Inside Sales Lead Management Featured Article

The results of a lead generation “cost per dial” study across several major markets has just been released in a new report, with some significant findings.

According to a company called ConnectAndSell, lead generation costs an average of eight dollars per call in major markets.

"Denver is No. 2 in the country for building inside sales and it costs just $1.50 per dial with ConnectAndSell Virtual Sales Force vs. the normal $8 per dial with manual dialing from major metro areas like San Francisco,” noted Chad Burmeister, VP of sales and marketing for ConnectAndSell.

With Denver as the lowest price per call market, ConnectAndSell has teamed up with Xactly (News - Alert) Corporation, CSO Insights, and the Denver Chamber of Commerce to create the Denver Coalition for Inside Sales.

The coalition will concentrate on convincing Bay Area companies and other companies located in more expensive markets to locate their sales centers in Denver to save money.

One of ConnectAndSell’s clients has already done so. InsideView was spending eight dollars per call in the San Francisco market, but was able to drive down its costs to only one dollar per call. Obviously, it saved a lot of money on the 4,500 leads it generated in Dreamforce.

Efficiency is also a reason companies would locate in cheaper markets. While eight dollars per call might not sound like a lot of money, it can add up when a large company dials a lot of numbers to manually generate leads.

ConnectAndSell aims to put sales representatives in touch with decision makers easily. The costs savings come from the fact that they actually reach these decision makers without having to waste time with leaving voicemail messages and calling repeatedly.

The company was recently awarded a patent for its lead generation technology. The patent covers the automated allocation of agents for outbound calling.