From The Xant Blog — Dialer

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Dialer Software Forecasts B2B Sales Based on the Weather 0

Phone Dialer Software Company

Photo courtesy of freedigitalphotos.net

Does the weather affect the chance of getting a prospect on the phone?

XANT CEO and Founder Dave Elkington thought it might and decided to test his theory.

XANT is commonly known for its dialer software, PowerDialer, that has helped customers improve contact rates by up to 65 percent, increase call volumes by up to eight times, enhance contact analysis and boost sales team motivation.

Through its service of providing dialer software to thousands of salespeople across the country, XANT has collected and sequenced millions of anonymized profiles and sales transactions.

The answer to Elkington’s question is yes. Weather does impact a salesperson’s chance of getting a prospect on the phone.

Power Dialer Proves Natural Selection Right 0

Technology is speeding ahead at a break neck speed and all too often we forget to look behind and see the ground we’ve covered. The dialer is one of those technological advances, and a subtle one that’s been ignored.

The infamous predictive dialer was one of the early dialers around (and sadly still in use) and went through its own wave of changes. Floppy disks were used, painstakingly so, to contact leads in the early days and with the power of the internet both the leads and dialers found their way online.

But they didn’t stop there.

With the predictive dialer becoming more powerful with the explosive growth of the internet and the companies that sprung from it, the tool was powerful but flawed. A lot of people have had the experience of the dialers that would put the person they called on hold when an agent wasn’t available. Others didn’t keep track of past leads and would call leads and lists multiple times a day (annoying the recipients to say the least!)

5 Ways to Boost Inside Sales Rep Sales Performance 0

You’ve hired the best inside sales reps you could find who passed the interviews with flying colors. Now, how to get these top sellers to excel in your company like they have elsewhere?

When it comes to the sales performance of your inside sales reps, every call made and deal closed is important to the bottom line. How do you increase the results? We can tell you five ways to boost their sales performance:

1. Have an open office. Don’t box your reps in cubicles where they don’t have to look at who they’re competing with! Instead, put your inside sales reps in an open room with their tables facing one another and no barriers to hide behind. Open offices put the pressure on as everyone can see what you’re doing.

Additionally, an open office creates an atmosphere of collaboration. If one sales rep discovers a new technique that really works well, that technique is more likely to be shared with other sales reps. Not only does this drive the bottom line, but it creates a great company culture.

Faxing: A Sales Reps’ Secret Weapon 0

Do young sales reps even remember what a fax machine is? More importantly, do you know how to use one? Well guess what? As a tool, faxing can still be very relevant as a communications channel.

With all the different ways of communication available, people have become more leery of the most common communication practices. We see this now with email and phone calls (gatekeepers have learned to become formidable opponents when it comes to reaching busy decision makers). This reason alone is enough to motivate sales reps to discover what are some of the best, supplemental avenues of getting in contact with the individual they are trying to reach, and sometimes that means thinking outside of the box.

Faxing, in general, out pulls email eight to one. Crazy, isn’t it? Not really when you think about what I learned when I worked at Franklin Covey. Franklin Covey still uses fax as a tool today because it still outpulls email eight to one!

Inside Sales Reps: Knowledge is PowerDialer! 0

You and I have heard, many times, the old adage “Knowledge is Power!” We can’t argue with the truth inherent in this statement. Education is key to personal and financial growth. There are those who, lacking a college education or degree, have earned comfortable livings and even amassed wealth. However, these people also tout ongoing learning of other forms. Knowledge truly is power!

XANT not only believes this to be an irrefutable fact, but has gone so far as to train and certify all employees from day one on the systems they provide. By so doing they have empowered their employees and provided them the knowledge to be more productive.

Did you know that research in certification shows that putting two people through the exact same training and then having only one of them take an exam and certify yields 20% higher productivity by the individual who certified over the individual who didn’t?

The #1 Way to Increase Sales Revenue – Sales Reps Take Note 0

I’m a marketer at www.xant.ai and I’m hijacking the sales blog today. I’m writing on behalf of marketers everywhere, and I’m calling out sales professionals.

The Goal of Inbound Marketers

First, let me say that I like my job and I take it seriously. I strongly feel the need to produce more leads for sales. Here at XANT, we call that “feeding the beast.”

My specific role is to boost the website conversion rate — the percent of website visitors that submit a form and convert into a lead. I work hard to improve website conversion rate by even just a fraction of a percent.

Here’s why small changes in conversion rate are so important, using some quick numbers.