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 […]
Hard Lessons for Twitter, LinkedIn, Facebook, Blogs & Forums
I just was reminded of a valuable lesson yesterday… don’t be a jerk.
There are many ways to be a jerk: budding in to a conversation that was doing fine without you, telling people what you really think, trying to solve someones problem when they just wanted to be heard, going on and on like a know-it-all when someone wanted a simple answer, etc.
This is a lesson that I learned pretty well when it comes to face-to-face communications, and I have trained my ear to listen when I might be on the edge of being a jerk over the phone. But this new world of Twitter, LinkedIn, Facebook, blogs, and forums requires a new level of attention that is focused on the other person. I would say it is listening to the words, or maybe reading-between-the-lines might be better.
The problem is that almost everyone is focussing on their own needs, which probably makes sense. The normal social etiquette applies here, but it requires a new approach. If you are helpful, kind, and caring, things seem to go a lot better.
Have you ever been reading some comments on a blog or a forum when someone asks a question […]
Wow, I wish I had seen this question earlier. (I just read this question again in a LinkedIn Group I’m a part of, the Sales 2.0 group, and couldn’t do it justice as a mere comment!)
Leaving a voicemail is one of the most underutilized of media and one of my favorites.
For years the prevailing wisdom by almost all sales trainers was NOT to leave voice messages. They couldn’t be more wrong. Of course if you don’t make many calls, and don’t leave many voicemails, you won’t get many callbacks. That is probably why they say not to.
Voice messaging is getting better as email is getting more worn out as a marketing and sales media. Email will always have it’s place, but other media like voice messaging, texting, and even fax and direct mail have far more impact. In fact, if you fax the exact same message as an email the fax will out pull the email 7 to 1. Similar to voicemails.
Our internal lead-gen reps make 85 calls an hour and use our technology to leave pre-recorded voicemails in their own voices with the click of a button. They easily make 300 to 350 calls a day and don’t burn […]
