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.
The sales executive's primary job is to generate new revenue and acquire new customers. Revenue growth is typically related to increased spending in the form of hiring new reps, expanding marketing expenditures or increase sales productivity through coaching, training, and investing in better technology.
Sales acceleration dialing solutions increase revenue growth and decrease the dependence on hiring new reps.
Sales acceleration dialing solutions help inside sales reps make more calls and have more conversations in less time. These solutions typically lead to productivity increases ranging from 30% to 800%. So how can these tools help sales executives meet their top 3 objectives?
Sales reps selling to businesses need to identify and speak with potential buyers. Sales reps often make the mistake thinking they can influence the buying decision solely with email or social media communications. This may be true for highly transactional sales or ecommerce websites, but for B2B sales reps
in industries like high technology and business services, a telephone conversation is a necessity to engage and qualify the customer prior to conducting a discovery call or demonstration. Business sales are often more complex and sales reps need to understand the buyer's needs in order to recommend the best solutions. For these companies, the telephone is the most cost-effective method for conducting these conversations.
Envision Technology Advisors offers best-in-class technology services for businesses and organizations of all sizes. They know technology and understand the value technology can provide a business when properly implemented.
“You can put a rep on the phone and have them dial 100 people, they’re going to spend a day getting that done, said Knapp. "Or you can put that same rep on the phone and have ConnectLeader dial that same 100 people and get it all done in an hour. I’m picking up an 8-to-1 efficiency gain.”
Todd Knapp, CEO, Envision Technology Advisors