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6 Questions to Ask Your Vendor about TCPA Compliance

The Telephone Consumer Protection Act (TCPA) is changing the way companies dial, and with good reason considering that the number of TCPA cases has increased tenfold in the past decade according to WebRecon with 351 cases in 2010 to 3,267 in 2019.

During a recent webinar, we asked Paul Gipson, Director Marketing Compliance Services at CompliancePoint, for the questions companies need to ask their vendors about TCPA compliance. Read on for his take on what you need to ask your vendors about TCPA compliance.

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What is a Sales Dialer?

What a sales dialer is might sound like an easy enough question at first glance. It’s a piece of technology or device you use to place sales calls, right? Yes, that’s the definition of a sales dialer, but there’s more that goes into it than that. Before you choose a sales dialing vendor, read on to learn about the different types of sales dialers and why those distinctions are so important.

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TCPA Compliance and What It Means for Sales Dialing

Have you heard about the Telephone Consumer Protection Act (TCPA) of 1991? If you’re in sales, and calling customers through power dialers, you could be non-compliant and subject to millions of dollars in fines. Yes, millions. Read on to learn what TCPA is, the fines that other companies have received for being non-compliant, and how to ensure your sales dialer is TCPA compliant.

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What is Sales Engagement?

Do you know what the term "sales engagement" means? Many people, even in the sales world, aren’t sure what it means and often confuse it with "sales enablement." Read on to learn the definition of both terms along with tips on how to improve your sales engagement processes.

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Why Make Cold Calls During a Pandemic?

"No one's picking up the phone during COVID-19."

“People aren’t answering numbers they don’t recognize.”

“What kind of idiot makes a cold call during a pandemic?”

Sound familiar? I see these statements every day on LinkedIn and our sales reps hear them every day in conversations with B2B companies. Read on to learn why a pandemic actually IS the right time to make cold calls and create new business opportunities.

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How Sales Reps can Turn Bad Press Into Good Outbound Calls

It was the video seen around the world: a screaming man with a bloodied face was being 
drag ged by the arms down the aisle of a United Express airliner.   The incident in April of 2017 happened because he refused to give up his seat when asked by United officials. The moment caught by passengers on cell phones went viral — was seen by millions — and created an instant worldwide anger. A public relations nightmare! Calls for boycotts of the airlines and to cut-up the airline’s credit cards went out the next day. And this was United’s second PR disaster within weeks. In March, they had caused a worldwide stir by barring two young girls with leggings from boarding a flight.

 Officials at United said that their attire violated the dress code. Cries of sexism echoed around the world. Calls for boycotts followed. How could a company possibly recover and make anything good come out of a travesty such as that?

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8 Facts You Must Know About Agent Assisted Outbound Dialing: It's not the dial, it's the conversation that counts.

Buying the right product with the right license model avoids downstream hassles.

We’re fortunate to live in a time that has technology solutions for nearly everything. Out of soap? There’s an app for that. Need a ride home? There’s an app for that too. Today, technology helps us solve most of our problems, whether they are difficult or mundane.

But if we can send a vehicle to mars, why can’t we reliably get prospects on the phone when outbound dialing? The expectation of having a live conversation with a prospect has changed radically. Here’s why: For decades, the telephone was the single most useful tool for sales. As telephones became a ubiquitous object on every desk, they became mundane and lost their “#1 useful tool” status.

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Sales Dialer Justification: 6 Reasons a Dialer Supercharges SDRs

By Joe Cronin, Sales Manager ConnectLeader

Your company invested in Sales Development Reps (SDRs) because they can reach hard-to-find decision makers sooner and grow the customer base quickly.  This growth is notable because a prospect that is found via outbound calls, is much less competitive than a prospect that has filled out a form looking for similar offerings on other sites.

From a sales position comparison, SDRs are not as costly as other sales individuals to employ, but they are a considerable expense.  If you have SDRs making outbound calls for sales leads, you want them performing outbound dialing very efficiently, but more importantly, you want SDRs to have many sales conversations and to set lots of meetings.

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Inbound Marketing: Content is King & Outbound Marketing: Conversation is a Deity

For the last five years, inbound marketing has been in the limelight because it's aligned with the “Content is King” theory. Operating as part of a CRM system/process, inbound marketing delivers a valuable and steady stream of information to prospects in order to monitor engagement and predict the most opportune time to call.

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Salesforce and Twitter; The Need for a Better CRM Solution

Recently, Salesforce.com’s chief executive officer, Marc Benioff, made a bid to purchase Twitter. In fact, he has been on a shopping spree, snapping up companies such as Demandware for ecommerce and productivity software maker Quip Inc. In the last few years, he’s also purchased a slew of artificial intelligence startups that formed the basis for its new CRM solution, Einstein.

Is Marc onto something? And, why is Twitter, the company that Wall Street has written off, so valuable to a CRM Provider such as Salesforce.com? The simple answer: Knowledge!

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About the ConnectLeader B2B Sales Blog

The ConnectLeader B2B Sales blog is written to share productivity tips, tools, news, and other information relevant to managers and senior executives interested in B2B sales productivity, demand gen, inside sales, sales operations, and business development issues.

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