In this episode of the Transform Sales Podcast: Sales Software Review Series, Tony Dicks, CRO of CloudTask Marketplace and Devanshu Shina, CEO of Scriptify and Phone Oracle,talked about how cold callers can use Scriptify for lack of qualified leads.
Scriptify’s AI-Powered Autodialer With Phone Validation & Script Builder, Helps Cold Callers Eliminate Wrong Numbers And Achieve 6-12 Conversations Per Hour. Watch Demo Now.
When it comes to telemarketing, what alternatives were your customers most often using before buying your software?
Before adopting specialized telemarketing tools, many sales teams rely on alternative solutions that, while functional, often fall short in efficiency and scalability. These include sales engagement platforms with basic click-to-dial capabilities, CRM systems with limited native dialing features, and manual processes like using spreadsheets to manage contact lists and make calls. Each of these approaches has its strengths but lacks the advanced capabilities needed for high-volume telemarketing.
- Sales engagement platforms (Apollo, Outreach, SalesLoft): these tools provide click-to-dial functionality integrated with email and outreach campaigns, allowing teams to track calls and follow-ups but lack advanced dialing capabilities for scaling telemarketing efforts.
- CRM platforms with built-in dialers (HubSpot, Salesforce): CRMs with native dialing features enable teams to make calls directly from customer records and log activities, but they are not optimized for large-scale outbound calling or advanced telemarketing workflows.
Manual dialing or spreadsheets: some teams rely on spreadsheets to manage prospect lists and manually dial numbers, which can be time-consuming, prone to errors, and difficult to track effectively.
What challenges were your customers running into that your software helped them overcome?
When using alternative solutions for telemarketing, sales teams often encounter critical challenges that hinder their ability to achieve high connect rates and successful cold calling outcomes. These issues stem from gaps in infrastructure and support, leading to inefficiencies in the dialing process. A common misconception in the sales community is that low pickup rates are solely due to prospects’ unwillingness to answer calls, ignoring potential flaws in the cold calling infrastructure itself.
- Low-quality phone numbers: many dialing tools, like Apollo, assign a single VoIP number without verifying its history or reputation. These numbers often carry a negative legacy from past misuse, such as being flagged for spam or malicious activities. As a result, calls are frequently blocked or marked as “likely spam,” which severely impacts pickup rates and leaves teams assuming the issue lies with unresponsive prospects.
- Lack of caller verification protocols: tools without STIR/SHAKEN protocols fail to verify phone numbers as legitimate, making them appear anonymous or untrustworthy to recipients. This oversight is akin to email systems without SPF or DKIM records, where messages are flagged as potentially fraudulent. In telemarketing, this lack of verification leads to low call credibility and diminished connect rates.
- Inadequate caller ID configuration: many systems neglect to implement CNAME (Caller ID) settings, resulting in generic or unknown numbers displayed to prospects. Without a recognizable business name associated with the number, trust erodes, and recipients are far less likely to answer. This missing element, essential for credibility, is often overlooked in existing tools.
These challenges underline the importance of addressing cold calling infrastructure, a critical but often ignored aspect of telemarketing that significantly affects connect rates and overall sales effectiveness.
What are the key features of Scriptify that help overcome the telemarketing challenges?
Scriptify offers several key features designed to address and overcome the common telemarketing challenges that sales teams face:
- Cold calling infrastructure management: ensures that the cold calling infrastructure is optimized. This includes using clean, verified phone numbers with no history of being flagged for spam or malicious use, preventing issues like calls being blocked or marked as “likely spam.” It ensures high-quality, reliable numbers for dialing, similar to how email systems use SPF or DKIM records to ensure email legitimacy.
- STIR/SHAKEN protocols for caller verification: it incorporates STIR/SHAKEN protocols to verify that the phone numbers being used are legitimate and associated with the correct business. This is akin to email verification standards (like SPF) that help ensure emails are coming from a trusted source, improving the likelihood of the call being answered and reducing the chances of the number being flagged as suspicious.
- CNAME Integration for caller ID: allows for proper Caller ID (CNAME) configuration, ensuring that a recognizable business name appears when making calls. This enhances trust with the recipient and increases the chances of the call being answered, as opposed to generic or untrustworthy numbers that are often ignored.
- Comprehensive call management and reporting: it offers a robust call management system that not only ensures infrastructure is optimized but also provides detailed reporting and analytics. This allows sales teams to track the effectiveness of their calls, adjust strategies accordingly, and continuously improve their dialing practices.
- Integration with CRM and sales engagement tools: integrates seamlessly with CRM systems like HubSpot, Salesforce, and sales engagement tools like Apollo and Outreach. This allows teams to import contact lists and tasks directly from these platforms and dial within Scriptify, streamlining the workflow and enhancing productivity.
- Improved connect rates and call productivity: by addressing both infrastructure and process issues, Scriptify boosts overall connect rates and call productivity. It helps sales teams shift the focus from blaming prospects for low pickup rates to understanding and improving the technical aspects of their dialing system.
These features work together to enhance telemarketing efforts, ensuring that sales teams have the right tools and infrastructure in place to increase the likelihood of successful connections and conversations.
What tasks, deliverables, and/or people need to be involved in setting up your software for telemarketing and how long does it typically take to reach full productivity?
Setting up Scriptify for telemarketing is a quick and simple process. Here’s a breakdown of the tasks and people involved:
- Demo and setup: the process begins with a 30-minute demo with a representative from Scriptify. During this session, the setup for the team is completed, ensuring everything is ready to go.
- Employer identification number (EIN): to proceed with the setup, Scriptify will need your Employer Identification Number (EIN) for the US. This is the only piece of information required for initiating the process.
- Number approval and infrastructure setup: once Scriptify has the EIN, the team will begin the process of getting your phone numbers approved for important protocols like STIR/SHAKEN and CNAME. This ensures that the numbers are clean, verified, and compliant with caller authentication standards.
- Carrier relationships and grading: Scriptify has strong relationships with carriers, which allows them to achieve a high-grade level attestation for your numbers. This step ensures that your numbers have a high level of trust and are less likely to be flagged as spam.
- Integration: If you wish to integrate with your CRM or sales engagement platform (like HubSpot), it takes just one click to manage the integration.
Typically, within the first week, Scriptify takes care of the number approval process and infrastructure setup in the background, allowing your team to continue dialing while everything is being configured. Once these steps are complete, your team can reach full productivity quickly, with minimal downtime.
What KPI’s should cold callers use to evaluate their success with your software for telemarketing and what quantifiable outcomes can they expect?
To evaluate the success of Scriptify for cold calling, there are KPIs that can help measure the impact and productivity:
- Number of conversations: Scriptify guarantees an increase in the number of conversations per 100 calls. With Scriptify, cold callers often experience up to 4 to 6 times more conversations compared to traditional dialing systems. This is due to Scriptify’s infrastructure that ensures higher pick-up rates and more effective connection with the right prospects.
- Connect rate: the connect rate is a crucial KPI, measuring how many of the 100 calls result in a live conversation. With Scriptify, this connect rate improves significantly, with users experiencing almost double the pick-up rate compared to traditional dialing methods.
- Call dispositions: this tracks the outcomes of each call, such as whether it was answered, went to voicemail, or reached the wrong person. Scriptify helps reduce the number of “wrong number” and “incorrect disposition” calls by ensuring higher-quality, validated numbers. This typically reduces negative dispositions from 20-30% down to just 5-6%, resulting in more productive calling time.
- Meeting conversions: once a conversation is established, the next step is converting it into a booked meeting. With Scriptify, not only do users get more conversations, but they also experience a higher conversion rate, as they are able to engage with the right decision-makers. The result is that cold callers can secure the same number of meetings with fewer calls, thus improving overall efficiency and productivity.
- Call to meeting ratio: by reducing the number of calls needed to secure a meeting, Scriptify helps cold callers be more effective. For example, if a cold caller traditionally needed to dial 1,000 people to secure five meetings, with Scriptify, the same result can often be achieved with just 500 calls, effectively doubling productivity.
These KPIs provide a clear picture of Scriptify’s impact, and within the first week of using the software, cold callers can see tangible improvements in their performance. The platform not only increases conversation rates but also ensures higher-quality engagements and conversions, leading to better results over time.
To set it clear…
Scriptify presents itself as a robust solution for optimizing telemarketing processes, addressing key challenges that sales teams face, such as low response rates and call quality. Through its advanced infrastructure, including number validation and call reputation enhancement, Scriptify not only increases the number of conversations per set of calls but also reduces negative dispositions and improves meeting conversion rates. Key KPIs, such as connection rates, meeting conversions, and time efficiency, demonstrate significant productivity improvements, allowing sales teams to make more high-quality calls in less time.
Furthermore, Scriptify’s setup process is simple and quick, with a seamless integration that allows teams to start seeing results almost immediately. Within the first week of use, teams experience a noticeable increase in conversation rates, translating into greater effectiveness and a faster return on investment. With the ability to continue improving as numbers and strategies are optimized, Scriptify not only solves immediate cold calling infrastructure issues but also continuously enhances long-term results, making sales teams more efficient and effective.
