Tag Archives: sales dialing

Do: Speed Dials… Don’t: Speed Talk

by: Patrick Morrissey, Sales Manager, ConnectLeader

I’m sure many of us have unsuspectingly picked up the phone only to be ambushed by a fast-talking sales pitch. Despite making our best effort to extend professional courtesy, we simply don’t have time to listen to a sales pitch most of the time. The result is that we will typically do our best to end the call as quickly as possible so we can get back to work. Whether we are “in a meeting,” “late for our next meeting” or we simply choose to hang up, we will rarely feel any guilt about our narrow escape. We need to get back to work and the person on the other end of the line does not seem concerned about our time. So why should we feel any guilt about ending the call? Otherwise, we are stuck on the call waiting until the salesperson unwinds, often making a sales pitch that has nothing to do with us, our problems or our role within the company. Continue reading

Sales Acceleration Dialing Solutions Help Acquire New Customers

StateofSalesforce_borderSalesforce.com recently published a State of Sales Report for 2015. They surveyed 2300 sales executives who indicated their top 3 sales objectives are to acquire new customers, grow value of existing customers and create deeper customer relationships. Sales dialing automation tools are designed to help companies generate new revenue by increasing sales productivity.

The sales executive’s primary job is to generate new revenue and acquire new customers. Revenue growth is typically related to increased spending in the form of hiring new reps, expanding marketing expenditures or increase sales productivity through coaching, training, and investing in better technology.

Sales acceleration dialing solutions increase revenue growth and decrease the dependence on hiring new reps.

Sales acceleration dialing solutions help inside sales reps make more calls and have more conversations in less time. These solutions typically lead to productivity increases ranging from 30% to 800%. So how can these tools help sales executives meet their top 3 objectives?

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 Sales reps selling to businesses need to identify and speak with potential buyers. Sales reps often make the mistake thinking they can influence the buying decision solely with email or social media communications. This may be true for highly transactional sales or ecommerce websites, but for B2B sales reps in industries like high technology and business services, a telephone conversation is a necessity to engage and qualify the customer prior to conducting a discovery call or demonstration.  Business sales are often more complex and sales reps need to understand the buyer’s needs in order to recommend the best solutions. For these companies, the telephone is the most cost-effective method for conducting these conversations.

Envision Technology Advisors Increases Sales Productivity by an 8-to-1 factor

Envision Technology Advisors offers best-in-class technology services for businesses and organizations of all sizes. They know technology and understand the value technology can provide a business when properly implemented.

“You can put a rep on the phone and have them dial 100 people, they’re going to spend a day getting that done, said Knapp. “Or you can put that same rep on the phone and have ConnectLeader dial that same 100 people and get it all done in an hour. I’m picking up an 8-to-1 efficiency gain.”

Todd Knapp, CEO, Envision Technology Advisors

12 BAD HABITS THAT DESTROY INSIDE SALES PRODUCTIVITY

ConnectLeader® Becomes Oracle PartnerNetwork Gold Level Partner

[fusion_text]ConnectLeader, developer of Personal Dialer® and Team Dialer® sales dialing solutions, today announced it has achieved Gold Partner status in Oracle PartnerNetwork (OPN). By attaining Gold Level membership, Oracle has recognized ConnectLeader for its commitment to establish Oracle related knowledge in delivering sales dialing technology and solutions, and for uniquely addressing the challenges of joint customers.

Attaining Gold Level status in OPN will allow ConnectLeader to expand their business and provide a high level of support to users of Oracle CRM On Demand.

The ConnectLeader Sales Dialing Platform can enable Oracle CRM On Demand users to increase their outbound calling productivity by achieving more live conversations with prospective customers in less time. Users can create custom views within Oracle CRM On Demand and upload them directly into ConnectLeader. The ConnectLeader Personal Dialer solution automates the dialing process, allows sales reps to deliver pre-recorded voicemail messages, record activities, schedule follow ups, and connects calling and activity data with Oracle CRM On Demand. The Team Dialer solution extends the software by providing a team of human dialing agents to perform the non-productive dialing and call navigation tasks.

ConnectLeader is excited about its Gold Partner status in OPN. This recognition validates our commitment to work cohesively with Oracle CRM On Demand,” stated Senraj Soundar, CEO/CTO of ConnectLeader. “Companies like Denovo, a full service application and technology consulting firm, can benefit from ConnectLeader achieving Gold Partner status in the Oracle PartnerNetwork.”

“A great benefit to ConnectLeader is the ability to demonstrate our commitment to support Oracle users,” said Mark Lynch, Director of Business Development at ConnectLeader. “It is a real honor to achieve Gold Level status and contribute to the OPN community.”


View the Connectleader listing on the Oracle Cloud Marketplace.

 

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With its Gold status, ConnectLeader receives the benefit of being able to start developing specializations that will allow them to grow their business, increase their expertise, reach higher levels of customer retention, and create differentiation in the marketplace. Gold members also become eligible to resell all Oracle Technology products and can apply to resell Oracle Applications and Industry Solutions. In addition, they receive access to Oracle account representatives and My Oracle Support updates for all products, discounts on training, limited free assessment/exam vouchers, reduced rates on the purchase of Oracle licenses for internal use, discounts on advances customer services and more. For more information about the benefits of becoming an OPN Gold level partner, please visit:http://www.oracle.com/us/partnerships/index.htm

About ConnectLeader

The ConnectLeader® Sales Dialing Platform helps B2B sales organizations improve personal and team sales productivity by reducing non-productive calling tasks. We were the first in the market to offer a single dialing platform, provide full visibility into the dialing process, and provide bi-directional synchronization with CRM software.

Personal Dialer® is a state-of-the-art cloud based dialing application that helps sales professionals, business owners, and consultants improve their sales productivity while maintaining control of the calling process.

Team Dialer® is a sales acceleration solution for organizations who wants to accelerate outbound dialing for sales prospecting, business development, and lead qualifying purposes. Team Dialer accelerate the sales process by reducing non-productive calling tasks and integrating with sales automation systems. The Team Dialer solution combines state-of-the-art cloud-based software technology with a team of human dialing agents who perform non-productive calling activities like navigating phone trees, gatekeepers, and leaving pre-recorded voice mail messages. www.connectleader.com

ConnectLeader, Team Dialer, and Personal Dialer are trademarks of ConnectLeader LLC.

About Oracle PartnerNetwork

Oracle PartnerNetwork (OPN) Specialized is the latest version of Oracle’s partner program that provides partners with tools to better develop, sell and implement Oracle solutions. OPN Specialized offers resources to train and support specialized knowledge of Oracle products and solutions and has evolved to recognize Oracle’s growing product portfolio, partner base and business opportunity. Key to the latest enhancements to OPN is the ability for partners to differentiate through Specializations. Specializations are achieved through competency development, business results, expertise and proven success. To find out more visit http://www.oracle.com/partners.

Oracle and Java are registered trademarks of Oracle and/or its affiliates.

About Denovo

Denovo is a full service application and technology consulting firm committed to making clients operationally stronger. Through the success of providing innovative solutions to our clients Denovo expanded its technology and business solutions to include Outsourcing and Cloud Computing. We combine world-class enterprise system implementation, integration and cloud services expertise with a deep understanding of business processes and industry best practices to build better business solutions. We have a strong heritage in tier one enterprise and third party software implementations. Our team of over 120 highly experienced Oracle / JD Edwards consultants and industry leading Process Before Technology™ methodology provide a proven, cost-effective combination to deliver solutions that drive better business results. www.denovo-us.com

Trademarks

Oracle and Java are registered trademarks of Oracle and/or its affiliates

 

All brand names and product names are trademarks or registered trademarks of their respective companies.

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Key Sales Tips for Sales Hackers

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The recent SalesHacker Conference in San Francisco. This is literally a start-up conference company pulling together some of the hottest sales and marketing talent in the sales software productivity space. After listening to 12 presentations over an 8 hour period, my head was literally spinning (that was before happy hour!). Thanks to one of the sponsors PipelineDeals, the conference sessions are summarized on the Saleshacker.comwebsite. Here are some of my insights and sales tips on this information packed day.

The Give and Get Spreadsheet (John Barrows, Sales Trainer to the Tech Sales Stars) @JohnMBarrows

John did a great job of kicking off the proceedings. He spoke about negotiations and the “art” of gives and gets. The concept of beating someone in a negotiation is an outdated concept. As a salesperson in today’s interconnected world, you need to understand that every deal you make or blow up may impact your next deal or even your entire career. Developing a reputation as a hard-nosed negotiator is okay as long as your opponent (now your customer) is still standing. John discusses the need to develop a process for creating a balanced negotiation where both parties feel they are receiving a fair value. His simple, but effective spreadsheet helps manage this process.


7 Deadly Sins That Startups Make & How To Avoid Them

Presented by: Gabu Luna-Ostaseski @gabelunao

 

The following sins directly relate to the sales process:

The All in One Salesperson – One common issue at startups is that their salespeople spend too much time doing things that don’t drive revenue. I encourage startups to focus on figuring out how to make things more efficient, automate, and specialize.

How to Avoid:

  • Segment job roles
  • Delegate or outsource low leverage taks
  • Remove client success from responsibilities

Flying Blind – If you don’t know what should be happening at each point in the sales process, you’re not ready to scale. How are you going to grow your company and reach your goals if you’re flying blind? You need to break down your goals and understand what you need to be doing day-by-day, week-by-week, month-by-month at each point in your sales process in order to be successful.

You don’t necessarily need to manage by revenue in – you should also be managing by specific actions that should be completed. For example, think about the # of bookings that each sales rep should be making each week, each month, each quarter, etc. in order to grow your business to your goal.

How to Avoid:

  • What gets measured gets managed
  • Trending in reporting
  • Identify and manage lead measures

10 Key Rules to Scale Sales

Presented by Kris Duggan, CEO of BetterWorks

 

Again, my favorite sales process related rules:

 

Target your initial customers 

As a general rule, we’ve found that it takes 100 outreaches to get 10 conversations to get 1 deal. Our first 10 customers came from 10 different sources. We obtained customers from email, LinkedIn, conferences, referrals, and social. I had to go out and target customers where they were at.

One key learning that I have had at Betterworks is that your CEO has to do your sales early on. Don’t rely on a hired gun to get your first 10 sales. As you start to scale and gain some repeatability, you can start to bring in more salespeople.

Scaling requires outbound sales

There is a lot of latent demand out there for better solutions. In order to be successful with outbound sales, you need to tighten up your target market definition. By tightening up your target market, you will be able to develop better personas to contact.

I think of my phone as an ATM. I know that outbound reps can turn 10 numbers into dollars. There is so much opportunity out there.

Remember – with inbound leads, businesses already know that they have a problem and they want to know why they should choose you. With outbound leads, you need to identify that there is an issue and then transition to why you’re the best solution for them.

 

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ConnectLeader Makes 50 Best Sales Management Tools/Software List

[fusion_text]docurated_best50salesproductivityIf you are looking to  improve sales productivity with your inside sales team, then you should take a look at the latest blog from Docurated, a leading provider of content managment solutions. They’ve compiled a helpful collection of sales productivity tools titled 50 Best Sales Management Tools/Software. ConnectLeader was among the list for the first time (# 45). The list featured a number of prominent CRM solutions including Salesforce.com and NetSuite. It also featured a number of less well-known applications that could really help your sales productivity.

Interesting Sales Productivity Solutions


I scanned through the list of solutions and found some pretty cool and new (at least to me) solutions. Let me know what you think of my choices or if there are other apps that you have used and would like to gloat about. Below are a few of my favorites.


WiseStamp Email SignatureWiseStamp-Screen-Shot

Raise your hand if you’re tired of the old basic email signature. WiseStamp is a simple app that allows a company to create a unique brand across the organization. This app also has a lot of horsepower behind it including central signature management, professional templates, and you can even customize legal statements.


 

 DemoChimp Automated Demos

demochimpscreenIf you sales team is like our sales team, they are making lots of live demos every day. However, being able to automate and customize demos is really interesting. DemoChimp allows you to ask your prospects a list of questions which you can use to customize the demo. Then the demo can be shared by the client team. You can check out their own customizable demo on their website.


 

Bunchball Nitro Gamification

NitroScreenShothoopla and other gamification platforms are helping motivate sales teams and increase their sales productivity. What I like about Nitro is their ability to also engage customers, loyalty programs, and channel partners in order to drive revenues. They offer lots of analytics and technology to improve the customer experience.


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