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As technology advances each day, business communications are transforming significantly. Sales professionals need not navigate a maze of switchboard operators and gatekeepers, wasting their energy and time connecting with potential leads.
Today, thanks to advanced technology, sales teams receive lists of leads phone numbers, allowing them to directly dial and connect with leads in a straightforward and hassle-free manner.
Let’s explore the concept of B2B direct dials.
B2B Direct dial refers to a phone number that directly connects to a specific individual and assists in bypassing switchboards and operators. Direct dial allows you to reach the company’s key decision-makers directly.
For instance, let us consider a software company aiming to sell its product to a large enterprise.
Now, the sales team can come up with two approaches.
Here, the sales professional must first reach the main line of the target company. Once connected, the call is typically answered by a receptionist, who may ask several questions regarding the purpose of the call, acting as a critical gatekeeper.
The sales professional needs to clearly explain the reason for calling, after which the receptionist may either transfer the call or take note of it. Navigating through these gatekeepers can significantly slow down the overall activity of the sales team.
The sales professional can call the direct phone number listed in the corporate contact database to reach the target company’s Chief Technology Officer (CTO) directly. The call goes straight to the CTO’s phone, bypassing any gatekeepers, which opens the door for an immediate conversation about the software. What are your thoughts? Which approach do you believe is the correct one?
Yes, you are right. Approach 2 is the correct option for a software company. With this option, the sales team can directly connect with and explain your company’s products and services to key decision makers. Direct dial phone number is the advanced approach.
Are you curious to know more about how a company gets a list of phone numbers for direct dialing? If so, then learn more about DataCaptive.
Let’s explore how direct dials transform B2B interactions and influence lead conversions.
But first, we should clarify what “Reach rate” means.
Reach rate refers to the percentage of calls a sales professional makes that successfully reach a decision-maker or intended lead. This metric indicates the effectiveness of a sales team in establishing communication with potential leads.
Reach Rate = (Total Calls Made / Number of Successful Connections) ×100
For instance, if a sales team makes one hundred calls and successfully connects with thirty decision-makers, that results in a connection rate of 30 percent. A higher reach rate shows that sales professionals effectively connected with more customers, building more pipelines, resulting in more conversions. Conversely, a lower connection rate suggests inefficiencies in the calling process.
Now, let’s understand step by step how direct dial phone numbers can significantly enhance your sales team’s reach rate. This leads to an increase in sales productivity and eventually drives revenue growth for your company. Let’s understand one by one.
According to industry research, B2B sales professionals typically need to make 18 calls to establish one successful connection. For every successful call, a salesperson must dial 18 times (Fact check).
The absence of direct dial numbers makes it difficult to reach people, resulting in a higher number of calls. B2B sales teams can boost their reach rate by using a direct dial. Imagine connecting with a potential lead on our first attempt instead of making 18 calls. The art of direct dial saves your sales team’s time and energy.
Direct dials significantly increase the reach rate. With more direct dials, each sales professional can reach more potential leads, which helps build more pipelines and indicates higher conversion rates. Hence, each direct dial phone number allows your sales team to go one step towards accomplishing the target.
A significant hurdle in B2B sales is the presence of gatekeepers—receptionists, secretaries, and administrative assistants—who often stand between sales professionals and key decision makers like CEOs, Vice Presidents, Directors, and Managers.
Direct dials offer a compelling solution, assisting sales professionals to bypass these gatekeepers and connect directly with the influential figures they need to reach.
Studies indicate that sales professionals who use direct dials are 46 percent more likely to connect with director-level prospects than those who do not utilize this method. Therefore, direct dials effectively remove significant barriers and link sales professionals to key decision-makers, leading to a considerable impact on the sales process (Fact check).
Imagine that as a sales professional, you are doing extensive research and reaching out to prospects through e-mail, voice mail, and LinkedIn texts, but despite spending hours, if you haven’t yielded the expected results, it creates a stressful and discouraging environment. It impacts on the whole sales team’s productivity, and in the long run, it lowers the conversation rates.
But when the sales professionals have a list of phone numbers to reach out to the correct prospects through a direct dial, the sales team will be relaxed and focused on their core work. Firstly, they get enough time to research their customer’s profile before a direct dial. Secondly, they can focus on building a solid value proposition pitch in their direct dial. Finally, they take their time to make a strategic follow-up after a direct dial. The sales team focuses on the right strategies to achieve lead conversion.
Direct dials may not give you a 100 percent guarantee of lead conversions and driving sales figures, but they will improve your team’s efficiency and effectiveness and ultimately improve the whole sales team’s productivity.
Data Providers offer a custom data list, which is curated according to the requirements of the companies. DataCaptive is the world’s leading B2B data provider. Your sales team can now close deals effectively by acquiring our verified industry, company, and contact information tailored to your specific outreach requirements.
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