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Tag: Power Dialer

Power Dialer Proves Natural Selection Right

Technology is speeding ahead at a break neck speed and all too often we forget to look behind and see the ground we’ve covered. The dialer is one of those technological advances, and a subtle one that’s been ignored. The...

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Inside Sales Reps: Knowledge is PowerDialer!

You and I have heard, many times, the old adage “Knowledge is Power!” We can’t argue with the truth inherent in this statement. Education is key to personal and financial growth. There are those who, lacking a college education...

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How to Increase Inside Sales Rep Call Volume by 30% with Sales Technology

Izenda, LLC, a new client of InsideSales.com, increased their daily dials by 30 percent in just three weeks. How did they do it? Louie Bernstein, Chief Sales Officer at Izenda, was using the Salesforce.com CRM and Skype as the...

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Why a Sales CRM is Incomplete without an Integrated Dialer

Insides sales is all about communications – by phone, by email, by social media, by fax. Communicate with more prospects, close more sales.  Communicate better with those prospects and the number of closes increases even more....

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What to Look For in a Sales Dialer – One (Very Smart) Man’s Response

Inside sales entrepreneur Ken Krogue recently responded to a comment on his blog, asking what the key principles, or key concepts should be when looking for a dialer system to improve sales performance and productivity.

His response was short, but insightful, so with his permission I’m re-posting it here.

Question: Other than cost, what features are important while using a hosted dialer?

Ken’s Answer:

That’s an interesting question. On the surface the basic concept is the same for all of them–make more calls and make better use of agent time.

The differences really depend on . . . .

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4 Sales Tips for Making Contact and Avoiding “Prospect Badgering”

One of sales reps’ most common questions is, “How many dials does it really take to make contact with a decision-maker, and how do I know when I’ve reached my limit of “pleasant persistence” and am now merely angering the prospect?”

By the numbers, every piece of sales research we’ve ever done indicates that it takes between 6 and 8 call attempts to reach a decision-maker (though this number generally goes down if you’re mixing in other media like email and voice messaging at the same time).

However, our research also shows that most sales reps only make 1.7 call attempts to reach a new prospect (far below the statistical mean to actually make contact), that they overestimate the total number of calls they’ve made (most reps think they’ve made far more call attempts than they really have), and that they rarely combine all three of the major “contactable” media—phone, voice message, and email—to produce the best results . . . .

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Promoting Power Dialer Love (and Predictive Dialer Hate)

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 . . . .

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