U.S.G's online collaboration of Successful Sales Champions is provided by Manevil Lewis, Executive Sales Coach.

Daily Sales Call Volume: Should I Use an Auto Dialer?

June 12, 2015

Sales Question:

“I’m an entrepreneur who’s struggling to consistently make the number of outbound sales calls per day that I need to make so I’m considering getting an automatic dialer in which I can have the calls made automatically while I just speak when someone comes on the line. Can you share any thoughts on this?”

Love your question… might not like my answer, but here it goes…

I’ve heard great things about automatic dialers such as InsideSales’ PowerDialer for SalesForce, and what’s great about that tool is you can pre-record your killer sales voicemail messages and simply “drop them” in your prospect’s voicemail while you’re already on to your next sales call.

So getting an automatic dialer may be a sales tool you want to consider.

Regardless if you get an auto-dialer or not, here are TWO things I would DEFINITELY do ASAP:

1) HIRE A QUALIFIER

I would hire a BDR (Business Development Sales Rep) either part-time or full-time. You may want to look for someone with 1 to 3 years inside sales experience or someone who is close to retirement that has a lot of experience but is looking for a low-pressure environment that wants to earn supplemental income.

You don’t necessarily need a closer. YOU are the closer. What you want is someone who will CALL, QUALIFY & SCHEDULE Appointments for you.

As you groom them, they can eventually also do the follow-up calls for you and eventually close deals.

Starting with someone who has 1 to 2 years sales experience will be a win/win… they get a position they can grow in, get additional experience, and you won’t have to worry about paying an obscene salary that would negate you from getting an ROI.

Finding someone with a proven track record that is looking for additional income without having the typical corporate headaches may also be a win/win scenario.

2) EMAIL MARKETING AUTOMATION

You may want to look into an Email Marketing Automation program (I recently found eTrigue and they seem to be a better fit for small businesses compared to marketing automation behemoths such as Marketo or Pardot).

Having a marketing automation tool that manages and sends out your weekly, bi-weekly or monthly newsletters that TRACKS and SCORES the leads will allow you and your new sales rep to know which leads are the hottest ones to call.

Having that system in place will allow you to “cherry pick” the best leads, especially if you decide to stay a one-man show and can’t make the 50 to 60 dials per day.

– Michael Pedone

Michael Pedone is the CEO/FOUNDER of SalesBuzz.com. An online sales training company that shows inside sales teams how to: avoid being rejected by gatekeepers, leave voicemail messages that get callbacks and overcome tough pricing objections. Request a proposal here to have Michael teach your sales team his techniques!


Source: Online Sales Training Now
Daily Sales Call Volume: Should I Use an Auto Dialer?