TL;DR

A large home insurance provider was set to begin selling an IoT device that helps homeowners save on their energy bills and insurance premiums. I developed a comprehensive training for their outbound telemarketing team, preparing them to sell to their existing customer base.

Problem

The insurance company's telemarketing team was not equipped to sell IoT devices to their existing customers, and had only sold insurance specific products until that point.

A comprehensive training was required to ensure that they:

Understood the product and its value

Could begin cold calling within a week after the training

Had a comprehensive library of reference material after the training

Solution

I delivered the training to the sales team in person at their Cape Town offices. The training included:

A detailed PowerPoint/Google Slides presentation taking them through the product, sales tactics and incentive structures

A digital handbook containing call scripts, FAQs, objection handling and email templates

Live cold call demonstrations, along with detailed sales tactics

Result

The sales team has since generated more than 100 hot leads for the business.