North American Companies Spend $12.8 Billion on Sales Acceleration Technology

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…This is what new research shows anyway, and it’s true.  At ConnectAndSell, we’re seeing 80% year-over-year growth ourselves.

And this is for good reason!  Sales Acceleration technology doesn’t just accelerate your sales results – it skyrockets them.  If you want the specifics, read the post I wrote recently about how much your sales can grow using agent-assisted dialing.

I can’t give you specifics on what other technologies are doing, but agent-assisted dialing takes many of the painful, time-consuming barriers out of the process, so you can focus exclusively on talking, building relationships, and closing more sales.

No more manual dialing.  You don’t have to sit and navigate your way through an IVR.  Forget about talking to secretaries, leaving voice mails, and then figuring out when to follow up next.

Oh yeah, and remember the 22 dials to get 1 conversation ratio?  That gets blown away with agent-assisted dialing.  You literally just have conversations with people, and because most of the groundwork’s already been done for you, you have more positive conversations.  Just talk, and sell – that’s it!

Don’t Confuse CRM Software with Sales Acceleration!

An article at Forbes makes this clear and profound point.  Companies using CRM software got 17% in additional revenue.  That’s a nice boost, but sales acceleration technology increases your profits much more than that (see our own example at the beginning of this post).

To a small extent CRM software does help accelerate your sales.  But, the real point of CRM is to organize your sales process, not accelerate it.

It doesn’t get you in direct contact with the decision maker.  If you used a CRM, you would know who you contacted, when, and how, but you wouldn’t be able to instantly bypass the secretary and IVR.

CRM helps, but it’s really the beginning point of sales acceleration.  These eye-popping statistics will help you understand what sales acceleration REALLY is:

  • CAS  reps get 562 dials per day done through agent-assisted dialing.  If you do it manually, what do you get, 40-60, depending on the day?
  • Out of those 40-60 phone calls, you usually have something like 2-3 conversations, right?  CAS reps and customers have a conversation about every 2-3 minutes.
  • My sales team at CAS dialed more customers in 3 days than my entire company dialed in  Q3 of 2013.
  • You can get up to 100 conversations per week per rep, and book an additional $1 million in sales annually.

That’s what sales acceleration is all about – almost incredible numbers that you couldn’t even come close to achieving manually!

$12.8 billion?  That number might be small compared to what could happen in the future…

Is There Such a Thing as Warm Calling?

Cold Calls

In sales, you’re used to making cold-calls all the time.

You know how the drill goes.  You get a list.  Then, you login into your CRM.  You make 20, 40, or 60 phone calls that day, depending on how fast you get through the IVRs, gatekeepers, and the rest of the phone tree.

Then, you have maybe 1-2 brief conversations.

Any decent salesperson will tell you that if you have a warm connection to the prospect, you’re much more likely to schedule an appointment with them and the other decision makers.  And you also have a much better chance of making the sale later on down the line.

You can go through that entire process of making phone calls and navigating massive phone trees all day and still not have a decent chance at getting the deal…

How frustrating!  And is that really the best use of your time?

You’re Either Making a Cold Call or Hot Call…There’s Nothing in Between

If you make a phone call, talk with a prospect, and they ask you to call back in a month, that’s an example of a warm connection.  And it does no good – the prospect still barely even knows you!

In fact, over that 30-day period, they might even totally forget who you are.  There’s a good chance you won’t even talk to them again in 30 days.

Even though you’ve had prior contact, that’s a cold call, not a warm one.

Now, an example of a hot phone call would be following up with someone you met at an industry event who asked you to make the call.  Something about what you said or did really impressed them, so they’re going to be eager to speak to you.

But think of all the effort involved in going to a conference.  You have to pay the fees, fly or drive a long distance, maybe even stay a few days, and then it’s all up to chance as to who you meet and talk to from there!

It can be kind of a boom-or-bust method of developing more business.

Sales Acceleration Technology Produces Dramatically Better Results…

Sales acceleration is actually far different than using a CRM, which simply organizes the sales process.  Cold calls are still made, but the process is streamlined incredibly.

With ConnectAndSell, for example, agents do all of the boring dirty work for you.  They navigate the phone trees, enter the right IVR options, talk to the gatekeepers, and get straight to the decision maker.

Then, you get to do only what you like and are good at – talk and sell.

Our top clients have 562 dials made for them per day, and they get up to 100 conversations per week per rep.  That’s about 5-10x more conversations than the industry average.  And think of all the additional referrals you could get inside of companies with so many more contacts – yet another value of ConnectAndSell!

Get a free trial of ConnectAndSell.

It “Hertz”!

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Standing in line at Sfo airport in line to pick up a Hertz Rental car that I reserved. 15 minutes and still waiting. And tech support was no better.

Reminds me of the days I used to manual dial on the phone without agent assist. What a serious waste of time!

The difference? At least I’ll be through this line in 20-30 minutes! With manual dialing it takes an average of one hour for a rep to reach someone!

ConnectAndSell agent assisted dialing takes 2-5 minutes!

If your dialing Hertz like my delay at the airport today, check us out at http://www.connectandsell.com!

An average DAY using ConnectAndSell is like an average MONTH elsewhere!


ImageAfter attending the AA-ISP 6th annual Leadership Summit this week in Chicago, I heard from a lot of people constrained by the epidemic of manual dialing methods.

In almost all of the sessions, “Social Selling” was brought up as THE way to grow your pipeline and sales.  To some extent, these experts are “right”.  As my sales team says, “Sales has always been a numbers game, the key is to couple Social Selling with Agent Assisted Dialing.”  Just ask Mike O’Neil of www.rockinsidesales.com 

As the VP of Sales & Marketing, if you came back after traveling for a week, and found your “NEW GUY” made 577 dials and talked to 22 prospects on a Friday – how would that make you feel!?

 

Welcome to the new way of selling - give us a try!  http://connectandsell.com/freetrialrequest/ 

 

 

Manual vs. Agent Assisted Dialing and Try CAS FREE for 1 Hour at the AA-ISP Leadership Summit Session

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Remember the old way of making sales calls?

You know how it goes…

Get someone’s contact information from your marketing list.

Cross your fingers that it’s a direct line, not the front desk’s number.

Give them a call.  Now you have to wait for the IVR to recite off all your options.

“For sales, press 1.  For a company directory, press 2.  To speak with customer service, press 3…”

Sometimes, you get 6-9 different options.

Then, you hear, “To speak with an operator, press 0.”  Shoot!  You mean you waited through that whole menu just to learn you could have spoken with an operator the whole time?!?!

Aaarrrgghhh!

So you hit 0 and get the operator.  You tell them who you are and why you’re calling, and they’re nice enough to let you through to speak with the company president.

…and then you get the voicemail!

This whole scenario becomes dramatically worse when you call billion-dollar corporations.  Round and round in circles you go, and you’re lucky to come anywhere close to the person you actually want to speak to.

This scenario sounds oh so familiar, doesn’t it?  If you’re like most sales professionals, however, you’ve come to accept it as the way things are done.

You can make about 40 calls on any given day, 50 if you’ve had a smooth day.

And then you continue repeating the process until you get in contact with someone, having just a few conversations each week.

What If You Could have Conversations Every 2-3 Minutes? 

I’m going to turn everything you thought you knew about sales right on its head.

Throw out the old scenario above, and consider what your sales results would look like if you could do the below instead:

You login to a cloud-based SaaS application.  The application integrates with every prominent sales tool available in the market – SalesForce, Microsoft Dynamics…you name it.

The application begins dialing as soon as you login.  And, you still don’t have to navigate gatekeepers, IVRs, or any other obstacles.

Instead, highly trained virtual assistants do all this work for you.  When one of your prospects answers, you instantly see their contact information and get injected into the conversation.

During this whole process, agents continue to navigate phone trees and work on setting up the next conversation.

Once you finish the conversation, you enter in the contact information and notes, and then this information gets shared with your favorite CRM.

After you complete your session, you get a report showing all the connections you made that day so you can refine your performance.

All you did the whole time was have conversations.

This is What ConnectAndSell Does! 

With CAS, our customers:

  • Talk to a prospect every 2-3 minutes
  • Have 6-8 times more conversations than non-customers
  • Get $1 million in additional annual sales per rep (applies for the top 25 customers)
  • Increase staff productivity 5-8 times
  • Get 100 conversations per week per rep

Our own internal sales team of 12 averages 82 conversations with prospects every week.

If you want to try ConnectAndSell for FREE for 1 hour, visit us at our booth on day 1 of the AA-ISP Leadership Summit on April 8th from 12-1 PM.

But remember, you have to be one of the first 100 to visit us to try it out.

…or if you can’t be at the conference, fill out this form for a FREE trial.

AA-ISP Leadership Summit Session you DON’T WANT TO MISS

STOP BY THE CONNECTANDSELL BOOTH ON TUESDAY NOON – 1PM TO GET YOUR FREE AUTOGRAPHED COPY OF MIKE O’NEIL’S BOOK!  

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On Day 1 of the AA-ISP Leadership Summit in Chicago, IL today (actually the day before day 1), in the Chapter President session, the #1 topic that drove the most attendance the past 12 months for chapter meetings – SOCIAL SELLING!

To add value for the Inside Sales Community this year, ConnectAndSell has donated a FREE LinkedIn Rock Star Book and LinkedIn Score by Mike O’Neil, one of the speakers at this years AA-ISP Summit.  

 

Stop by the ConnectAndSell Booth on Tuesday at Noon – 1pm to get your:

  1. Autographed book by Mike O’Neil, Author, Radio Talk Show host, LINKEDIN ROCK STAR!
  2. Your LinkedIn Page “SCORE” done by Mike O’Neil!
  3. And ConnectAndSell is giving away 100 FREE TRIALS!

The best LinkedIn Profile of the day wins a PRIZE… And you’ll get some actionable tips on how to improve your Profile!

“Push a button, save a man hour”

Push the button!If you are a sales leader and could enable your sales team to “push a button, and save a man hour”, would you? Of course you would!  And “you” do… more than 20% of the A & B round funded companies in America choose to do so every single year.  And as you’ll see below, companies who figure this out empower their Sales Reps to be up to 34X more productive!

Shhhh How is this possible? ANSWER: Agent Assisted dialing.  Until recently, Agent Assisted dialing was a “secret” preserved by some of the fastest growing technology companies like Inside ViewwanDISCOVaronis who leverage this technology to enable their sales teams to feel like they are much bigger than they are. In February, 2014, one of my Sales Reps “pushed the button” 494 times, and the ConnectAndSell SaaS Application with Agent Assist dialed through IVRs and Gatekeepers 30,6622.5 minutes in February (the equivalent of 511 hours).  This Sales Reps “Talk Time” was 17.25 hours in February. Put simply, without an Agent Assisted Dialer, he would have had to invest 511 man hours!  Keep in mind, there were only 160 man hours in all of February!

Key KPIs below (using Agent Assisted Dialing Technology):

  1. 20,579 Dials
  2. 511 man hours delivered by ConnectAndSell Agent Assist
  3. 17.25 hours of talk time by the Sales Rep
  4. 184 Positive Conversations
  5. 78% Conversations were held with Director & higher titles

Compared to most sales teams:

  1. 600 Dials (30 calls/day x 20 business days)
  2. 27 man hours
  3. < 1 hour of talk time by the Sales Rep
  4. 10 Positive Conversations
  5. < 20% of Conversations with Director & higher

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