Learn how to make your remote sales team more robust by bridging the technology gap, optimizing outreach channels, and much more.

1. Powering Your
Newly Distributed
Sales Team During
a Pandemic

2. Meet Our Speakers
Jason Hubbard:
VP of Growth, SalesIntel.io
Tim Harris:
VP of Marketing, Dialsource

3. ● Bridging the technology gap between your
office and WFH environments
● Optimizing your outreach channels
● The challenges associated with cell phones
● Reaching prospects when they’re not in the office
● Enabling inbound and outbound calling for
remote teams
Agenda

4. ● Inability to “Walk the Floor”
○ Teams require an ability to collaborate remotely.
○ Lack of manager visibility into customer interactions and sales
activities.
○ Inability to listen and coach in-person.
● Disconnected Business Systems
○ On-Premise rather than cloud-based systems.
○ Not all teams are setup to move fully-remote.
○ Desk Phones and phone numbers not able to transfer calls.
● Increase in Virtual Meetings
○ Heavier reliance on video meetings both internal and external.
○ More intimate and larger time commitment than phone or email.
What has changed?

5. Effective Channels during the
COVID19 Crisis
Social media, content/thought leadership, phone...
● Video, Phone, Social Media, SMS
○ Events? Email?
● Is outreach being done well?
○ scripting/templates vs. off the cuff
● Data on an individual level (one-to-one connections), on
persona, within industry
○ Sales, tends to like phone whereas marketers prefer
email

6. 400% Improvement on
Engagement by Adding 2 Channels
to Your Outreach
https://www.xant.ai/resources/the-truth-behind-successful-sales-cadences-2018/

7. Challenges with Using Mobile Phone Numbers
Challenge One:
Where do your sales calls get logged?
● How are you tracking sales activities
happening on personal devices?
● Do you have visibility into who your team is
calling and about what product?
Challenge Three:
Can no longer reach prospects.
● Business phone systems may be
disconnected from WFH teams.
● Inability to find prospects mobile phone
numbers.
Challenge Two:
Understanding Customers
● Inability to record and listen to sales and
service calls.
● Blind to the outcomes of customer
interactions.
Challenge Four:
Do Not Call and SMS Compliance
● Are your maintaining compliance across
“Do not call lists”, SMS compliance and
customer information? GDPR? CCPA?

8. How to Reach Someone
Who’s Not ‘In Office’
● Acknowledge that you are an interruption.
● Be empathetic to current situations.
● Personalize and prioritize your outreach.
● Use multiple channels.

9. ● Give your teams the tools they need to connect
with customers no matter where they are working.
● Make the logging of activities and workflow
management as automatic and prescriptive as
possible.
● Give your teams the information they need to
properly engage prospects and customers in a
meaningful way.
Enabling Your Teams

10. ● Cloud Collaboration
○ G Suite, Office 365, Slack, Hangouts, Microsoft Teams
● Virtual Meetings
○ Zoom, GoToMeeting, Hangouts, BlueJeans
● CRM/Data
○ Salesforce, Dynamics, PipeDrive, Sugar, Data Provider
● Telephony
○ Cell phone, Vonage, RingCentral
● Coaching/Productivity
○ ExecVision, Gong, Prodoscore, Ambition, LevelEleven
● Sales Enablement
○ DialSource, RevDriver, MixMax, LinkedIn Navigator
What is essential Tech?

11. Q&A

12. Thank you!
SalesIntel.io
jhubbard@salesintel.io
VP of Growth
DialSource
tim.harris@dialsource.com
VP of Marketing