June 21: Ken Krogue, President Inside Sales
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Jim Obermayer signed up for the demo of Inside Sales cloud based sales automation products. Jim was really enthralled with what it does to make a sales force more efficient. "The cost is pennies - it has no bearing on what the sales people can do. They have a set up that you can make your call, update the record with a couple of clicks saving minutes for each call follow up."
Ken talked about their coverage by Forbes on the topic of lead response. They were the first company to blend dialer tools into a CRM. Jim asked Ken to distinguish between Predictive Dialing and Power Dialing.
He explained, "Predictive dialing is: those are the ones that call you at dinner time and have the 'wait for the next representative...' Most annoying.
Power dialing is: designed for high-end professionals. They added predictive abilities into the database to give the salesforce more information. 'We make less calls, but close 3 times as often because of the additional information.'"
Kenneth Krogue joined Sales InsideSales.com in November 2004 and manages marketing, inside sales, channels sales and development. In this role, he is responsible for working with the chairman and chief executive officer to set the vision and strategy for the company as well as overseeing all day-to-day sales and marketing operations. Mr. Krogue brings more than 15 years of experience in sales, development and marketing in both domestic and international markets.
