Telemarketing Software Featured Article

Why Telemarketing Software Matters for Lead Management

July 30, 2013
By Susan J. Campbell - Telemarketing Software Contributing Editor

Selling by telephone – it’s a job that takes the special talent, the one able to spur interest with the customer whether a lead was generated or not. For those in the insurance industry, theirs is a necessary evil. Making connections with the lead is critical – whether the agent is a suave phone salesperson or not. Fortunately, there is telemarketing software that can help.

A recent VanillaSoft blog examined the opportunity in the insurance industry. Insurance agents are expected to multiply as employment is projected to grow 22 percent from 2010 to 2020. This growth is faster than the average growth for all occupations. Sales jobs, for instance, are only projected to grow 13 percent within the same timeframe.

This data was taken from the Occupational Outlook Handbook, published by the United States Department of Labor, and points to the growth opportunities in health and long-term care insurance. As the United States is quickly approaching the arrival of the Affordable Care Act, the need for informed individuals will rapidly escalate. Likewise, as Baby Boomers enter retirement and new customers enter the market, the need for licensed agents will grow.

The challenge for these individuals entering the market, however, will be to identify those leads and turn them into satisfied customers. With the right telemarketing software, hot leads are captured just at the right moment, giving the agent an opening to build the right relationship with the potential customer. To effectively drive lead management, however, the software has to be easy to use.

One VanillaSoft case study highlighted exactly what was needed. A national health insurance distributor was seeking a more user-friendly CRM and lead management solution. The company turned to telemarketing software provider VanillaSoft due to its robust feature set. The biggest benefit for the customer is the increase in productivity. Now, agents can focus on a successful call, instead of trying to identify new leads.

The lead management software offered by VanillaSoft is designed with the telemarketing agent in mind. It’s Web-based, so there’s no software to install or hardware to maintain. E-mail templates and drips are automated, lead tracking and reporting are extensive and lead provider is integrated within the customer’s environment.

The solution can also increase productivity by auto dialing calls and allowing agents to focus on the next best lead to call. Distribution and routing ensure calls get to the right person each time, while the funnel is designed to ensure leads move through the funnel appropriately.

Whether the agent is calling on customers to sell them insurance, solving a problem or connecting them with a service, the point is to deliver value. With the right telemarketing software, that purpose is fulfilled.

Edited by Rachel Ramsey