Being in sales for a time I learned that the best way to gain yes and close a sale is to be persistent
. Without letting go of a lead until I was certain that I had contacted the decision maker and spoken with that person directly I would keep track of my calls. Until I had made several contacts with each lead personally they stayed in my pipeline and I continued to dial each lead until I either had a firm yes or a definitive no regarding a sale. Unfortunately not everyone in sales shares this tenacity for seeing things through. For the most part sales people have a short attention span and if they are not talking to their lead directly within the first or second dial of the phone they throw out a lead that could be a sale waiting to happen.
In general many people do not bother to follow up with their leads and quickly let go of potential customers when they are anxious to close a deal in the here and now. For many businesses the loss of leads comes from an impatient sales team that has not learned that it sometimes takes seven dials to reach a purchase decision. With different schools of thought about the individual buying habits of consumers many sales people pass over a good lead that they cannot reach with an attitude of who is next on their list of possible buyers.
Because human nature often bypasses potential customers quickly, many inside sales organizations have turned to predictive dialer software to help them stay on top of their leads. Without tossing out the calls that are unsuccessfully placed, a hosted predictive dialer can store the numbers of prospects and retrieve them as the sales associate moves to the next person on their screen. By tracking calls and making sure that each and every lead is followed up on companies that have invested in lists of leads are able to see more sales from their investment. By allowing the computer system to determine when and why a lead should be deleted businesses are able to realize greater profits.
Through the use of a predictive dialer sales organizations that are dependent upon their trained staff to generate income for the company can find greater success from their paid leads. As a result of the predictive dialer software not throwing away quality leads because a sales person was unable to reach a decision maker when the number appeared on their monitor more sales can be made. By being persistent and keeping track of each attempt to contact a lead the predictive dialer can save thousands of dollars each year and turn lost business into healthy profits.