Over 1 million sales calls across 50 different companies by 1000 sales professionals have been analyzed. Here is what works... Dr. James Oldroyd of the Kellogg School of Management is probably the world’s greatest expert on the measurement of sales call results. In an interview with Geoffrey James, Dr. Oldroyd revealed some of his findings:
Always
give priority to your newest leads. If you have a lead that is two
hours old and one that just came in, focus on the one that just came
in. If you do the opposite, you’ll always be fighting an uphill battle
trying to reactivate leads that are already dead.
You are 4 times more likely to successfully qualify a lead if you call within 5 minutes
than if you call between 5 and 10 minutes. You are 21 times more likely
to qualify a lead if you call within 5 minutes than if you wait for 30
minutes.
If you want to optimize you need to measure
what’s actually working, which means tracking your leads throughout the
pipeline and then drawing conclusions based upon the patterns that
emerge.
Actually, kin selection torhey and its application to social insects does not depend on within-colony relatedness being particularly high. This is a common confusion. Hamilton's original theorem states that altruism (helping others with cost to oneself)
can evolve, when the benefits weighted by relatedness are bigger than the cost of helping. This means, that relatedness can be low, if costs are low or benefits high. This also means that the ecological factors promoting the evolution of socialit are also
included in the torhey, and are by no means contradictory to the kin selection torhey.For altruism to evolve, the relatedness does not have to be high, but it has to be positive; that means, that the individuals in question need to be genetically more similar
than individuals drawn from the population at random. This is true in multiply mated colonies of social insects, and even those headed my multiple queens. For a balanced analysis, see Foster et al. 2008: Kin selection is the key to altruism, TREE 21:2.
First, out of pure self interest, add InsideSales.com () to your list of potential providers and see if they favorably compare to your choices. If you’ve already looked at InsideSales.com as a potential dialer provider and decided one of your other choices is a better fit, feel free to ignore this shameless plug. =)As far as features to consider for the dialer you’re going to use, that’s an interesting question. On the surface the basic concept is the same for all of them–make more calls and make better use of agent time. The differences really depend on: 1. The number of agents you want to have active on the dialer at a time. If you’re only planning on having 1-5 reps, certain dialer technologies, namely predictive dialers, don’t really work effectively until you scale up to 7-10 agents. In these cases, a “single agent-single call” dialer system will work much, much better, while still giving you additional leverage for the work you’re doing. 2. How much access the system gives managers on both the front and back end. Hosted dialer systems can vary in how they manage adding data to the dialer, how it’s organized, report visibility, and the level of control management has over how the data gets processed. For example, one of the cool things the PowerDialer for InsideSales does is it allows managers to intelligently control nearly every aspect of how the calls get sent out to the agents–time of day, how often they want to be called, the order they should be called, priority based on status/age of the lead/last time of contact, etc.I’m not saying you necessarily need this type of flexibility, but it’s something to consider. The dialer system should allow you, the people who need to make work, to be both flexible and effective in how you set up and run it. 3. How capable is it in mixing additional media along with your calling efforts? Calling by itself can be effective, but combined with email, voice messaging, and/or fax capabilities you’ll have more success. 4. What’s your process for managing the “down time” like gatekeepers and voice message systems? Different dialer systems have varying capabilities in working through this; make sure the technology can work with your process the way you want it to. 5. And the #1 feature to consider: Who’s going to run it, and ultimately “own” the project?I realize this has nothing to do with the product itself, but this will ultimately have more effect on the outcome of your initiative than which technology you choose. I see more failed sales automation technology initiatives because of this than any other factor combined. Someone needs to be in charge, they need to own it, and they need to be the “go to” point of contact for both the company buying the technology, and the vendor who is going to help them implement it. If you haven’t nailed down who this is going to be–or they haven’t accepted the role, and the time and energy requirements it’s going to demand–don’t bother choosing a vendor. Take care of this first, then go back and make your technology choice.
I like Weiss's essay where he notes similarities between "Spengler's" and "Goldman's" articles. I wonder if he has done the same analysis between Obama's "Dreams from My Father" and Bill Ayers' "Fugitive Days, A Memoir." He'd find the correlation to be even stronger.
I'm not sure what your point about Foster is. Does Foster agree with you? I don't think so.As for Yavelow, I looked at his "analysis" a year or two ago, and it was not convincing at all, because he did not provide any comparisons with other authors. What ghost authors has Yavelow uncovered?
I suspect your response was a gut reaction, and not based on any such analysis.I looked into claims about Obama's authorship when they first came up. They were not very convincing, and the main person pushing them is a real nutjob.
Woz:No apology for your incorrect suspicion, I see.I don't know what the "well-known critique" is. I based my conclusion on the argument presented. When you convince someone with actual credentials in authorship determination, such as Don Foster, let me know.
Neverminding that he's calling 'having more offspring' altruistic.His point seems to simply be 'secular and religious jews behave differently, its because of their religion'. If altruism was genetic, then they'd both be equally altruistic. Which is obviously stupid.
Treating people in general well is certainly advantaged behavior once we move from tribes as the unit of social organization, to cities. But that need for greater cooperation wasn’t so much what I was wondering as: “Is social information in a similar way to genetic information?” Two people who share no genes can still be related by societies.You’ve got the notion in genetics that that bodies are just extensions of genetic information that wants to be spread. But memetic information hitches rides on people, too, and wants to be spread. Many of the same principles of genetic evolution at the social level should also apply to memetic evolution.
LeadsCon 2010 | Las Vegas, NV
MarketingAnd, a division of Speed2Lead, Inc. (S2L) will be exhibiting at the LeadsCon West Conference February 23-24th in Las Vegas. Please stop by booth #T-77 or contact us to set-up a time to connect.
Comments
can evolve, when the benefits weighted by relatedness are bigger than the cost of helping. This means, that relatedness can be low, if costs are low or benefits high. This also means that the ecological factors promoting the evolution of socialit are also
included in the torhey, and are by no means contradictory to the kin selection torhey.For altruism to evolve, the relatedness does not have to be high, but it has to be positive; that means, that the individuals in question need to be genetically more similar
than individuals drawn from the population at random. This is true in multiply mated colonies of social insects, and even those headed my multiple queens. For a balanced analysis, see Foster et al. 2008: Kin selection is the key to altruism, TREE 21:2.
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