White Paper Title: Want to Make More Sales, Make More Sales Calls
Published by: VanillaSoft 1 866 763 8826
Locations:
United States
5600 Tennyson Parkway, Suite #365
Plano, TX 75024
Canada
490, boul. Saint-Joseph, Suite #402
Gatineau, QC J8Y 3Y7
Cost: NA
Length: 5 Pages
Click here for a copy of this white paper
Highlights:
- Jam-packed logic for increasing inside sales productivity.
- To increase sales you have to increase sales activity.
- Companies are increasing the number and size of inside sales departments.
- Inside sales departments often fail to reach their potential because the tools and planning are not in place.
- The author discuss ways to keep the inside sales rep focused on the job and not distracted by desktop applications, email, etc.
- Big CRM applications add a layer of desktop distractions, the author says, because these applications are 360 degree account management tools for outside reps and not inside sales organizations.
- The author discusses solutions for inside reps calling outbound:
- Preview Dialing
- Progressive Dialing
- Predictive Dialing
- Murray then makes the case for progressive dialing being the most efficient.
- He discusses how to get faster more efficient calls completed.
- He concludes with discussing five ways to make good on the promise that if you increase sales activities you will increase sales.
- Get rid of desktop distractions
- Use Progressive Dialing
- Use next best call logic
- Implement scripting and response collection
- Complete the above with management monitoring and reporting.
What Matters:
Murray promises a 30% increase in sales productivity if these recommendations are followed.
Key Finding:
This white paper is misnamed. It should be titled: Five Simple Ways to Increase inside Sales Productivity by 30%!
Recommended for: CEO, Presidents, CFO andSales Leaders.
Click here for a copy of this white paper
Author: Ken Murray
Ken Murray was a recognized leader in the field of telephone sales management. Over the course of his career, he built and managed inside sales groups that generate in excess of $1 billion in footing sales on an annual basis, as well as consulted extensively with companies to help them dramatically increase the productivity and profitability of their inside sales groups through simple system and process changes. Ken was a partner in Parker, Murray & Associates, a large outbound marketing service provider, and served on the board of VanillaSoft, a leading provider of software that enables organizations to increase sales and revenues through intelligent use of the telephone. Ken was an alumnus of the Harvard Business School.
Disclaimer: VanillaSoft has not requested or paid for this review. VanillaSoft has been an early and on-going SLMA sponsor. Genie Parker the COO for VanillaSoft is on the SLMA Advisory Board and several executives have been guests on on SLMA Radio.
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This blog is supported by the generous sponsorships of Clickpoint Software, VanillaSoft and Goldmine CRM Software.
