Host Jim Obermayer interviews Genie Parker of Vanilla Soft and David Kreiger of Sales Roads discuss Queue Based Selling and its promises of increased sales productivity. Inside sales positions have grown several hundred percent a year in the past few years (says Selling Power), but is there anything new to manage them and their results. Parker and Kreiger insist that their method of Queue based selling is different, more productive and the users like it better. We'll see.
About Genie ParkerGenie brings more than 30 years of experience in sales and marketing with an emphasis on doing business on the phone. Genie comes with a broad experience reaching into hundreds of industries including technology, manufacturing, non-profits, financial services, and business services.Prior to joining VanillaSoft, Genie Parker co-founded Murray and Associates, a remarkably successful boutique outbound call center. Genie's company consistently delivered sales, qualified leads, appointments, marketing and fund-raising services to businesses from The Fortune 500 to small businesses across the United States for 15 years.PMA gained a reputation in the industry with companies looking to carry out highly productive calling campaigns while ensuring a quality customer experience. Her knowledge of technology and the entire phone sales process gives her the ability to bring the two together to give VanillaSoft customers the tools they want and need.Genie has worked at such companies as L'Oréal, Monet, and 1928 Jewelry and holds a B.S. degree in Marketing from The University of Southern Mississippi.
The Power of Simplicity VanillaSoft is the industry's leading software for Sales by Phone. Our intuitive and easy-to-use inside sales software takes the best of CRM, Lead Management and Telemarketing applications to create the most productive phone sales environment available today. >VanillaSoft's core philosophy and development process is centered around one concept: The Power of Simplicity. It is through this principle that VanillaSoft offers this platform that allows our customers to see increased productivity, higher contact rates, and sales accountability tools like no other.
About David Kreiger
David Kreiger is the Founder and President of SalesRoads, a business-to-business appointment setting, lead generation and sales outsourcing company. He was recently named as one of The Most Influential Leaders in Sales & Lead Management by the SLMA.
David started SalesRoads while attending The Wharton School and received numerous awards for the company while still getting his MBA. He began his career at TradeOut.com, a business-to-business online auction site. David was responsible for creating, managing and growing the inside sales and customer service departments. David has held sales, marketing and training positions at several Fortune 500 companies such as Heinz, Deloitte & Touche and PepsiCo. Prior to going back to business school, David worked in sales and marketing at The Beanstalk Group where he managed the trademark licensing programs for companies such as Ford Motor Company.
David has been featured in Fortune Magazine, The Christian Science Monitor and CNN/Money Magazine. David holds a BA from the University of Pennsylvania and an MBA from The Wharton School.
SalesRoads is the nation's leading B2B Appointment Setting, Lead Generation and Sales Outsourcing provider for start-up, midmarket and enterprise level organizations. Because of our unique approach to demand generation, we understand the intricacies of implementing successful programs for our clients. Since we are on the front lines of communication, we recognize the importance of a quality first impression – this is why our US-based telesales executives are the most experienced in the industry, with an average of 14 years of telesales experience. This skill level provides our clients with the most proficient, distinguished and professional agents in the industry. www.salesroads.com
- Hourly by task
- By the job (bundled)
- By the FTE (bundled)
- PFP/Cost per lead
- Trial Programs
Susan Finch and Jim Obermayer were joined by Trish Bertuzzi, President & Chief Strategist of The Bridge Group, Inc.
The first half of the show covers using Twitter for social selling. If you want to target buyers who are using Twitter and they post occasionally, do they really or is it mainly automated propaganda about companies?Before you attempt to become a thought leader on Twitter and invest the time you need to know:
- Are they buying there.
- How are they using Twitter?
The post, "Twitter for Sales Reps: Big Hat - No Cattle" is about engagement. Twitter is a GREAT tool for listening. But, when you tweet, it's a snapshot - like a lightbulb going off in a room. If no one is in the room, no one sees your flash.
Read the research in the post. Trish summed up that she could get better true engagement through LinkedIn, email, cold calling people. Testing big companies - same results. The question is, do you want to be POPULAR or do you want to be RICH? There are other ways to get people engaged with you that will give you a higher.
She continued with, "Only so many selling hours in a day. Before you assume Twitter will work, do your analysis. It may be only a listening tool for you. We are not really reaching out to people through Twitter with rare exception.
Twitter is a spam cannon when you think about it.If you are not following me, I can't have a one on one conversation with you. But on Linked In, I can send you an inmessage, I can contact you through a shared group. That's the key point. It's not one on one with Twitter."
Spam may be too harsh a word, but perhaps not.
"I even schedule my 5 tweets a day. Unless you are in the room when my scheduled tweet or your scheduled tweet goes out - we will miss each other's messages."
"I have a ball with those 142 characters!"
Most of the blogs I read are because of some mention on Twitter. For me, it's a great news feed. Great place to find and share in other venues. We both find that more people engage thoroughly from LinkedIn and G+ where they read more, watch videos, make comments. Twitter was the opener for those conversations
The second half of the show Jim Obermayer and Trish talked about the increased effectiveness of outbound calling.
Outbound prospecting has improved dramatically - up by 35% Prospects are picking up the phones again. It isn't all about inbound, although inbound IS THE BOMB! Referrals - absolutely the way to go. But if you are like most companies, you'll get 40-60% from inbound. Unless 40-60% of quota is good enough, you need to get on the outbound prospecting path.
You have to have direct dial numbers to be effective. People are actually hiring staff to populate the database before it gets to the caller: name, title, direct number and email. Truly raising the positive results.
Two technologies Trish Bertuzzi is in love with:
- Connect and Sell provides 5-6 conversations per hour for most of her team. For her, 8-11. That's HUGE.
- The other technology she loves is Insidesales.com. Use their dialer technology combined with local presence. For every call you make you show up as a local caller to the number. Aren't you more apt to pick up the phone from an unknown local number?
Jim asked her why it's working better, "I think we're getting better at understanding cadence and telling a story.
It takes 7-8 touches to get someone to respond. Those touches have to be in a fairly short period of time. Success comes from using a variety of mediums: video, email, voicemail. Cadence counts and you need to figure out what your cadence should be.
We've also gotten better at telling story via our touches. These are chapters in your story that you are trying to tell your potential buyer."
There seem to be two basic camps. Jim talked about increased success for one particular company using this approach: Send email, then call 20 minutes later - success rate went up, call back rate went up.
Trish disagrees with this method - not a fan of the double tap. Best for desk-bound targets. Not a great platitude. We could have two companies using the doubletap: great branding and recognition - works better; lesser known companies, doesn't work as well.
Jim asked about the misinterpreted and repeated stats from SiriusDecisions: "59% have already made up their minds..." Trish let SeriusDecisions off the hook. This was misquoted and twisted. "It's like the game telephone, the more accurate quote is that '59% start their research online'."
Listen to the show to hear the full story.
About Trish Bertuzzi:
Over the last two decades, Trish has promoted Inside Sales as a community, profession and engine for revenue growth. In the process, The Bridge Group has worked with over 220 B2B technology clients to build, expand and optimize their inside sales efforts.
By a combination of hard work and timing, Trish and team's research & ideas have been featured on Inc.com, by associations like SLMA & AA-ISP and across more than 68 sites in the sales and marketing blogosphere.