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User Guide- ConnectAndSell Integrated with …...After Incorrect Contacts and Disqualified Contacts...
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User Guide: ConnectAndSell Integrated with SalesLoft - Getting Started for Sales Reps
Transcript of User Guide- ConnectAndSell Integrated with …...After Incorrect Contacts and Disqualified Contacts...
User Guide: ConnectAndSell Integrated with SalesLoft - Getting Started for Sales Reps
USERGUIDE–GETTINGSTARTEDFORSALESREPS AUGUST2017
Table of Contents 1: Getting Started................................................................................................................................3Beforeyoustart...............................................................................................................................................3Loggingintotheapplication........................................................................................................................3Loggingintothephonebridge....................................................................................................................4
2: Starting a Session..........................................................................................................................5LoadingaList....................................................................................................................................................5CallerID...............................................................................................................................................................................5ConfiguringListPriority..............................................................................................................................................6RecordingaGreeting.....................................................................................................................................................6RecordingaVoicemail..................................................................................................................................................7Loadingthelist.................................................................................................................................................................8
SessionSettings...............................................................................................................................................9DialingOrder.....................................................................................................Error!Bookmarknotdefined.Filters...................................................................................................................................................................................9ListSettings.......................................................................................................................................................................9
TheMySessionPage....................................................................................................................................10RemovingProspects...................................................................................................................................................10EnablingaPre-recordedGreeting/Voicemail.................................................................................................12Startingyoursession..................................................................................................................................................13
3: During a Session.........................................................................................................................144: Documenting your conversation..........................................................................................16DocumentingaConversation....................................................................................................................16DocumentingaReferral..............................................................................................................................17
5: Voice Nurturing: follow-up calls............................................................................................18Whatisafollow-upcall?.............................................................................................................................18Scheduleafollow-up....................................................................................................................................19Whatislookslikewhenyouconnectwithafollowup.....................................................................20
6: Ending a session.........................................................................................................................217: How to get help if you need it.................................................................................................22
USERGUIDE–GETTINGSTARTEDFORSALESREPS AUGUST2017
1: Getting Started
Before you start ItisimportanttosetyourselfforsuccessbeforebeginningyourConnectAndSellsession.Toensureyouhavetheoptimaltechnicalexperienceitisrecommendedthatyou:
► Browser:UseChromeIncognito–usingChromeIncognitowilloptimizebrowserperformance.ToopenaChromeIncognito,fromChromeclickFile->NewIncognitoWindow
► Internet:o UsehardwiredEthernetport–ifyouhaveaccesstohardwiredEthernetitwill
ensureyouareusingthefastestconnectiono DisableWi-Fi–inmostcases,evenifyouareusingahard-wiredEthernetport,Wi-Fi
isstillbeyourhigherpriorityconnection.DisablingWi-FiwhileusingConnectAndSellwillensureyouareusingthefastestconnection
Logging into the application ► Logintowebpage:[email protected]
yourlogininformation.Step3isthelinktoaccessConnectAndSellandinStep2youwillfindyoulogininformation.
► Clickthelink,enteryourUsernameandPasswordandclickLogOn.
USERGUIDE–GETTINGSTARTEDFORSALESREPS AUGUST2017
Logging into the phone bridge
WhileusingConnectAndSell,youwillonlydialonenumber;theConnectAndSellConferencebridge!AllcallswillbedeliveredtoyouontheConnectAndSellConferencebridge.Toconnectiontothebridge:
► AtthetopofthepageyouwillfindyourDialInnumber.Fromyourphone(deskphone,mobileorVoIP)dialthenumber
► Youwillbepromptedtopress“1”► EnteryourAgentnumberandPasscode
OnceyouaresuccessfullyloggedintotheConnectAndSellConferencebridge,theredbarwillturnblueincolor.
USERGUIDE–GETTINGSTARTEDFORSALESREPS AUGUST2017
2: Starting a Session Loading a List Caller ID WhenyouarecallingprospectsusingConnectAndSell,anumberwillbepresentedonyourprospectscallerID.Thereare3optionsforyoutochoosefrom:
1) Randomized*–thecallerIDwillberandomizedfromvariousNorthAmericanphonenumbers.Thenumbersarerealnumbersandifaprospectattemptstocallthenumberback,thephonewillringbutnotpickup.Thisisthedefaultsettingandistherecommendedsetting.
2) Custom–enteracustomnumbersuchascompanymainlineoryourdirectline.Thisoptionshouldbeusedstrategically.IfyouselectCustom,enterthepreferrednumbertotherightinCustom#
3) LocalTouch–anumberthatismorelocaltotheprospectwillbepresentedontheCallerID.ThissettingisalsotobeusedstrategicallyasyouarenarrowingthepotentialcallerID’sthataredisplayed.
USERGUIDE–GETTINGSTARTEDFORSALESREPS AUGUST2017
Configuring List Priority Youhavetheabilitytosetthelistpriority.Insettingthelistpriority,youprioritizeaNormallistversusaHighprioritylist.
► Tosetthelistpriority,totherightofthelistname,underPriority,selectNormalorHigh.
Recording a Greeting Ifyouchoosetouseagreeting,youwillneedtorecordagreetingbeforebeginningyoursession.
► ClickManageGreeting
► ClickAddNewGreeting► Enteranameforthegreeting► ClickRecordtobeginrecording.Note:BeginspeakingassoonasyouclicktheRecord
button.Ifyoudelay,therewillbedeadairatthebeginningofyourgreeting.► ClickStopwhenyouaredone–theRecordbuttontogglestoaStopButton► ClickPlaytohearwhatyourGreetingsoundslike► ClickSavewhendone
USERGUIDE–GETTINGSTARTEDFORSALESREPS AUGUST2017
Recording a Voicemail Ifyouchoosetouseavoicemail,youwillneedtorecordavoicemailbeforebeginningyoursession.Note:WhenusingConnectAndSelltheneedtoleavevoicemailsforprospectsisgreatlyreducedbecauseyouwillgettospeaktotheprospect!itisnotrecommendedthatyouuseavoicemailforeachsession,rathermeanttobeusedinastrategicmanner.
► ClickManageVoicemail
► ClickAddNewVoicemail► Enteranameforthevoicemail► ClickRecordtobeginrecording.Note:BeginspeakingassoonasyouclicktheRecord
button.Ifyoudelay,therewillbedeadairatthebeginningofyourvoicemail.► ClickStopwhenyouaredone–theRecordbuttontogglestoaStopButton► ClickPlaytohearwhatyourvoicemailsoundslike► ClickSavewhendone
USERGUIDE–GETTINGSTARTEDFORSALESREPS AUGUST2017
Loading the list Whenyouarereadytoloadyourlistintoanactivesession,selectthelistyouwanttoload.Notethatyoucanselectmorethanonelisttoload.
► Selectthecheckbox(es)totheleftofthelistname.► ClickLoadList
USERGUIDE–GETTINGSTARTEDFORSALESREPS AUGUST2017
Session Settings Onceyouhaveselectedthelistyouwillbecallingthefollowingsettingscanbeapplied:
1) Filters2) ListSettings
Filters Thereare2filteroptions:
1) TimeZoneFilter–allowsyoutofilteryourprospectsbasedontimezonelocationtoensureyouareonlyloadingandcallingduringtheprospectsbusinesshours.
2) CountryCodeFilter–allowsyoutofilteryourprospectsbasedonCountrylocation.
List Settings Foreachlistloadedintothesession,listsettingscanbeappliedtoeach
► MaxAttemptsPerContactinList:limitstheamountoftimesintotalaprospectwillbeattempted
Note:ifyouhaveselectedmultiplelistsforyoursession,youwillbeabletosettheListSettingsperlist
USERGUIDE–GETTINGSTARTEDFORSALESREPS AUGUST2017
The My Session Page Oncealistisloaded,youareworkingoutoftheMySessionpage.
Removing Prospects BeforebeginningaConnectAndSellsession,orduringasession,youhavetheabilitytoremovecontactsfromyoursession.
TheSearchfunctionallowsyoutosearchforaFirstName,LastName,CompanyorTitle.
USERGUIDE–GETTINGSTARTEDFORSALESREPS AUGUST2017
► Tobegin,clickSearch.► EnterSearchcriteriaandclickSearchContacts.Contactsmeetingsearchcriteriawill
appear.
► Toremoveacontactfromacallingsessionthereare2options► Removingfromcallinglist:toremoveprospectsfromyourlistofcallable
prospects,simplyde-selectthecheckboxtotheleftoftheprospectsnameandclockSaveCallingPreference.
USERGUIDE–GETTINGSTARTEDFORSALESREPS AUGUST2017
► Removefromallcalllists:ifyouwouldliketoremoveacontactfromyourcalllist
andensuretheyarenotcalledonanyadditionallists,youwillneedtochangetheStatusofthecontact.ClickEditContactInfo,changetheStatusandclickSave.
Enabling a Pre-recorded Greeting/Voicemail
USERGUIDE–GETTINGSTARTEDFORSALESREPS AUGUST2017
Toenableapre-recordedgreetingorvoicemail,afterloadingthelist,fromtheMySessionpage,
► TurnyourGreeting/VoicemailOn► SelectGreeting/Voicemailyouwanttouse
YouarenowreadytouseConnectAndSellwithaGreeting!
Starting your session Onceyouhavealistloadedandreadytohaveconversations,simplyclicktheGobutton!
USERGUIDE–GETTINGSTARTEDFORSALESREPS AUGUST2017
3: During a Session
Whenasessionisactive,thedialsthatarebeingmadearehighlightedingreen.
Whenacallistransferred,therewillbea“Beep”inyourheadset(ifusingaGreeting,theGreetingwillplayandtheContactcardwillbedisplayed.
USERGUIDE–GETTINGSTARTEDFORSALESREPS AUGUST2017
OncethecallisComplete,clickHangUptoendthecall.
USERGUIDE–GETTINGSTARTEDFORSALESREPS AUGUST2017
4: Documenting your conversation
Documenting a Conversation ► EnterCallNotesthatdescribewhathappenedintheconversation► SelecttheCallDispositionthatbestdescribestheoutcomeofthecall► IfappropriatebasedonyourcallenteraFollowUpTeleprompterthatdescribeswhat
youwanttotalktothisprospectaboutthenexttimeyouareconnectedtothem► IfyouhaveenteredaFollowUpTeleprompter,selectaCallAfterDate(Thisisthe“due
date”fortheNextStep)► OptionallyselectaCallPriority
***FollowupscreatedinConnectAndSellwillbeaddedasunsequencedCallTasksassignedtoyouinOutreach
USERGUIDE–GETTINGSTARTEDFORSALESREPS AUGUST2017
Documenting a Referral
OntheCallConnectedPopUpwindowclicktheDispositiondropdownlistandselectReferral.
► CompletetheFirstName,LastName,CompanyName,Title,EmailandCountryfields► RecordCallNotesthatdescribetheconversationyouhadwiththereferringcontact► EnteraFollowUpTeleprompterthatappliestothereferral;besuretoincludedetails
aboutthereferringcontactandtheirrelationshiptothereferralcontact.► EnteraCallAfterdatethatcorrespondstowhenyouwouldliketobeconnectedtothe
referral.Note:iftheCallAfterDateisthecurrentdate,thenewcontactwillbeinjectedintothecurrentsessionandcalledonpriority.IftheCallAfterDateisanydayafter,thecontactwillbeaddedtotheFollow-upCallList.
► ClickSave.
***ReferralsaddedinConnectAndSellwillbeaddedtoOutreachwilresultinanewprospectbeingcreatedinOutreachwithanunsequencedcalltaskassignedtoyou.
USERGUIDE–GETTINGSTARTEDFORSALESREPS AUGUST2017
5: Voice Nurturing: follow-up calls What is a follow-up call? Mosttimes,peoplearen'treadytobuyfromyouthemomenttheypickupthephone.Onaverage,inonly5%ofthecases,youwillbookameetingonthefirstcall.Thisisthenatureofcoldcalling.
WhereyouWINandwhereyouropportunityliesisintheremaining95%ofyourlist!
AfterIncorrectContactsandDisqualifiedContactsfallout,youaremostlikelyleftwith50-70%ofyouroriginallistwhichfallintooneoftheseconversationoutcomes.
► Busy,CallBackLater–Yesfollowup!► Interest,CallBackLater-Yesfollowup!► Interest,SendInformation-Yesfollowup!► Referral-Followupwiththerightperson► NoInterest,ReasonGiven-Yesfollowup!► NoInterest,NoReasonGiven-Yesfollowup!
USERGUIDE–GETTINGSTARTEDFORSALESREPS AUGUST2017
Schedule a follow-up Toscheduleafollow-upcall,enteraFollowUpTeleprompterandaCallOnorAfterdate.
Oncetheinformationisenteredandthecallissaved,theprospectwillbemovedtotheFollowUpList.
USERGUIDE–GETTINGSTARTEDFORSALESREPS AUGUST2017
What is looks like when you connect with a follow up
► TheFollowUpTeleprompteryoutookontheinitialconversationisdisplayedinblueat
thetopofthepopupwindow► YourCallnotesfrompreviouscallsareDisplayedintheCallHistoryarea► ThedateofyourLastCall,theDueDateforthefollow-upandStatuswillbedisplayed
here.
USERGUIDE–GETTINGSTARTEDFORSALESREPS AUGUST2017
6: Ending a session Pausing a session WhenyouareinanactivesessionandwouldliketoPauseorendasession
► ClickthegeariconnexttotheNextCallbuttonandclickPause
Logging out Whenyouarereadytoendyoursession,simpleclickyournameinthetoprighthandcornerandclickLogOff.
USERGUIDE–GETTINGSTARTEDFORSALESREPS AUGUST2017
7: How to get help if you need it ConnectAndSellSupportisavailabletoyoufrom12:00amto5:00pmPacificMondaytoFriday.TocontactConnectAndSellSupport:
Call Support: 1-888-297-5313
Email Support: [email protected]
Live Chat with Support: ► FromwithinConnectAndSell,clickyourname
formthetopright-handcornerandclickSupport.
► EnteryourName,Email,PhoneandMessage.AConnectAndSellSupportAgentwillconnectwithyoushortly!
USERGUIDE–GETTINGSTARTEDFORSALESREPS AUGUST2017
Appendix:CreatingCallListsfromSalesloftCallTasks Creating a Call List
1. ClicktheCallListslinkatthetopofthepage
2. ClicktheNewListbutton
3. Enteranameforthelist
4. ConfirmthedatasourceselectedisOutreach
5. ClickNext
6. EnteryourSalesloftLoginemailexactlyasitappearsinyourSalesloftProfile(SalesLoft>Settings>PersonalSettings>Profile)(*Youwillonlyneedtocompletethisstepthefirsttimeyoucreatealist)
7. IntheNewCallListwindowselectthe“MyCadence”or“TeamCadence”radiobutton
8. Selecttheappropriatecadencefromthedropdownlist
9. ClicktheNextbutton
10. OncetheListpreviewisgeneratedandyouconfirmthatcontactsarebeingpulledinasexpectedclickSubmit
11. YouwillseeaSuccessmessageconfirmingthelistwassuccessfullycreated,ClicktheClosebutton
