TMCnews Featured Article

Most phone-based selling operations suffer from a standard slate of issues. If calls are conducted during standard business hours, few people are even home. And after hours may not be much better. Throw in the federal Do Not Call list and that makes contacting potential buyers a constant string of difficulties. ConnectLeader may have something that could help with its new ‘Adaptilytics’ system.

Adaptilytics is a “predictive intelligence engine” that gives companies the ability to better analyze prospecting lists. Taking what's already known about the caller, Adaptilytics can use the outbound prospecting operations to figure out just how likely a call target is to make purchases down the road, as well as the best time to reach that target. ConnectLeader's system turns to several billion data points, and turns these into projections that can shift according to new circumstances.

Information like this makes it more likely that an outgoing call will reach its intended target and a sale will be made. ConnectLeader did some beta testing with the program ahead of its launch, but when it became clear that there weren't any issues to resolve, the beta was quickly suspended for a full launch.

The beta testers returned some impressive praise for the system; Salsa Labs' business development representative team manager Gary Hudiburgh noted that the system almost operated like “a metal detector”, finding the best opportunities at the best times according to the data sets. Vorsight BP's business development representative Jeff Hendricks noted improved efficiency, better pickup rates, more actual conversations with targets and, ultimately, better leads.

Adaptilytics along with its Team Dialer and Personal Dialer solutions makes the calling process not only more efficient, but more effective as well. Adaptilytics can step in to reduce the amount of time lost to phone dialing and waiting for a connection, meaning more calls made and a better chance of making sales.

The more potential customers can be contacted, all else being equal, the better the likelihood of making worthwhile connections that produce sales. It's not all about the numbers, of course—the sales reps' skill and the overall economic environment contribute to the outcome—but being able to make more contacts in a day does improve the overall outlook. A system like this that can not only remove some of the biggest time sinks in a phone sales rep's day, but also improve the likelihood of a positive contact being made, can help improve a rep's performance and generate more revenue in turn.

That's a valuable proposition for any business that relies on phone-based selling. Though it's not a magic bullet cure for sluggish sales, it does make for a better chance for reps to hit targets.