Telemarketing Software Featured Article

Telemarketing Software can Improve Outcome of Sales Calls

September 05, 2012
By Susan J. Campbell - Telemarketing Software Contributing Editor


When it comes to increasing call center sales, it isn’t simply about increasing volume. Dialing more numbers may improve the odds of making a connection, but that in itself is not an effective strategy to drive revenue. Just as there are many parts of the body that serve important functions – how could the body see without the eye or walk without the feet? Similarly, it requires all the right parts working together in unison to improve sales numbers by phone.


Managers may push for more calls to be made each shift with telemarketing software because it’s one of the few proven ways to increase sales. Investing in equipment that dials multiple lines simultaneously improves the probably of leads and appointments, and certainly, improving dials-per-hour and increasing efficiency is a part of that mix, according to this VanillaSoft blog.

However, companies shouldn’t solely rely on that strategy alone. What about the customer on the other end? They aren’t just a number, and they don’t want to be treated like one. More important than the quantity of calls is the quality of each customer interaction, and that’s where telemarketing software can help.

The right telemarketing software can give your agents key insight into customer background, buying behavior, and trends that help them create a genuine two-way dialogue. Of course, other components such as having a quality product, good lead list, and motivated agents are also critical to creating an engaging conversation. Each of these parts is like an essential part of the body that when properly coordinated, can propel itself forward.

Throughout this process, quality communication has to be the end goal. One feature that many company executives integrate with their telemarketing software package is the progressive auto dialer. Such programs help increase call output, while ensuring there is a live person on the other end when your customers pick up the phone.

We’ve all experienced the annoyance of answering a call only to be greeted by the familiar silence of a machine as it transfers us to real individual. That dreaded pause is a surefire signal that you’re being contacted by a telemarketer and provides just the right amount of time for recipients to hang up.

While this experience is understandably frustrating for customers, consider your sales representatives on the other end – aren’t they doomed from the beginning? Without the right tools and telemarketing software, quite possibly – yes. Remember that a greater number of calls is not synonymous with better results. Automatic dialers can improve your chances of a connection, but it’s what you do with that connection that counts. A careful consideration of all the elements involved in your specific line of business will prove helpful when deciding on which telemarketing software and equipment is best. 

Want to learn more about the latest in communications and technology? Then be sure to attend ITEXPO West 2012, taking place Oct. 2-5, in Austin, TX.  Stay in touch with everything happening at ITEXPO (News - Alert). Follow us on Twitter.




Edited by Brooke Neuman



Article comments powered by Disqus

Home

Featured Whitepapers


  Mastering the Lead Management Process for Inside Sales
Managing leads is one of the largest expenses and most perplexing pains experienced by inside sales teams, and only a few companies ...
  Dynamic Inside Sales Scripting: Be Prepared to Go with the Flow
While it's clear that successful and productive sales calls are the goal of all inside sales teams, believe it or not, many do not have a dynamic script to handle different call scenarios ...
  Sales & Marketing Alignment: Bringing the Pieces Together
As business professionals, we are always looking for that next big thing. The thing that drives business, increases revenue, decreases operating expense, simplifies the process, and works more efficiently ...

Featured Case Studies


  Colt Powertrain
Colt Powertrain is a one-stop source for engines, transmissions and transfer ...
  The SALT Group
The SALT Group provides its clients with the most efficient and accurate Expense Reduction Reviews available ...
  Millikin University
Millikin University is a private, four-year university, with traditional undergraduate programs in arts and sciences, business, fine arts ...