HELP YOUR SALES REPS CONNECT WITH MORE PROSPECTS IN A DAY

Transcription

1 HELP YOUR SALES REPS CONNECT WITH MORE PROSPECTS IN A DAY

2 HELP YOUR SALES REPS CONNECT WITH MORE PROSPECTS IN A DAY Executive Summary Outbound calling is recognized as one of the most important tasks inside sales reps need to perform. As a B2B sales manager, you are always pressing your sales team to increase productivity, increase lead generation activities and close more deals. Unfortunately, using outbound calling to generate and qualify leads is a difficult and often dreaded part of an inside sales reps job. Many reps get bogged down by the drudgery of making dozens of dials a day in order to speak with just a few live prospects. Outbound calling automation products such as auto dialing software and Live Conversation Automation (LCA) solutions can accelerate the sales process by reducing or eliminating non-productive calling time. Page 2

3 DOES YOUR SALES TEAM NEED AN ENERGY BOOST? 5 reasons Sales Reps do not like prospecting calls Non-productive calling time Navigating voice mail systems Dealing with gatekeepers Leaving voice mail messages Too few live conversations You know the drill, your boss wants to increase lead generation and sales goals. You have a great product to sell, great customer service reps, and an outstanding marketing program. Unfortunately, your best sales representatives are getting burnt out from making hundreds of unproductive dials a week. How can you effectively energize your sales team and boost productivity? Reduce Non-Productive Calling Time One way to energize your sales team is to reduce the amount of time your sales reps spend on non-productive calling tasks. These tasks include manually dialing calls, navigating phone trees, dealing with gatekeepers, and leaving voice mails. The process of using social media to research prospects prior to making calls is a popular new methodology. Unfortunately, some sales reps can spend excessive time doing internet research which takes away from the prospecting time. Page 3

4 Solution 1: Auto Dialing Software Auto Dialing Software Software automatically dials phone numbers from a CRM dialing list. Sales rep controls process and leaves voice mail messages Auto dialing software eliminates the need to manually dial calls. The process is simple as most auto dialers integrate with Salesforce.com and other CRM systems. Sales reps simply select a calling list from their CRM, launch the auto dialing software and begin the dialing process. For most applications, the sales rep can follow the auto dialing process and step in to negotiate a voice mail tree or speak to a gatekeeper. Many sales reps can increase their production 30 to 40% with these applications. Auto dialing software works best when a sales rep has a relatively small calling list and the sales rep either has direct phone numbers or can effectively navigate the voice mail systems. Page 4

5 How Auto Dialing Software Works Page 5

6 Solution 2: Live Conversation Automation For B2B sales managers that are looking for new ways to increase productivity and energize their sales team, Live Conversation Automation (LCA) is a solution that can dramatically improve productivity and improve the outbound calling process. Live Conversation Automation Live calling agents handle the non-productive calling tasks freeing up the sales rep to speak with the prospect. Live Conversation Automation (LCA) delegates the non-productive outbound calling activities to human agents and seamlessly transfers live conversations to the sales representative. LCA eliminates the non-productive elements of outbound calling by delegating those tasks to a team of trained calling agents. The live agents navigate voic trees, speak with receptionists and leave voic messages pre-recorded by the sales rep. When a live person is reached, the dialing agents perform a hot transfer via the LCA platform which instantly hands off the call to the sales representative. The calling agents do not speak with the sales prospect and the call is instantly handed off to the sales rep. Page 6

7 How Live Conversation Automation Works Live Conversation Automation (LCA) actually gives me back part of my day by taking care of the heavy lifting, Del Harris Sales Executive Liaison Technologies Page 7

8 The Results: A Day s Worth of Calls Made In Just One Hour Live Conversation Automation seemed a great way to leverage technology in order to enhance our one telemarketer s calls. Most importantly, we were able to multiply them so the rep is making more calls to a lot more prospects. Chad Davis V.P. Of Marketing FMSI The results speak for themselves. Live dialing teams can dial 150 to 250 calls per hour. Depending on the type of call and the sales process, sales reps can speak with 8 to 12 prospects per hour. The reps don t have to waste time on non productive tasks and they can see results faster. Instead, the sales reps can focus on selling their high value products or services and close deals. As a sales manager, you can schedule concentrated prospecting time for your sales reps allowing you to more easily monitor the calls, improving your insight into the sales process, and understand how well your sales reps are performing. In fact, many sales managers like using Live Conversation Automation sessions to train new sales reps since the reps can listen to many more conversations in a short period of time. Page 8

9 About ConnectLeader ConnectLeader has been designed and developed by a team of experienced business and technical professionals who come from an extensive background in developing Customer Relationship Management (CRM) systems, Sales Automation, and Learning Management Systems (LMS). In addition to developing this breakthrough technology, the ConnectLeader team has many years of experience in building and operating state of the art call centers. We employ exclusively highly trained professionals to work in our call centers for delivering services associated with the ConnectLeader solution. Our calling automation solutions have been developed to improve the productivity of B2B sales teams in high technology, recruiting, and lead generation businesses. Team Dialer is a Live Conversation Automation (LCA) solution that empowers sales reps to accomplish an entire days worth of live conversations in only 1 hour. ConnectLeader s highly trained professionals make the dials, navigate the calls to reach decision makers, then ConnectLeader cloud-based technology seamlessly hands-off the call to the sales rep as a decision maker picks up the phone.the Personal Dialer auto dialer solution helps improve sales productivity and shorten sales cycle. ConnectLeader 2 Keewaydin Drive, Suite 101 Salem, NH Phone (603) Toll-Free (800) Contact ConnectLeader to schedule a demonstration