This presentation sheds light on inside sales best practices to help you increase your contact ratios!

1. AAyuja © 2013
Disclaimer: This presentation and the information provided here is indicative in nature and
should not be treated as views of the organization.
Inside Sales Best Practices to Increase Contact
Ratios
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Meet Goals, Beat Competition, Exceed Expectations
*Via Ken Krogue*Via Ken Krogue

2. AAyuja Internal and Confidential © 2012
Get direct dial phone numbers
Usually doubles or triples effectiveness.
The best lead generation reps know this
best practice.
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This trick was shown to me by Steve Richard of Vorsight and it
is so common sense people miss it.

3. Ask for the best time of day
Put on your web form or other response
mechanisms this question, “best time of
day to respond?” The individual knows
their own schedule better than anyone.
When getting stopped by a gatekeeper,
ask the same question.
2
This is also common sense

4. Know your best time of day to call
This came out in a study with Dr. James
Oldroyd, the contact ratios at 4 to 6 pm
were 114% higher than right after
lunchtime. 8 am was the second best
time to make contact. So rearrange your
meetings and calling times.
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5. Know your best day of week to call
Wednesday and Thursday had 49.7%
higher contact ratios than Tuesday!
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6. Call back immediately
The odds of contacting that lead are 100x
higher than even waiting 30 minutes.
And the odds of qualifying that lead are
21 times higher
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Dr. Oldroyd and Dave Elkington found an incredible increase in
contact ratios if you call a web lead back in less than 5 minutes

7. Call back persistently
You need to make 8-12 calls if you want
to dramatically increase contact ratios.
Think about it. The average contact ratio
hovers between 10-11% in business-to-
business (B2B). How many calls do you
need to make to reach someone? 9 to
10.
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In the same Response Audit studies it was found that the
average sales rep at a company only makes 1.41 calls before
giving up.

8. Caller IDs matter
What shows up on your caller ID when
you dial a busy decision maker? A
blocked number? A Toll Free number? A
long distance number? Those are all red
flags that say, “I don’t know you.”
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A local caller ID has been shown to be 17% to 193% more
effective in getting people to answer than those other three.

9. http://www.aayuja.com/resources/blogs/
We act as growth partner to fast growing technology
companies. Our array of inside sales and marketing services
help them augment their businesses in the most profitable
manner.
For Technology Sales And Marketing Resources
Visit Our Blog
For free eBooks and more visit
http://www.aayuja.com/resources/resourceslibrary/

10. http://www.aayuja.com/resources/blogs/
We act as growth partner to fast growing technology
companies. Our array of inside sales and marketing services
help them augment their businesses in the most profitable
manner.
For Technology Sales And Marketing Resources
Visit Our Blog
For free eBooks and more visit
http://www.aayuja.com/resources/resourceslibrary/