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Automating Lead Generation By Anthony Garritano Making technology handle lead generation is always a plus. Who wants to deal with stale leads anyway? As such, Leads360, a provider of on-demand customer acquisition and lead management solutions, will launch LeadDialer, as a tool to enhance sales velocity. LeadDialer is offered in both a click-to-dial and a progressive dialing format. In Click-to-dial mode, LeadDialer instantly connects the sales agent and begins dialing the prospect, automatically handling the dialing and call disposition. LeadDialer provides a complete audit history with built-in reporting to aid in sales team management. LeadDialer allows a manager to know who's calling, when they're calling, what the outcome was, and measure performance in a completely objective manner. LeadDialer's progressive dialing mode turns electronic leads into sales opportunities by leveraging the company's LeadManager tool's advanced automated distribution engine, to get the right lead to the right sales agent as quickly as possible. Because the agent is pre-connected, sales opportunities will not hear the "white noise" associated with telemarketing hot-transfers. Companies using LeadDialer in conjunction with LeadManager will see their sales team operating more efficiently than ever before. "The LeadDialer that we'll be releasing in October will enhance the online customer acquisition process," said Charles Chase, president and CEO of Leads360. "We'll combine a predictive dialer with our lead solution. The initiative is about trying to level the playing field and give an outbound dialing system to a company that may not be able to afford it. No new software, hardware or installation is necessary. "First, click-to-dial is a way for sales agents to rapidly make contact with leads. We make the leads hot links. That link automatically handles the call and the result. The benefit is that it makes the agent more efficient. From a management perspective, it gives an objective view of the company. This will give an unprecedented ability to measure performance and contact. "The second flavor is called progressive dialing," noted Mr. Chase. "Through this way the leads piggyback off of our distribution engine. You want the agent to get the borrower on the phone right away. All of the logic about who to connect the call to and when to call is done by the technology. "This eliminates the negative pieces associated with predictive dialing, namely the white noise. Usually the borrower experiences a moment of silence before the agent gets on the line. We connect the agent first." Is this a complete telecommunications play? "We're not trying to provide a complete telecommunications solution," he answered. "We want to help our clients increase their contact ratio and get the agent connected with the borrower as quickly as possible. This is very time sensitive stuff, so this will help agents get in touch with leads sooner. "Our typical client in the mortgage space is a broker or a direct lender with between 25 and 50 loan officers. It's a middle-market company that doesn't have the money to invest in hardware. We give them the ability to compete with larger players that have bigger technology budgets."

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