![]() They end up talking to anywhere from 8 to 12 people within 60 minutes instead of waiting all day to talk to three to four people. ![]() As a result, the sales rep gets to talk to a lot of people. ![]() That’s how the prospect experience will look like. The prospect thinks the sales rep made the call. When one of those calls is successful, the calling agent hands over the call quickly to the sales rep. Those four are being dialed or contacted right now. For example, if you have 200 records in your screen, four might light up at any given time. While they make that call, the sales rep gets to watch what is going on. You simply tell the system, “I want to make calls to numbers on this list.” The system assigns each record to different calling agents sitting in a call center. Technology facilitates this entire process seamlessly. Sramana Mitra: It’s still a person who’s doing that calling, right? We wanted to delegate all that to some other low cost resources. We designed a calling system where the sales representative can delegate that non-productive task, which is basically dialing the phone number and then navigating the phone call through the phone tree, talking to the gatekeeper, and things like that. We wanted to have the sales rep delegate the non-productive time to some other resource outside of their desk. Only 10% of that phone effort yields a conversation. If you do the math, about 90% of the phone time is all wasted time for the sales rep. The challenge is that it takes about 20 plus phone calls to get one person live on the phone. Senraj Soundar: A good sales representative working hard typically makes 60 to 80 dials on average, but he could talk to only three to four decision makers or prospects. This is a crucial step toward improving the bottom line of a business.Sramana Mitra: What was the product? Can you talk a bit more about what was the product that you took that long to build? Koncert’s feature-rich and robust platform makes sales reps more efficient. It helps businesses to make calls through the right caller IDs based on prospects’ locations and monitor their usage to avoid any possibility of getting marked as spam. ![]() No matter what the sales role or workflow, there is a Koncert report that provides data about it – and it can be accessed within Salesforce for managers to easily see how their sales teams are doing.Īnother critical aspect of the Koncert platform is the Caller-ID management functionality. With 10+ years experience, Koncert offers more dashboards and reports than any other dialing technology in the industry. Using Koncert’s Cadence software, which is included with every Dialer platform, salespeople can stay in control of next steps in their communication with prospects, from email to video to follow up calls. “One-hour’s worth of work in our platform is equal to two business days,” adds Soundar. Salespeople do not need to engage in non-productive tasks like listening to phone trees or talking to operators as a result, they will have lot more conversations, set meetings, arrange for product demos – and sell. To streamline the calling process, Koncert offers five different dialers, including Click Dialer, a click-to-call app with local caller id, call recording, and auto voice messaging Flow Dialer, a list-based power dialer Agent-Assisted Dialer, with human agents navigating phone trees, getting past gatekeepers and transferring to sales reps when the right person answers a call and AI Parallel Dialer and AI Flow Dialer, using the power of AI technology to recognize and connect live answered calls, and deliver pre-recorded voicemails when voicemail is detected. Sending mass emails is rarely an option given the restrictions put into place by the email service providers. That’s more than two dozen phone calls made for every answered by a live prospect. In fact, the average call to connect rate for outbound sales calling runs 25-1. Koncert realizes that salespeople, on average, make 40-60 phone calls per day, but realistically they can only connect to two or three decision-makers from their target list.
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