Latest Contact Center Best Practices

Feb 17

4 Reasons Cold Calling Is Still A Modern Sales Prospecting Strategy

Posted by 3CLogic on Feb 17, 2016 1:55:44 PM

Cold calling has always been a classic sales technique, but what keeps it current is it’s ability to adapt and advance. In the past, a sales person would greet a stranger, read from a script, and try to sound charming. Their methods were limited to door-to-door selling and basic phone calls. With the number of door-to-door sales people down from 33,000 people in 2000 to fewer than 7,000 in 2010, one would expect the same thing to happen to cold calling via the telephone, but such a rapid decrease has not been the case. And this is largely due to the fact that new and more advanced technology that has been made available for call centers. Let’s check out 4 advancements that have enabled cold calling to remain a modern sales prospecting strategy.

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Topics: cold calling, sales prospecting

Feb 12

5 Secrets to Smarter and More Successful Sales Prospecting

Posted by Rachel Brink on Feb 12, 2016 9:06:48 AM

It’s no secret that sales prospecting can be a difficult task—in fact, the average sales rep makes 8 dials per hour and prospects for 6.25 hours to set a single appointment, a reality that can quickly demotivate to even the most-qualified and hardest working sales teams. And when one considers the fact that more than half of a sales rep’s time is unknowingly wasted on unproductive prospecting, the problem at hand quickly becomes clear. So how can sales teams work smarter rather than harder with their existing resources to boost the success of their sales campaigns, and increase the odds of a successful close? A few suggestions:

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Topics: contact center software, predictive dialer, outbound sales, sales, cold calling, sales prospecting

Nov 13

Is Cold Calling a Thing of the Past?

Posted by Rachel Brink on Nov 13, 2015 8:38:30 AM

“Cold calling”, or the act of making unsolicited phone calls to consumers in hopes of making a sale, is a widely used marketing tactic that has recently come under immense scrutiny. Cited as “irritating” to those on the receiving end of the call and inefficient for those performing the dialing (only 2% of cold calls lead to a future appointment), many have begun to wonder if outbound calling/telemarketing is a sustainable way to sell and market product and service offerings in today’s consumer-centric society. And with the FCC and FTC cracking down on telemarketing and the use of ATDS devices with increased TCPA regulations, businesses are also fearful of mistakenly crossing legal boundaries, leaving many to wonder whether they should seek out alternative means to connect with their target audience.

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Topics: Inside sales, tcpa, sales, tcpa compliance, cold calling, telemarketing