As a vendor that specializes in dialer technology and software for sales teams, we get asked this question a lot—”Why won’t you sell / why are you biased against predictive dialers?”
The honest answer is that we don’t want to be part of the telemarketing crowd that calls you at dinner time and makes you say, “No, I don’t want that!” seven times before they finally hang up.
We want to work with professional inside sales people who happen to sell remotely, not telemarketers. It’s a specific choice we made.
Our biggest source of clients is those who come to us looking for a predictive dialer to call their business to consumer (B2C) leads. The first question we ask them is, “How much are you paying for your leads and can you afford to burn many of them?”
They always say “I pay a lot. And no, of course not – I don’t want to burn them… what do you mean?”
Then we point them to the FCC web pages with legislation against predictive dialers and the high annoyance they have caused over the years that have resulted in laws being passed. We show them that Predictive Dialers annoy and burn as many as 3% of their leads EVERY TIME THEY ARE CALLED. If you multiply that by the 7 to 12 times it takes to call a lead before you make contact, they are probably annoying about 1/3 to 1/2 of their list over time . . . .Read More
Whenever I read a good book, I like to summarize it so I can learn it better and recall it later. I have been asked to make these available. So here are my summary notes of part 1 of an incredible book I recently finished called “Behind the Cloud” by Marc Benioff, the founder of salesforce.com.…Read More
I told them that our Lead-Gen reps make 85 dials an hour and 300 a day, every day. Now of course we have to drink our own Kool-Aid and use our own technologies in-house. Several didn’t believe me. Some have expressed concerns that we are running a sweat shop.Read More