As a vendor that specializes in dialer technology and software for sales teams, we get asked this question a lot—”Why won’t you sell / why are you biased against predictive dialers?”
The honest answer is that we don’t want to be part of the telemarketing crowd that calls you at dinner time and makes you say, “No, I don’t want that!” seven times before they finally hang up.
We want to work with professional inside sales people who happen to sell remotely, not telemarketers. It’s a specific choice we made.
Our biggest source of clients is those who come to us looking for a predictive dialer to call their business to consumer (B2C) leads. The first question we ask them is, “How much are you paying for your leads and can you afford to burn many of them?”
They always say “I pay a lot. And no, of course not – I don’t want to burn them… what do you mean?”
Then we point them to the FCC web pages with legislation against predictive dialers and the high annoyance they have caused over the years that have resulted in laws being passed. We show them that Predictive Dialers annoy and burn as many as 3% of their leads EVERY TIME THEY ARE CALLED. If you multiply that by the 7 to 12 times it takes to call a lead before you make contact, they are probably annoying about 1/3 to 1/2 of their list over time . . . .
Whenever I read a good book, I like to summarize it so I can learn it better and recall it later. I have been asked to make these available. So here are my summary notes of part 1 of an incredible book I recently finished called “Behind the Cloud” by Marc Benioff, the founder of salesforce.com. Scroll to the bottom for links to the rest of the summary of the book – Ken Krogue
Behind the Cloud: the untold story of how Salesforce.com went from idea to billion-dollar company—and revolutionized an industry
Marc Benioff – Chairman & CEO of Salesforce.com and Carlye Adler
Part 1 – The Start-Up Playbook – How to Turn a Simple Idea into a High-Growth Company
Play #1: Allow Yourself Time to Recharge. Don’t be afraid to take time off when you need it.
Marc took three months in Hawaii and two months in India to meet the Dalai Lama, Sri Sri Ravi Shankar, and Mata Amritanandamayi, the “hugging saint” who introduced the idea of giving back to the world while pursuing career ambitions.
Play #2: Have a Big Dream. Pursue it passionately and constantly defend it.
Marc believed in a new way to deliver business of software applications, what is now called […]
