Call Tracking for B2B Sales: Best Practices

Call tracking for B2B sales is a powerful tool that helps businesses pinpoint which marketing efforts drive phone inquiries, offering a clearer understanding of customer behavior and marketing effectiveness. Here’s a quick overview:

Understand which campaigns drive calls: By assigning unique phone numbers to different marketing efforts, you can identify which ones are most effective in generating leads.
Gain insights into customer preferences: Analyzing call data provides valuable information about your prospects, such as their interests, the best times to reach them, and which products they’re curious about.
Enhance lead management: Categorize leads based on their interaction, focusing on those with higher conversion potential.
Optimize marketing and sales efforts: Use call data to refine your marketing strategies and improve sales team performance.
Seamlessly integrate with CRM: Connecting call tracking with your CRM system streamlines the sales process, making it easier to manage customer interactions.

This approach not only improves the efficiency of your marketing and sales activities but also provides tangible data to make informed decisions, ultimately boosting your ROI.

Key Capabilities

Here are some main things call tracking can do:

Identify visitor source: This means it shows you which ad, email, or social media post made someone decide to call you by using different phone numbers for each.
Record phone calls: This feature lets you listen to calls later and some systems even write out what was said in the call as text.
Provide analytics: You get simple reports that tell you how many calls you’re getting, how long they last, where they’re coming from, and more. This helps you understand what’s working.
Integrate with other software: Call tracking can share its data with your CRM (customer relationship management system), marketing tools, and data analysis programs. This means all your customer info can be in one place.
Route calls smartly: Some systems can guide callers to the right department or person using a setup that responds to voice commands.

In short, call tracking helps you see where your phone leads are coming from and gives you information to make your marketing and sales better. For companies that sell expensive things to other businesses, knowing who’s calling and why is super important.

How Call Tracking Works

Call tracking uses special software to give different phone numbers to each of your ads or marketing efforts. When someone calls one of these numbers, the system collects info about the call and where it came from. This helps you figure out which ads are making people want to talk to you.

Key Components

Here are the main parts of a call tracking system:

Call Tracking Software: This is the program that does all the work. It assigns phone numbers, keeps track of calls, and makes reports. Some well-known ones are CallRail, Invoca, DialogTech, and CallTrackingMetrics.
Call Tracking Numbers: These are the phone numbers used for your ads. You can choose local or toll-free numbers that fit your business.
Analytics and Reporting: The software gathers important details about calls like where they’re coming from, how long they last, and even records them. This info is used to make reports that show you how well your ads are doing.

Tracking Methods

There are different ways to track calls from your marketing:

Method	Description	Pros	Cons
Keyword	Gives a special number to each keyword or ad group	Good for seeing which keywords work best	Hard to use with lots of keywords
Referrer	Different numbers for where the call came from, like social media or email	Helps figure out which sources are best	Can get tricky with many sources
Location	Numbers for different places	Good for targeting ads by area	Doesn’t tell you which ad or campaign worked
Channel	Separate numbers for different marketing ways	Lets you see which methods are best	Needs some tech know-how
Number	A unique number for each campaign	Very clear on what’s working	Hard to manage if you have a lot of campaigns

With call tracking, you can see exactly which ads are making people call you. By using different phone numbers for each ad or campaign, you know right away what’s working. Plus, you can connect this info with your CRM (customer relationship management system), marketing tools, and data analysis programs. This helps you spend your money wisely and focus on ads that actually bring in calls. Call tracking gives you the solid facts you need to make your marketing better.

Benefits of Call Tracking for B2B Sales

Call tracking is really useful for teams that sell to other businesses. It helps them understand their customers better, find new chances to make sales, make their ads better, and help their salespeople get better at their jobs.

Gain Valuable Customer Insights

When you use different phone numbers for each ad or campaign, you can figure out who’s calling and why. This info helps you know more about your customers, like:

Where they’re calling from
How often and when they call
How long they talk
Which ads or content make them want to call

This info is super helpful for knowing more about who your customers are.

Identify New Sales Opportunities

By looking closely at call details, you can spot which leads are really interested. Sales reps can then focus on these hot leads and use the info to reach out in the best way.

Optimize Campaigns and Ads

Tracking lets you see which ads and campaigns are working. You can spend more on the good stuff and stop what’s not working. This way, you get more bang for your buck from your ads.

Improve Agent Performance

Listening to sales calls helps managers see how their team is doing and find ways to help them get better. This could mean more sales. Sharing what works well across the team can make everyone do better.

Call tracking gives B2B companies a lot of useful info that helps them sell more and work smarter. It’s a great tool because it gives you solid facts about how your marketing is doing.

Best Practices for Implementation

Setting up call tracking the right way needs a bit of planning and making sure it works well with the tools you already use for sales and marketing. Here’s a guide for B2B cannabis businesses on how to get started with call tracking.

Choose Relevant Software

Pick a call tracking service that fits what you need, especially for the cannabis industry. Look for features like:

Following state laws
Working smoothly with popular CRM (like HubSpot or Salesforce) and data analysis tools
Being able to record and write out calls

Well-known services like CallRail, Invoca, and DialogTech are good places to start. Compare them to see which one matches your budget and needs.

Select Appropriate Number Type

Using local numbers can make people more comfortable calling you. Toll-free numbers are great for letting people outside your area reach you without cost.

For cannabis businesses, it’s important to pick numbers from services that follow state rules to avoid any legal problems.

Set Up Tracking Code

After you get your call tracking numbers, put the service’s code on your website, ads, and any other place you’re advertising. This lets you gather data on the calls coming from those spots.

Integrate with Sales Systems

Make sure your call tracking service talks to your CRM system and your business phone setup. This puts all your customer and call info in one spot, making it easier to handle leads.

Your sales team can quickly find call recordings, written-out calls, and other important info right where they work.

Following these steps will help cannabis companies get the most out of call tracking. It’s all about making informed choices to improve B2B sales.

Analyzing and Applying Insights

Key Performance Indicators

Call tracking gives us some key numbers to look at so we can figure out how to sell better:

Call Volume: This is how many calls you get from your ads or efforts. More calls from one place mean it’s doing a good job at getting people interested.
Call Origin: Knowing where your calls come from helps you understand what’s working best. Focus more on these areas.
Duration: If calls are long, it probably means the person is really interested. These are the people you want to talk to first.
Recordings: Listening to what was said on calls can help you teach your team how to do better next time.
Lead Scoring: This is about figuring out which calls are from people most likely to buy, so you can focus on them.

Sales Process Optimization

Knowing what’s happening on your calls can help you make your whole sales process better:

Lead Targeting: Put more effort into reaching out to the types of people or places that have worked well before.
Campaign Optimization: Spend more on what’s working and stop what’s not.
Follow-Up Sequences: Make your follow-up messages fit what you know about the person’s interests.
Agent Training: Use good calls as examples to teach your team. Help them learn from what didn’t work too.
Messaging Refinement: Change your messages based on what people are asking or saying no to. Try different ways to see what works best.

By keeping an eye on these things, sales teams can get to the right leads faster, turn more calls into sales, and get the most out of their marketing efforts.

Overcoming Challenges

Setting up call tracking can be tricky, especially for businesses in the cannabis industry because there are extra rules and privacy concerns to think about. Here’s a look at some common problems and how to deal with them.

Complying with Regulations

Since cannabis is still federally controlled in the US, call tracking needs to be careful about following both state and national laws. Here’s how to stay on the right side of the law:

Pick a call tracking service that knows the cannabis rules well and follows them.
Use phone numbers from your area instead of toll-free numbers to avoid issues with federal laws.
Be sure not to record any personal financial or health information during calls, as this is protected by law.
Give each ad or campaign its own phone number to make it easier to keep track of for audits.
Regularly check your call data for anything unusual that might not follow the rules.

Sticking to these tips can help you avoid legal problems with call tracking.

Protecting Privacy

When you record sales calls, you’re getting a lot of personal info, so it’s important to keep that data safe. Here are some steps to take:

Limit access to call data to only people who really need to see it.
Anonymize data by taking out personal details from reports.
Make sure callers know about your privacy policy so they understand how their information will be used.
Choose a call tracking service that has strong data security, like encryption and controls on who can see the data.

With the right approach, you can use call tracking to help your sales team while still keeping people’s information private.

Avoiding Complexity

Call tracking can get complicated with lots of numbers and tech stuff. To make things easier:

Start with just a few numbers and grow slowly.
Pick software that’s easy to use, even for people who aren’t tech-savvy.
Get help from your call tracking company to set things up the right way.
Write down how your system is set up so you can remember how it works.
Automate how data moves between your systems so you don’t have to do it by hand.

Following these suggestions can help make call tracking simpler and less of a headache.

By planning ahead, businesses in the cannabis industry can tackle these challenges head-on and really benefit from call tracking for their sales. The key is to be proactive about choosing the right service, following the law, keeping data safe, and keeping things simple. This way, you’ll be all set to get useful insights from your sales calls.

Conclusion

Call tracking is really helpful for B2B companies in the cannabis field that want to get better at selling and finding leads. This guide has shown you how to pick the right tools, set up your tracking the right way, look at important numbers, and use what you learn to do better.

Here’s a quick review of the main points we talked about:

Find out which ads bring in the best leads: Know which ad or campaign got someone to call so you can focus on what’s working.
Sort your leads better: Figure out which leads are most likely to buy based on how long they talked and where they called from. This helps you know who to talk to first.
Make your messages better: Use what you learn from calls to improve how you talk about your offers.
Help your sales team get better: Share good call examples with your team to help them improve.
Spend your ad money wisely: Stop spending on ads that aren’t working and use your budget on what is.

To make the most of these benefits, remember to:

Pick call tracking software that meets the legal needs of the cannabis industry
Start small with tracking and add more as you go
Connect the tracking with your current sales and support systems
Look at key info like how many calls you get, how long they last, where they’re from, and how likely the caller is to buy
Listen to call recordings to find out what people like and don’t like

With the right steps, call tracking can really change how B2B cannabis companies handle sales, marketing, and taking care of customers. The clear data you get helps you keep improving your strategy and makes your work more efficient. Think about using these tips to make the most of call tracking in the cannabis area.

How do you monitor sales calls?

To keep an eye on sales calls, you can:

Use call tracking software like CallRail or Invoca. This gives each campaign its own phone number, so you know which ads are making people call.
Record calls to go over later. Some systems can even turn the call into text so you can read it.
Make sure sales folks add details about each call into your CRM platform. This includes how long the call was, who they talked to, and what they talked about.
Check out the analytics from your call tracking, like how many calls you’re getting, how long they last, and where they’re coming from. This helps you see what’s working.
Connect your call tracking with your CRM and other systems to share data easily. This gives you a full picture of each customer.

Doing these things helps you spot problems early and focus on the ads that get more calls.

How to do a B2B sales call?

When making B2B sales calls, try to:

Learn about the person you’re calling first to make the call feel more personal.
Plan calls when the person is likely to have time to talk.
Use a script to keep track of key points, but try to sound natural.
Practice your pitch to make sure it sounds good.
Ask questions about their problems before talking about your product.
Remember the 30-50-50 rule: grab their attention in the first 30 seconds, engage for another 50, then spend 50 seconds on your solution.
Pay full attention to the call and avoid doing other things.

These tips can help your calls make a stronger impact and turn more leads into customers.

How to track leads from incoming calls in your sales process?

Use call tracking software to give each ad its own phone number. This way, you know exactly which ad made someone call.
Make sure sales reps add call info to your CRM platform, including how long the call was and what was discussed. This connects the call to the customer’s record.
Connect your call tracking and CRM so call details like recordings get added to each customer’s profile automatically.
Use lead scoring in your CRM to figure out which callers are most likely to buy. Give points for things like how long they talked or if they asked about pricing.
Create sales reports in your CRM that show how many calls you’re getting and how good those leads are, based on the call data.

Doing these things helps you use call data to make better sales decisions.

How to do follow-up calls in sales?

For follow-up sales calls, make sure to:

Look over past notes before the call to remind yourself of what you’ve already talked about.
Schedule calls at a good time for the person you’re calling.
Listen carefully and let the person talk about their needs before you jump in.
Ask questions that open up the conversation instead of just pitching your product.
Clear up any confusion from earlier talks.
Plan next steps together, like setting up a demo or sending more info.
Write down what happened in your CRM and set a reminder for the next step.

Being prepared and focusing on the customer’s needs can make these calls more successful.