Sales Hack #21: The InstantResponse Hack

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Imagine that you are a “mid-market” or “enterprise” company, with 40 Sales Development Reps who are responsible for generating leads for sales.  On average, the “SDR team” generate between 20 – 30 meetings/month.  Peeling back the data, you discover that over 70% of the meetings come from INBOUND marketing leads, and a mere 30% of the meetings come from outbound.  This is where things get exciting in 2015 with the advent of ConnectAndSell “InstantResponse” capability which can be done through a managed service, or in-house by a much smaller Sales Development Rep team.

Check it out…

In-House Sales Development Rep Team (40 Reps @ 50 dials/day)
40 In-House Sales Development Representatives @ $60,000/year = $2,400,000/year
4 Managers @ $140,000/year = $560,000/year
1 Director @ $200,000/year = $200,000/year
Other Misc. Costs (technology, HR, benefits, office space) = $1,264,000/year
Total: $4,424,000

In-House Sales Development Rep Team (2 Reps @ 1,000 dials/day, powered by ConnectAndSell w/Instant Response)
This model assumes in-house Lead Gen Reps using ConnectAndSell Lightning

2 In-House Sales Development Representatives @ $60,000/year = $120,000/year
0 Managers @ $140,000/year = $0 (ConnectAndSell provides remote management)
0 Director @ $200,000/year = $0/year
Other Misc. Costs (technology, HR, benefits, office space) = $48,000/year
Cost of ConnectAndSell for 2,000 dials/day = $375,000/year
Total: $543,000/year ($3,881,000 savings/year)

In-House Sales Development Rep Team (0 In-House SDRs, 100% powered by ConnectAndSell OutboundOnDemand w/Instant Response)
This model assumes ConnectAndSell OutboundOnDemand Lead Gen Reps using ConnectAndSell Lightning

0 In-House Sales Development Representatives @ $60,000/year = $0/year
0 Managers @ $140,000/year = $0 (ConnectAndSell provides remote management)
0 Director @ $200,000/year = $0/year
Other Misc. Costs (technology, HR, benefits, office space) = $0/year
Cost of ConnectAndSell for 2,000 dials/day = $625,000/year
Total: $625,000

Benefits of ConnectAndSell Instant Response:

  • Majority of leads called in < 5 minutes (after-hours leads get queued up, and called first thing in AM)
  • Leads get called multiple times, with automated persistence
  • 40 headcount no longer required to drive 2,000 dials/day
  • Full transparency to all activities through integration with CRM
  • Remote management/monitoring of the entire process insuring the best possible outcomes

Having deployed nearly 50 customers in the past 2 quarters, the trend is for companies to either convert their in-house Sales Develpment Reps to SDRs powered by ConnectAndSell Lightning (with InstantResponse) OR to leverage ConnectAndSell OutboundOnDemand (with InstantResponse), and upgrade their SDR program to quota carrying Inside Sales Representatives.

Building and maintaining an SDR team takes a lot of time and money.  And building the team to the highest levels of efficiency, nearly impossible.  Until now… ConnectAndSell OutboundOnDemand guarantees the highest level of efficiency on the market today, and ConnectAndSell Lightning, with InstantResponse, gives companies the tools to build the highest level of efficiency in-house.  Check out the ConnectAndSell Top 100 Report comparing the Top 100 Power Users of ConnectAndSell to the ConnectAndSell OutboundOnDemand Team.  http://www.prweb.com/releases/2015/04/prweb12652888.htm

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