Posts Tagged ‘Dialer’
Inside Sales Tips — Debunking Voice Mail Myths
At some point every sales organization that engages in outbound prospecting has a debate over whether targeted sales voice messages make any real difference in results.
The primary complaints of those who don’t like using voice mail as a prospecting tool:
1. It doesn’t work
2. Even if it does work, it’s too time consuming.
I’m here to debunk both of these myths.
The Reality: voice mail works, and it works well.
On any objective level, this complaint is a straw man argument. Inside sales industry insider Ken Krogue has created and nurtured two $1 million+ a month sales teams in two different industries—business development at Franklin-Covey (now Franklin-Qwest), and telecom with inContact, formerly UCN. Every piece of data he’s ever compiled from his teams shows that direct prospecting voice mail averages a 4-6 percent response rate –and it’s often much higher, depending on the product, vertical, and targets chosen . . . .
Read MoreDon’t Confuse a Technology Problem with a Process Problem
As a C-level manager for my company, I get pitched on new technology products a lot. Now obviously I’m a big believer in the power of technology to transform inside sales and marketing processes. When I started 20 years ago as a sales manager at then Franklin Quest (now Franklin-Covey), the coolest technology on the…
Read MoreInside Sales: Two Hidden Metrics of Prospecting That are Hurting Your Sales
Most of the common marketing and sales and metrics—click-throughs, impressions, sales cycle, revenue per deal—don’t really need an explanation. But there are two metrics where a lot of companies we’ve worked with have holes in their sales process.
How soon after a new Web lead comes in does a sales rep make the first contact attempt, and how long after it came in did they actually make contact? Every single piece of data we’ve ever researched shows that for Web-generated leads, immediate response is crucial . . . .
Read MoreFace-to-Face Closes 2.5x Better, But Inside Sales Makes 7x More Calls
I just got a tip from John Sutton, a friend of mine at Sendside, who read a survey on a United Airlines flight last week from the United States Travel Association that found business leaders estimate face-to-face selling converts 40% of prospects to customers, while virtual selling (Inside Sales) converts 16%. That means face-to-face selling…
Read MorePeople Don’t Believe We Make 85 Dials an Hour! -Part 1
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 More3 Lead Generation Strategies – When to Call… When Not to Call
A friend of mine, Gerhard Gschwandtner, the founder and owner of Selling Power Magazine, just took some time and wrote a post on his blog about when is the best time to call back on leads. The post he wrote came from our landmark research study conducted with Dr. James Oldroyd of MIT that was originally…
Read MoreHow to Get Comments on Your Blog
How do we get people to engage in a discussion, to write comments on our blog?
We honestly didn’t know.
So we asked our friends at SEO.com, the experts.
Section 2: Choosing the Right Dialer – Negotiating the Best Deal
Once you have chosen the right dialer, there are still a lot of steps to make sure you negotiate the best deal for your organization. This white paper helps.
Read MoreChoosing the Right Dialer
Choosing the right dialer technology for B2B and complex B2C call centers is a mix of capability, premise vs hosted, long distance vs VoIP, and CRM integration.
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