Do your sales reps deal with hang ups on almost every cold call they make? Are they complaining that they aren’t setting enough meetings to meet their quotas? Are you wondering what you can do to help them succeed and keep your revenue strong instead of firing them and hiring new reps? Read on to learn the components of a successful sales hook or pitch that makes the difference between a brush-off and getting that meeting.Continue reading
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.Continue reading
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.Continue reading
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.Continue reading
One of the most common counterpoints our sales reps hear from potential customers is “We’re not interested in working at high velocity because we’re strategic and focused on targeted accounts.” This makes me think that the term “high velocity” may be confusing because high velocity goes hand in hand with strategic selling and prospecting. Read on to learn the definition of “high velocity” and why strategic sales managers who are focused on account-based prospecting SHOULD choose high velocity solutions.Continue reading
During this COVID-19 pandemic, you’re probably wondering how you could possibly sell anything right now. And you’re right to be thinking about that, because the answer is that you shouldn’t be selling. Not even remotely—at least not the way you’re used to selling. Read on to learn why I’m not telling you to quit sales. Instead, this is the time to embrace what’s going on and make your selling practices human.Continue reading
Think you know how our customers feel about ConnectLeader? Customer reviews are the best way to find that out, and the ones on G2 provide unbiased reviews from B2B salespeople who use ConnectLeader on a daily basis. Read on to learn how we fared in the G2 Spring 2020 reports.Continue reading
With the Coronavirus (COVID-19) pandemic, we are certainly finding ourselves in challenging times. This pandemic is changing the world of business, with companies having to close their physical offices and move to remote work—as we’re doing here at ConnectLeader—or in the case of retail businesses, close their doors until the situation improves.Continue reading
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.Continue reading