What is the fuss about direct dial numbers?
Brian Perks
Data Strategist, Cross Channel Marketing and Demand Expert, Product Creator.
My Friend Steve Richard teamed up with ConnectandSell to reveal a metric that no one wants to talk about – The number of calls to get a live connection.
1:22
Let the Gravity of that number sink in and then consider that the average rep makes just 47 calls per day. This means that your sales teams are going to speak with 2 prospects per day. With abysmal realities like these what is a sales team to do? Fortunately the Bridge Group put together this handy graphic to illustrate the 3 things that can help you reach the ideal 1:5 calls:
The BIG PROBLEMS are:
- Lack of direct dials
- The realities of Caller ID
- Failing to use call windows
Steve does a great job of setting the strategic table for calling windows or “golden hours” but what about direct dials? The numbers tell us that they are worth the effort!
Fortunately Circleback not only has direct dial, but mobile as well. I know that the claim has been made before but let me take this a step further to say UNIQUE phone numbers.
CircleBack’s database is generated by more than 3 million users adding 1 million contacts per day and conducting over 1 billion interactions with their contacts per week. These contacts are processed through our patented technology, Shared IQ?, which is developed using passive crowdsourcing theories and artificial intelligence algorithms. The end result is a database of contacts which is continuously cleaned, completed, and updated in real-time.
SVP, Revenue Enablement @ Mediafly | Co-Founder of Vorsight & ExecVision | Sales Expert
10 年Andrea Weber - we've tested using local caller ID (local presence from InsideSales.com) & Direct Lines, but we have not been sophisticated enough to cross test the matrix of one with and one without the other. Good idea for the future. Bottom line is we use both DLs and area-based dialing. The combo is much better than the alternative.
Director of Sales Excellence and Strategy at Microsoft
10 年Brian - Thanks for the article. Steve Richard - Have you found any issues in using a direct line when calling from another area code? This is an area where Inside Sales struggles.
SVP, Revenue Enablement @ Mediafly | Co-Founder of Vorsight & ExecVision | Sales Expert
10 年Brian Perks: we furthered the research on Direct Lines in the lab at Vorsight. It turns out that when calling at the VP level you are 147% more likely to get a meeting when you call the Direct Line. We have thousands of data points to prove it. More stats on this webinar: https://marketing.vorsight.com/science-of-social-selling#.U-68_vldVRY