I get quite a few questions about the value of auto dialing and whether or not it can really increase the productivity of a sales person who works by phone. Most managers who have never tried a form of auto dialing are skeptical, and they should be. There are so many amazing claims in the market built around dialing that it makes it hard to get to the truth. I have seen wild claims: 400% increases promised, triple your sales, never go 10 seconds without a live conversation and so on. Most are just that: claims.  But before we throw out the baby with the bath water, let’s take a look at reasonable claims. Read the rest of this entry »

For too many years I have watched really smart business people who have an Inside Sales team get focused on “dials-per-hour” as they go on a quest for new software.  I expected it back in the ‘80s, but today?  Come on!  It is as though the god of metrics gets into their head and says, “Go forth and dial more, young man.”  It was not about the dials in the ‘80s and it is certainly not about the dials today.  It is about one thing and one thing only: leveraging a sales platform that can deliver the most quality conversations-per-hour with the best qualified prospects.  Last time I checked, no one has ever sold anything dialing the phone.  Read the rest of this entry »