Whom Should I Call Next?
That’s a good question. Who needs a call right now? Who has been called enough, who has not? Whom did I tell I would call back today at 2:15? These questions are simple enough, but answering them is not. Answering the question, “Who is the best lead to call at this exact moment?” requires knowledge of the following factors:
Is there a lead with whom I have scheduled an appointment?
Which lead is brand new?
Which lead came in today, but has only been called once?
Which lead is being ignored by a colleague and is available to be taken by way of shark tank distribution?
Answering these questions would give you a list of leads among which you would find the next best lead to call. But answering each of those questions takes time. And each step of the way there are opportunities for distraction and the temptation to quit researching and make the decision based on partial information.
The sales manager or small business owner may be inclined to say, “So what? This is the sales rep’s job, to keep track of their opportunities and do what it takes to close deals.” And this is true. Administrative drudgery is part of everyone’s job. But when there’s a simple shortcut to take to cut through all of that type of work and focus on selling, shouldn’t reps take that shortcut? Shouldn’t they spend more time selling and less time figuring out to whom they should be selling.
Demand Connect is a feature that is part of Dial-IQ, Leads360’s intelligent lead dialer. With it, it is possible to pull the next best lead with the click of a button. Let sales reps put an end to the endless estimating, reconnoitering, and prioritizing. Get them on the phone with the lead who most needs a call.
