boost demand gen with sales dialing automation
TRANSCRIPT
Using Sales Dialing Automation to Boost Demand Gen Conversions
PresenterKen SmithDirector of [email protected]
Summary
Sales dialing automation products are popular with business development and inside sales teams. But dialing solutions can also be effective in boosting the demand gen process.
Learn how companies are using sales dialing automation to:• Promote webinars and trade shows • Qualify leads faster • Speed up customer engagement
State of Demand Gen
Inbound is Here to Stay
Source: State of Inbound Marketing 2014, HubSpot
Fact: Over 80% of companies practice inbound marketing.
Prospecting is still relevant for B2B
Self-sourced leads from sales team is primary lead
source forover 20% of B2B Companies
Source: State of Inbound Marketing 2014, HubSpot
What Some Experts Think
“Marketers in demand generationare more inundated than everwith technology and the pressureto communicate across multiplechannels.”Heidi Bullock, V.P. of Global Demand Generation, Marketo
“COLD CALLINGIS NOT DEAD”
Source: Accelerate Your Sales Performance eBookSalesforce.com
Demand Gen Challenges
Top Demand Gen Challenges
#1 Challenge: Increase Number of Leads#2 Challenge Converting Leads to Customers
Source: State of Inbound Marketing 2014, HubSpot
Demand Gen Process – EmailEmail Pros• Scalable• Easy to send • Easy to track
Email Cons• Easy to Ignore• Low Open Rates• Hard to Engage
Pros• Creates
engagement• Starts path
towards qualification
• Some buyers respond to phone calls faster
Cons• Tedious process• Low connection
rates• Bad Reputation
Manual Telephone Dialing Pros & Cons
Dialing Boosts for Demand Gen
Event Promotion
Hi, This is ConnectLeader. I’m leaving this short message to remind you that ConnectLeader will be hosting a live webinar titled Dialing Up Better Demand Gen Conversions…
Multi-touch Campaigns
Multi-touch campaigns: Uses a planned sequence
of live conversations, automated voice messages,
email messages, and text messages
Qualifying Trade Show Leads
“We utilize sales dialing automation for calling all new leads from Trade Shows. It is important to us to reach new prospects as quickly as possible following a trade show. We can typically make one attempt to each lead within 1-2 hours from each show we attend.”Richard Bruyere, Director of Sales & Business Development, Comview Corporation
Sales Automation Makes it Possible to Engage Leads Faster
Engage with Customers Faster
Henry Schuck, CEO, DiscoverOrg
"Our DiscoverOrg account representatives use the ConnectLeader Team Dialer solution to follow-up with customers. In just one 30 minute dialing session they make 8 to 11 connects."
How Sales Dialing Automation Works
Step 1
Upload List to cloud-based
software
SoftwareDials
Step 2
Step 3Rep. Engages Customer
or Drops Voicemail Message
Rep. Records Activity/Schedules
Follow-up
Updates CRM
Step 4
Step 5
Live Conversation Automation
Sales dialing process plus…A team of human dialing agents makes dials, drop voicemails, engages gatekeepers
Typical Productivity Boost: 8X versus Manual Dialing
125 to 150 dials per hour
8 to 12 Conversations per hour
ConnectLeader Sales Dialing Platform
Team Dialer ®
Live Conversation Automation
Personal Dialer® Power Dialing
Software
Click Dialer™ Click-to-Call for
Salesforce.com
Built-in CRM Integration with:
For Account Managers & Social Selling
For Inside Sales For Business Development
Enterprise Emerging
ConnectLeader Customers
