How To Use Connectleader Dialing Software

Transcription

1 4 WAYS B2B MARKETERS CAN BENEFIT FROM SALES DIALING SOFTWARE

2 TABLE OF CONTENTS SUMMARY 3 TOP MARKETING PRIORITIES 4 GENERATING MORE LEADS BY PROMOTING EVENTS 5 QUALIFYING LEADS FASTER 6 REACHING OUT TO MEDIA AND ANALYSTS 7 IMPROVE CHANNEL PARTNER PERFORMANCE 8 PARTNER SUCCESS STORIES 9 WHAT IS SALES DIALING SOFTWARE 10 RESOURCES 11 A ConnectLeader All rights reserved.

3 SUMMARY Sales dialing solutions are commonly used by B2B sales teams to accelerate their sales process. In particular, sales dialing tools make telephone calling easier by eliminating the mundane tasks that make cold calling so unpopular. The purpose of this whitepaper is to suggest ways B2B marketers can use dialing solutions to boost marketing campaign activities, speed up lead generation and enhance channel partner performance ConnectLeader All rights reserved.

4 TOP MARKETING PRIORITIES #1 Challenge: Increase Number of Leads #2 Challenge Converting Leads to Customers TOP MARKETING PRIORITIES BY ROLE Strong alignment exists between marketing practitioners and leaders Increasing number of contacts/leads Converting contacts/ leads to customers Reaching the relevant audience Increasing revenue derived from existing customers Proving the ROI of our marketing activities Leadership Practitioner Reducing the cost of contacts/ leads/customer acquisition % of Respondents SOURCE: 2014 STATE OF INBOUND MARKETING, HUBSPOT ConnectLeader All rights reserved.

5 GENERATING MORE LEADS BY PROMOTING EVENTS Effective event promotion depends on a steady stream of communications prior to the event. continues to be the number one method of promoting events. To get an added boost to your promotions, try scheduling an outbound calling blitz with your inside sales and business development team. A personal invitation will be remembered and may stick out in your prospects mind. Automated Voice Message Drops Leaving dozens of voice messages can be extremely tedious and time consuming. Sales dialing solutions allow you to pre-record a message and when you get that recorded greeting, just push a button and your message is dropped ConnectLeader All rights reserved.

6 QUALIFYING LEADS FASTER Successful Lead Gen Campaigns Can Bog Down Qualification Most lead gen campaigns have a natural ebb and flow. Certain campaigns and events, like large trade shows, can bog down the system resulting in lost leads, slow responses or sloppy qualification. Sales dialing automation allows business development reps to qualify leads up to 8 times faster than manually dialing outbound calls. Sales Dialing Makes it Possible to Engage Leads Faster We utilize sales dialing automation for calling all new leads from trade shows. It is important to us to reach new prospects as quickly as possible following a trade show. We can typically make one attempt to each lead within 1-2 hours from each show we attend. Richard Bruyere, Director of Sales & Business Development Comview Corporation ConnectLeader All rights reserved.

7 REACHING OUT TO MEDIA AND ANALYSTS NEWS ALERT: Enhance PR & Analyst Outreach Campaigns Marketing and Corporate Communications teams need to reach out to reporters and analysts on an ongoing basis. Dialing automation can enhance traditional and social media campaigns allowing marketers to reach more editors and increase the quantity of media placements and favorable media coverage ConnectLeader All rights reserved.

8 IMPROVE CHANNEL PARTNER PERFORMANCE Sales dialing software can be used by channel partners to increase product revenue growth. Since many channel partners are smaller companies with limited resources and staff, sales dialing software can help them promote your products without making huge marketing or technology investments. Marketers can help partners by providing marketing development funds (MDFs), participating on calls, or sharing the cost of technology. Dialing Campaign Ideas Sponsor a sales dialing blitz Promote a vendor event Schedule joint sales appointments ConnectLeader All rights reserved.

9 PARTNER SUCCESS STORIES Envision Technology Advisors increases MDF by 30% Watch Video Testimonial Envision Technology Advisors offers best-in-class technology services for businesses and organizations of all sizes. They know technology and understand the value technology can provide a business when properly implemented. Envision provides data visualization and storage services so they resell equipment from Dell, Cisco, VMWare and others. Envision was able to receive a 30% increase in MDF from Dell because they were able to spell out a structured process using ConnectLeader. Dell is one of our key partners, explains Knapp. The company you re working with wants to know you re spending money the right way. Our MDF with Dell increased 30% because of ConnectLeader sales dialing solutions. This happened because I went to them and said I want marketing funds. They said what are you going to use it for and I was able to point to a definitive and meaningful process that they were excited about. Very excited. Knapp also credits ConnectLeader with a major increase in his inside sales productivity. His team was able to use ConnectLeader as the centerpiece for creating a structured selling process. You can put a rep on the phone and have them dial 100 people, they re going to spend a day getting that done, said Knapp. Or you can put that same rep on the phone and have ConnectLeader dial that same 100 people and get it all done in an hour. I m picking up an 8-to-1 efficiency gain. Todd Knapp, CEO, Envision Technology Advisors ConnectLeader All rights reserved.

10 WHAT IS SALES DIALING SOFTWARE Dialing automation solutions generate more sales conversations in less time Everyday, B2B sales and marketing leaders use ConnectLeader dialing solutions to generate more revenue, improve sales productivity, and qualify more leads in less time. Sales dialing software allows the individual sales or marketing rep to greatly increase the number of dials they make. Unlike software solutions designed for call centers, the rep selects the list, views the history, controls when they dial, and records the voice messages ConnectLeader All rights reserved.

11 ABOUT CONNECTLEADER THE CONNECTLEADER SALES DIALING PLATFORM CLICK DIALER Click-to-Call Software PERSONAL DIALER Sales Dialing Software TEAM DIALER Live Conversation Automation Flexible Dialing Solution Native to Salesforce* Pre-Record Voice Messages Boost Productivity by 30% Click Dialer integrates with Salesforce Enterprise and Unlimited Versions. List-Based Dialing Local Caller IDs Call Monitoring & Recording Boost Sales Productivity by 2X Our Human Agents Dial Your Team Sells Boosts Sales Productivity by 8X ConnectLeader, Click Dialer, Personal Dialer, and Team Dialer are trademarks of ConnectLeader, LLC ConnectLeader All rights reserved.

12 RESOURCES Industry Reports 2015 State of Sales Report, Salesforce.com SDR Metrics & Compensation Report, The Bridge Group Infographics B2B Sales Benchmark Research Finds Some Pipeline Surprises [INFOGRAPHIC], Salesforce.com Blogs How to make the most of your leads, SellingPower How Marketing Can Accelerate the Sales Process, SellingPower Videos ConnectLeader Customer Success, Envision Technology Advisors Introduction to the ConnectLeader Sales Dialing Platform ConnectLeader All rights reserved.