What Can Separate a Remote Sales Professional From a Telemarketer?


Even those people who work in telephony software can find ourselves annoyed with telemarketers. Maybe we’re even more annoyed with the tactless tactics these sales folks use because we view how telesales should be done. We are aware that there are types of auto dialers that fix many of those”problems” with distant selling by telephone.

Telemarketing originated from the 1950’s, and by the 70’s telemarketing companies were experiencing a tremendous amount of success. By the 1990’s telemarketing was often regarded as a public nuisance, and by the end of the decade legislative action was taken together with the execution of the”Do Not Call” registry.

There are several explanations for why telemarketers dropped out of favor with the American public. These calls were frequently placed at the least opportune times, right about the time dinner was being served and the household was gathered together. Telesales professionals were frequently aggressive and refused to honor their contacts wishes not to purchase what they were selling.

On top of this is added the insult of this”telemarketer pause.” This occurs when the telesales company uses a predictive auto dialer. A predictive dialer calls greater amounts than available sales agents. It does this based on the amount of lost calls or busy signals it’s been encountering, as well as how long the sales agents are spending on an average call. Since there’s absolutely no guarantee that there won’t be calls answered than there are revenue agents to take those calls a percentage of calls activate a telemarketer pause. This is when there isn’t any representative online when the contact replies – the telephone is dead.

It’s a chance that this type of call will be sent to a revenue representative shortly, but in these cases the person called is predicted to remain on the line and wait. Most frequently these contacts simply hang up the telephone. With practices like these it is no wonder that we all find ourselves mad with these telemarketers.

Responsible B2B Sales professionals opt for a different sort of automobile dialer – a Power Dialer. A power dialer only calls one number at a time for every available sales representative; there’s not any chance for a telemarketer pause to happen. This type of auto dialer not only satisfies the call center’s need to make more calls but also gives the possible clients being known as courtesy a predictive auto dialer cannot.

Call Center (or Telemarketer) Team Giving Thumbs Up Stock Photo ...

It is up to the sales folks to deal with the issues of over aggressiveness internally.