-call-hig...
The alternative strategy, which I prefer, is to call the contact from the lead first and then call the decision maker as a follow-up. I call this strategy "call low, then call high." When the salesperson calls the contact from the lead, the salesperson needs to engage the contact with a relevant value proposition, which is not necessarily the most appropriate value proposition for the decision maker.
"Hi John. This is Mark from HubSpot. I noticed you downloaded our ebook on Facebook marketing lead generation. What specific questions did you have?"
This approach frames the conversation around the topics the inbound lead contact cares about. Give the prospect as many free tips and consulting as possible. With each back and forth, the salesperson is developing trust with the prospect. The salesperson is earning the right to ask questions about the needs of the organization and where those needs are originating. For example:
Why did you decide to research the topic of generating leads through Facebook?
Was there someone at the company who instructed you to do so?
Who do you report to? What have they been asking of you lately?
What's on your CEO's mind these days? What did she talk about at the last company meeting?
Can you tell me more about your CMO's area of focus?
If the salesperson is skilled at this approach, she can be quite successful at transforming the inbound lead contact into a "coach." Do not confuse a "coach" with a "champion." In most cases, the inbound lead contact does not have enough authority to be considered a "champion." In other words, the inbound prospect can't influence the organization enough to compel the purchase. However, as a "coach," the prospect can be useful to provide internal context about the opportunity so that the salesperson is enabled to help the organization more effectively.
Once the interaction with the inbound prospect is completed, the salesperson can now call high to the decision maker.
https://blog.hubspot.com/sales/why-to-call-low-then-call-hig...
4 KudoZ points awarded for this answer.
Comment: "Selected automatically based on peer agreement."
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