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How to Get More Out of Agent Assisted Dialing

Is Your Current Agent Assisted Dialing Working?

As the person responsible for generating qualified sales leads, you’re likely familiar with agent assisted dialing. What you may not know is that the data you feed into your auto assisted dialing programs is far more important than how many auto dialed calls you make. The data you feed your dialing tools impacts how well your system can automatically dial phone numbers.

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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.

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Sales Acceleration Dialing Solutions Help Acquire New Customers

Salesforce.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.

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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.

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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]If 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.

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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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