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03 Apr How to qualify leads through sales enablement with Restcomm

How to qualify leads through sales enablement with Restcomm
A common problem many companies or organizations face is when they have to contact a large audience to get their consent or to ask their opinion on some topic.

One of the most popular and cost-effective ways to qualify leads is by broadcasting recorded voice messages to a list of subscribers and scoring the responses into different customer segments based on the results.  

In this blog post, we will show you how to build sales enablement scenario with Restcomm.


How it works

Using Restcomm Visual Designer (RVD), the application can be programmed to:

  • Playback a recorded message
  • Capture the lead’s response (as a digit entered on their keypad)
  • Store the response in a database or spreadsheet (for your call center agents to act on). For this example, we will use a Google Sheet connected through a Zapier integration.


Your own application or customer resource manager (CRM) can use RVD’s Web Trigger feature, to invoke a call to each of the leads in your database.


Registering your sales enablement phone number

Assuming you have a Restcomm account, assign a number

  1. If you don’t have any Numbers yet, click on “Register Number”
  2. Switch to “Provider Number” tab, so you can provision a real number
  3. Select your country from the dropdown list. If applicable, select an Area Code as well.
  4. Click the “Register Number” button on the right-hand side of the number you would like to register under your account.


Building your sales enablement application

  1. Start with a blank template
  2. We will need 2 modules. One for handling the interaction with the call recipient, and another for handling the integration between Zapier and Google Sheets, so apart from the standard “Welcome” module you get with the blank template, let’s create a second module, which we can call “Store Responses”.
  3. Now, let’s move on with setting up the IVR part, in the Welcome module:
    • Drag a Play action, which is where you will upload the audio file that contains your audio message.
      • The supported audio formats include: `audio/wav` `audio/wave` and `audio/x-wav`.
      • It is important to end your message with a good call to action. It should clearly indicate the action you expect the lead to take, for example, “Press 1 if you are interested and one of our agents will call you back”.  
    • Next, we need to collect our prospective lead’s response. We will use the “Collect” action to do that:
      • Select “Collect Digits” option
      • Make sure to assign a variable name (e.g., leadResponse). This will be used later on, when we want to store our lead’s response.
      • Ensure the Scope is application.
    • In the “Continue to” dropdown, select the name of the 2nd module (e.g., “Store Responses”)
    • In the “Validation Pattern”, insert the appropriate validation rules, depending on what kind of responses you expect. Regular expressions are also supported here, so there is a lot of flexibility. Leave blank for no validation.
  4. Finally, it’s time to set up the Zapier integration on the Restcomm side:
    • Drag an External Service action in the module working area.
      • In the method, select `POST`
      • In the `Content Type`, select `json`
      • No username/password necessary.
      • In the POST content / body area, insert the following:
        "caller" : $core_CallerName,
        “callee” : $core_To,
        "leadResponse": $leadResponse
    • (Optional) Drag a “Play” action in the module working area. This is where you have a chance to upload a “Thank you” message, which is good practice for letting your leads know that their response has been recorded and that, for example, an agent will contact them shortly.
  5.  To set up the Zapier app:
    • Create an account (if you don’t have one) and sign in.
    • Create a Zap
    • Set up the Zap so that it is triggered by a Web Hook, and select “Catch Hook” as the type. The Restcomm cloud application will basically use this to pass the responses of your invitees into Zapier.
    • Now, add a “Create Spreadsheet Row” Action, which will be responsible for persisting your data into the specific Google Sheet you have created for this project.
  6. As a final step, it is time to set up integration with your own application, through the use of Web Triggers.
    • In the Restcomm Visual Designer page for your application, select “Web Trigger” from the settings dropdown.
    • Select the “Enable Web Trigger” checkbox
    • Click the “Application-specific token” gear to reveal the hidden section. It is good practice to set a different token for each of your applications.
    • Finally, make a note of the URL shown.
    • To finalise integration with your application, you will need to initiate an HTTP GET request, to the above URL, remembering to replace the values for `from` (this is the Caller ID), `to` (the call recipient) and `token` (what you inserted in the previous step.
    • Now, whenever you invoke this web trigger, a call will be made to the number in the `to` field, and the RVD application flow will be played back to them, allowing your message to be heard and allowing them to respond.

That’s it! Take advantage of your sales enablement scenario with Restcomm and start qualifying more leads.

If you’d like to try this out for yourself, please contact us for a trial account.

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