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When to Call Back Sales Leads - eBook Review published by Velocify

When_To_Call_Sales_Leads_Promos-3Title:  When to Call Sales Leads

Subtitle: Time-of-Day vs. Call Sequence Approach

Published by/Authors:  Velocify

Gated:  Yes

Download Link   

Length:  9 pages PPT Format

Slma-recommended-187Highlights:  When should a call be returned is an important question and this research of several million calls answers the question.  I won’t spoil the answer entirely, but Velocify authors say the time of the day is less significant than other very important factors.

  • Best and worst times to call is a small percentage.
  • Speed to call is most important
  • They tell you how to more than double the call success rate
  • A call sequence approach is more practical than time of day
  • Great chart on time of day by hour
  • First call attempt chart says it all
  • Surprises in subsequent call attempts
  • How to get a lift in contact rate
  • Tips on implementing the call strategy

SLMA Comments:   Everyone who places a call to prospects and customers’ needs to read this report.  The research is overwhelming in its findings and the consequences for salespeople; think revenue.  

Why It’s Important:

The best time to call inbound leads should be determined by their priority and status, not dictated by a clock on the wall. Waiting to call all leads at the same time every day is virtually impossible and counterproductive.

Velocify

Recommended for: 

  • President
  • CSO
  • Sales Management
  • Sales Managers
  • Sales Operations Management
  • Marketing Management

Download Link

You may also like: 

3.4 Million Lead Research = The Ultimate Contact Strategy for Inside Salespeople - White Paper Velocify

 Velocify Research Pushes Back on Non-Credible Sales Stats: White Paper Review

 This review was conducted independently without the advice or consent of the publisher.    

Note:  If you would like your research or e-book reviewed, you may submit it to: content@salesleadmgmtassn.com.  There is no guarantee it will be reviewed.  You may not be given notice if it is reviewed.  If you would like to submit artwork for the cover of the work along with a copy of the work, you may do so.  Members and non-members, sponsors and non-sponsors are welcomed to submit work for review.  Sponsors are given priority for white paper reviews.

 This blog is supported by the generous sponsorship of  VanillaSoft and Goldmine CRM Software


31 Facts About Sales Leads and Sales Lead Management

Those with a $ dollar sign lead to immediate increases in sales. IStock-533903997

Many of these “facts” are found in SLMA blog entries and in the SLMA Resources-Articles section.  Velocify’s references are from resources-white papers –which they excel at. Many are from Hubspot’s 107 Mind-Blowing Sales Statistics That Will Help You Sell Smarter.  In addition, some are in the books authored by James Obermayer: Managing Sales Leads, Turning Cold Prospects into Hot Customers, and Sales & Marketing 365.  He is also co-author of Managing Sales Leads, How to Turn Every Prospect into a Customer, and Find Lost Revenue

  1. $ 45% of all B2B leads turn into a sale for someone within a year. (Sales Leakage Consulting)
  2. 26% of B2B leads turn into a sale within six months. (Sales Leakage Consulting)
  3. 10-15% of leads turn into a sale for someone within three months. (Sales Leakage Consulting)
  4. $ Follow-up of sales leads by a salesperson is 10-25%.(Sales Leakage Consulting)
  5. A CRM software system is not the sales lead management process. It is a part of the sales and marketing process.  (Sales Lead Management Assn.)
  6. $ Sales lead nurturing programs increase perceived sales lead follow-up and increase sales from 200-300% from sales leads. (Sales Lead Management Assn. and most of the marketing automation software companies)

Continue reading "31 Facts About Sales Leads and Sales Lead Management" »


3.4 Million Lead Research = The Ultimate Contact Strategy for Inside Salespeople - White Paper Velocify

Ucs-3d velocify Slma-recommended-125x125Title:  (The) Ultimate Contact Strategy

Subtitle: How to Use Phone and Email for Contact and Conversion Success – Sales Optimization Study

Published by/Authors:  Velocify

Gated:  Yes

Download Link   

Length:  10 Pages PPT Format


Highlights

  • The study is derived from the data of 3.5 million sales leads
  • The paper reveals that the right volume and frequency of calls and emails yields optimal results
  • The company visited previous research to refresh data and confirm current results and recommendations
  • Study Methodology page 3

Continue reading "3.4 Million Lead Research = The Ultimate Contact Strategy for Inside Salespeople - White Paper Velocify" »


Five Means to Ensure CRM Success: Matt Reid of Velocify - CRMRadio

Five Means to Ensure CRM Success

250-CRMRadio-20160915-reidMatt Reid, vp of marketing for Velocify shares five very specific paths to CRM success.   Matt has knowledge and strong opinions on what works and a background that backs up his views. No one can deny that Velocity is a heavy-weight in the CRM space. The company produces undeniable research on the subject of sales lead management and processing.  The host is Jim Obermayer.

Reid tackles:

  • Buy-in from the organization
  • Getting all leads, not just some into the system
  • Make sure all of the marketing and sales tools work together (big failure point)
  • Prioritize Distribution (not always considered)
  • Reporting is the key insight into sales performance

About Matt Reid

Continue reading "Five Means to Ensure CRM Success: Matt Reid of Velocify - CRMRadio" »


Velocify Research Pushes Back on Non-Credible Sales Stats: White Paper Review

LP-Hero-Sales-Call-Stats
Title:
   Definitive Sales Call Statistics

Published by/Authors:   Velocify

Slma-recommended-187Gated: Yes

Download Link

Length:   11 Pages

Highlights: 

Finally someone has research that is original and doesn’t keep quoting old information and made up stats.  Key findings:

Continue reading "Velocify Research Pushes Back on Non-Credible Sales Stats: White Paper Review" »


Aberdeen White Paper: Best In Class Paths To Shorten The Sales Cycle

Ext Slma-recommended-187Title:  Best In Class Paths To Shorten The Sales Cycle

190Published by:  Aberdeen Group – Peter Ostrow, VP/.Research Group Director, Customer Management, Sales Effectiveness   peter.ostrow@aberdeen.com

Download Link

 

Continue reading "Aberdeen White Paper: Best In Class Paths To Shorten The Sales Cycle" »