We are here for another product spotlight.
I'm here with Chad Burmeister the VP of sales and marketing for ConnectAndSell.
Chad, explain your company in one sentence.
ConnectAndSell takes the problem of getting decisions makers on the phone in business,
and makes it go away.
So basically, a sales person who wants to get a hold of someone on their list, right
now it takes them an average of sixty minutes to get a single person to pick up their phone.
With ConnectAndSell it takes two to three minutes.
Wow, 2-3 minutes, How are you getting customers on the phone in 2-3 minutes, and how are you
doing it differently from your competitors?
ConnectAndSell is considered an advanced sales acceleration platform, and the biggest difference
between us and anybody else is Patent #8649500.
It’s the patent that enables us to bring in agents on the fly, dynamically, to route
calls, get through decision makers, gatekeepers, IVRs, and actually get to the decision maker
to put them on the phone with your seller.
Speaking of sellers, who do you guys work with on a daily basis, who is your ideal customer?
Certainly IBM, SAP, Concur, Workday, we work with some of the biggest companies and brands
in the world.
We also serve Series A and Series B funded startups.
These are companies who generally can’t hire sales teams fast enough to grow their
business.
They rely on ConnectAndSell to make their best sellers three, four, five, even ten times
more productive than they would normally be.
Awesome, I would really like to hear about your pricing structure.
There are three or four ways to purchase ConnectAndSell: Either by the dial, or by the conversation,
and for power users who leverage this platform two, three, four hours a day, they can purchase
a name user license.
It’s very flexible based on whether it’s a lead generation rep, a sales rep, someone
in the marketing department, or even the renewals team.
There are a lot of very flexible models based on the individual needs of the company.
Alright, well talk about a limitation that you have on your product.
Recently we launched a product called ConnectAndSell: OutboudOnDemand.
What we saw is that our top one hundred customers’ sellers, using the platform, could have two
hundred fifty dials in a day, thirty, forty, fifty conversations, and that was pretty good.
We saw that some of the sellers were more successful having more conversations than
they normally would, but there was a large percentage that were not that successful.
It’s sales.
So there’s always going to be A players and B Players, and then all else.
Bringing sales coaching as a service, the ability to record the conversations, getting
inside of them, and provide coaching was a very important aspect that we found was missing
in the market place.
Now, under ConnectAndSell: OutboundOnDemand, we bring a way for our customers to come to
ConnectAndSell and leverage the platform.
Instead of two hundred and fifty dials a day, this team is routinely driving over one thousand
dials per day, and between fifty and one hundred conversations.
The best part is the quality of those conversations are at an all time high.
By partnering with Factor 8 Training and other sales training organizations, our sellers
are equipped to have better conversations that convert at a very very high level.
Wow, that's great, tell us about your implementation.
What does someone have to do to prepare for it?
The key to this is pick your two best sellers.
A lot of sales organizations have the tendency to say, Let me just give this to my team of
a hundred.
We highly discourage that, because in a team of one hundred the median person on that team
is going to be average.
You may have a team of fifty percent that are below average, so when you apply ConnectAndSell
across an entire team, you could have the tendency to accelerate suck, because there
are a lot of people who aren’t doing what they should be doing.
That’s why we recommend pick two.
Pick two of your best sellers.
People who like to talk on the phone.
Prove the model with them.
Set the bar with them, and then you can see what the metrics are, what are the conversion
rates, how are they converting, how many conversations per day are they having, and build the model
around the two sellers.
Then deploy it to the rest of your sales force.
Well that all sounds greate, Chad thank you for joining us.
If you would like to find out more about ConnectAndSell check out our website, TechnologyAdvice.com,
where we can help you find the best technology for your business.
Thanks for watching.