The First in a Series of White Papers on Improving Inside Sales Efficiency and Effectiveness 

by VanillaSoft

This paper started with a simple premise: make more calls and you will make more sales. It really is that simple. We've set forth five methods for increasing the number of calls that your outbound telephone reps produce. They are: getting rid of desktop distractions, adding progressive dialing, using next best call logic, implementing scripting and response collection, and management monitoring and reporting to your sales mix. Implemented properly, these simple changes can increase productivity by 30% or more.

Ken Murray
Partner, Parker, Murray & Associates
Ken Murray is a recognized leader in the field of telephone sales management. Over the course of his career, he has built and managed inside sales groups that generate in excess of $1 billion in footing sales on an annual basis, as well as consulted extensively with companies to help them dramatically increase the productivity and profitability of their inside sales groups through simple system and process changes. Ken is a partner in Parker, Murray & Associates, a large outbound marketing service provider, and serves on the board of VanillaSoft, a leading provider of software that enables organizations to increase sales and revenues through intelligent use of the telephone. Ken lives in Dallas, TX and is an alumnus of the Harvard Business School.

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