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Author: Robb Young

10 Costly Mistakes Sales Teams Make With Sales Acceleration Technology

There is nothing sweet about a software implementation fail. Just ask The Hershey Company. After multiple mishaps directly related to a new software installation, Hershey failed to deliver $100 million worth of Hershey Kisses during the 1999 Halloween season. When the news hit, the company’s stock slid 8 percent, according to an article in CIO. Scott Santucci, former Forrester analyst, reported that only 20% of companies buying sales acceleration technology have a plan to successfully implement and use these software solutions. The cliché holds true: If you fail to plan, you essentially plan to fail. After 10 years and...

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InsideSales.com Rollouts – August’s cool enhancements

Top enhancements for August include  timers and warnings and duping, oh my. Timers used to track employee login and dialer usage time now stop even if the user forgets to stop them when they log out. This enhancement increases the accuracy our timers used to calculate efficiencies in dialing and total hours worked or not worked. We added a warning in the dialer to save lead. Often times when calling the last lead using the dialer, a user will log out of the dialer or close the browser without saving the changes to the lead.  Now we give the user a friendly reminder to save before exiting thus preventing an accidental loss of data and a frantic call to the supervisor. We also created a time frame option on Duplicate Check. Now when using the duplicate check while posting a lead you can specify the age in which a lead will be marked as a duplicate.  For instance,  if a leads comes in that has a match but the match is older than dirt, the system will allow the new lead in without marking the new lead as a duplicate. There are email, print, and export options for all billing transactions in the Manage Billing page. By adding this enhancement you can now export billing transactions that need to be imported into your accounting software, email the bill to...

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InsideSales.com Rollouts – July’s Sweetness

In July we improved salesforce.com, importing, and the dynamic dialer. Really salesforce.com is a fantastic application, we just improved our AppExchange product. The first upgrade was an warning to our clients of possible errors and downtime they may experience if they change a user password in salesfroce.com or insidesales.com. The second enhancement we made was to the allow the user to view the salesforce.com campaign history in the dialer. We did not forget our clients using the dynamic dialer. Now when building a query in the dialer you can see many more options in the dropdowns you are using to build the query. By expanding the boxes you can more quickly click on the options you are wanting to filter on. Back in the old days (last month) when importing data into a date field the data had to be formatted like yyyy/mm/dd. Now you can use just about any format you want to populate the date field. The date format of “sometime mid- summer 2009” still won’t work. Also, Sunday, February 17, 1974 drops the day so you will have to talk to Rain Man to get the day...

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InsideSales.com Rollouts – The Best of June

In June we put our hands on JabberDog, the Files tab, and your credit card. We added JabberDog calls to the Dialer Usage report for enhanced analysis of voice broadcast calls. Now you can see who the Dog called, how long he barked, and what the results of the said incident were. Added a listen button in the Files tab on recorded calls. Have you ever wanted to hear yourself talk  but had to wait until the next day to do so? Well now the Listen button on recorded calls enables real time download of the file.  Have fun. Auto recharge on dialer minutes set to 2 week average. We now calculate your company’s average usage over two weeks and charge the card that amount. This  helps prevent our clients from running out of minutes and helps us keep our costs down by recuing the number transactions we have to process. We are really trying to put our hands on your card less...

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