Here it is live! In Part 1 of this post I mentioned that people don’t believe us when we tell them our Lead-Gen reps can make 300-500 dials a day or 85 dials an hour without burning out.
I just interviewed Travis Turner and asked him several questions about his role here in Lead-Gen.
You need to click into this post to see the video…
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.
I just finished a phone conversation with Trish Bertuzzi, the founder of The Bridge Group, one of the leading Inside Sales Consulting firms in the US.
The topic of our original MIT Study with Dr. James Oldroyd came up and the fact that many people have thrown around a lot of numbers since that research was released.
Trish asked a very poignant statement, “All the immediate response data is very important when a person is wanting you to contact them, but what about when they download a white paper, and probably don’t even want you to call them?”
Her question cuts right to the point.
What is more important, making immediate contact with somebody, or waiting and biding your time to engage them into a later opportunity in hopes of higher chances at a sale?
Let’s say somebody goes to your website, downloads a whitepaper, and you call them minutes or seconds later and they haven’t even had a chance to read it yet. How do they feel? Are they turned off or impressed with your immediate follow through?
Is it worth the dramatic increase in the odds of reaching them (100x) and the significant increase in setting an appointment (21x) for the potential chance of appearing too […]
