Creating a list of specific leads to automatically call with NewVoiceMedia


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Creating a list of specific leads to automatically call with NewVoiceMedia

Video Transcript

Speakers in this video: Jimmy (GetApp) and Richard (NewVoiceMedia)

Richard: Welcome to demonstration of NewVoice Media's contact wall for sales and marketing. I'm a sales rep with Best Tag a supplier of high tech equipment in the audio and visual industry. Now, on the previous demo we've already seen how we can make calls starting pops from a lead by clicking the dial. We can do that of any objects. So, leads, contacts, accounts, opportunities and so on and that's okay. Before as I seen how we can dial from views. So this is a view of my amplifiers campaign on the lead object and I can dial from here too one by one although, to be honest I can see a lot of information about these individual people when I do that. Now, this got we've already got some numbers to hit and we need to increase that outright.

So, we're going to take a look at the dialler that we use from NewVoiceMedia. Now, this dialler is unlike any other diallers that I've used because it's all in sales source. So we build our list in sales source. We make the calls using the dialler from sale source and we can see the results here too. The dialler can work in two different ways, manual mode and automatic. And the best way to do that is to actually show you. This list is in manual mode and I begin by clicking to begin dialling.

First thing that happens is the person at the top of the list, in this case Cody pops out right in front of me. I can take a look at Cody's details. See where it comes from and what other interactions we've had with him already. When I'm ready, I click dial. NewVoiceMedia does my thing, I pick up and we dial Cody. I connect for the soonest the recording not available button changes to pause.

“Hey, Cody, it's Harry from Best Tag, how are you?”

We can have a conversation. During that conversation I can take some notes, I can set a disposition code. For example Cody says, “Yup, that's great. Send me the documentation.” When we're done, I say, “Thanks a lot and release the call.” I'm now ready to look at my next lead in line.

Next one's Charlie. You see his details are popped right out too. I can pause, take a look at Charlie's details, everything we know about him. When I'm ready to go I can click dial. Once again, my phone rings, I pick, Newvoice Media's calling Charlie's phone. He picks up. “Hey, Charlie, this is Harry, how are you?” And so on. I can take even more notes. Very simple to do, set my action. Perhaps he says, “Contact me tomorrow.” When I'm done I say “Bye” and release the call.

When I'm finished I can simply take a break. That pulls me back to my master dial list, if you like. Right shows me I've got three people left on the list and there are two people who we have already called and the results of those calls. If I didn't want to call someone I can just skip that call. And this mode, manual mode is very suitable if I'm doing a little bit of thinking fast before I make the call. Maybe, I need to do some investigation but I need my work organizing.

There's another way of organizing dial list however when I need to work more quickly. The other way is automatic mode. And that's really suitable if maybe we went to a trade show. We scanned a lot of people and the message is going to be the same to all of them.

“Thanks for coming to our show, what did you think?” What I'd like to do now is to show you how to build one of those dial list because it's really straightforward to do. Just to avoid confusion I'm going to edit my existing dial list and to set it inactive for a while, while I build another list. We'll start by going to the leads tab. But we could do this of contacts, accounts, opportunities and in fact any object in SalesForce. Thing got a thing filled. So here I am on leads and I click go. These are the five people, the same five people in this example of course who I would like to include in my automatic dial list. And in reality, perhaps there might be a few hundred of these. So I can simply select them all or I could change the field to conditions on my view so that it selected just the right people.

Let's create a dial list. I'm going to call this my dial list let's say test one. Next, I can sort the leads on the list and we happen to use Marketo for lead scoring but I'd rather call the leads with the highest score first. This system integrates just as well with the other marketing automation tools and you might use for example Elecra. I could sort with more field if I wanted to but that's just fine for now. I'm nearly done. Let's just edit the list. But this time we'll put it in automatic mode. We'll set it active. We'll get some guidance notes maybe the list is for me but maybe it's actually for somebody else on the team. I'd like to tell them here is what you need to say when you place the calls.

Now, notice that everybody in the list is assigned to me. We can have teamed to people on dial list however. So I think I'll add Bob to my list here and click “save”. Now, we've had an equal division of those leads between Bob and me. Actually, I didn't want to bother Bob today with that. So let's pull Bob back off. So, I can put more than one person on a list and I can belong to more than one list myself. And then you go to dialler. Let's go back to our dial tab again. And here we are. Now with our dial list test one, this is an automatic list. So, it was a little bit faster than the manual mode. Let's click to get started. As soon as we do that Cody's details pops up, my phone rings, I pick up. Cody's phone's ringing, he picks up.

“Hey, Cody. It’s is Harry, how are you?” And so on. We have a chat. Maybe he didn't answer and I can say that he is a no answer perhaps so maybe I left a voice mail. And by the way, when I leave voice mails I really liked to personalize those. I'd like to say, “Hi Cody, it's Harry. Thanks for coming to the event,” and so on. I'm done. No comments in this case. I'm done and I click next. Straight away, Charlie's details pop up. I go busy outbound. My phone rings and I pick up. I'm ready to go.

“Hi Charlie, this is Harry, how are you?” I’ll show you how quickly we can work this, let's release that. Go for the next person on list. It's Mary. My phone's ringing, picking up. “Hi, Mary. [0:07:14] It's Harry form Best Tag, how are you?” And so on. Let's release that and now take a break. I'd like to show you one other way of using dial lists. It's pretty useful, too. Now, people come to our website and they fill out a Salesforce web to lead form. And if they're kind enough to leave a number, boy, are they hot leads and we need to follow them up really quickly. We have a dial list set up. It's a hot web list dial list. And this is where those leads end up. This is an active dial list. What that means is it was created so that as the filter criteria are met by additional leads in this case they appear right on this list. Let's pull up a web page with a lead form on it. Now, on this lead form I've already filled in some details for Jeremy and we're sorting in an active dial list on numbered employees.

Now, I want to put a larger range just to show you how new leads perhaps can make the top of the list. Well, hit refresh list and we'll see what happens. And there we can see our new lead Jeremy Pinsent is now on top of the list and he's been assigned to Bob. The very next call Bob makes while he's using the dialler will be to Jeremy. There we have a really simple way for making a large number of calls in a short space of time. It's easy to build lists. I do them right off Salesforce. The lists are run from Salesforce in two modes. Either manual mode, you will need to think perhaps before each call. Everyone is a little different or automatic mode, when a message is really the same. This is something that I use in fact to myself for about an hour a day just to get through a lot of the standard calls that I need to make. Thanks very much or watching.