What is Immediate Response

Immediate Response is a tool from InsideSales.com that aims to assist sales teams increase contact rates with new leads.

Types of Immediate Response

There are two different kinds of immediate response.

NOTE – InsideSales.com recommends careful consideration while choosing which type of immediate response is appropriate for your business.

Call Nows

A Call Now sends a prospect record to the top of the dialer list, so that the next time a rep requests the next record in the list the record that is presented to the rep is the call now prospect. Call Nows are recommended if reps are in an environment where they are expected to do a high volume of outbound calls and managers want to encourage them to continue moving through a list.

ResponsePop

A ResponsePop immediate response causes an inbound call to be placed to a Rep Queue. The inbound call is then routed to the next available rep based on the rep queue routing configurations. When a rep accepts the call, the InsideSales.com system then immediately dials out to the prospect connecting the rep and prospect together. ResponsePop is recommended when reps are not placing a high volume of outbound calls, since they are not frequently moving to the next record in the list. 

NOTE – Because ResponsePop mimics an inbound call, when a ResponsePop is routed to a rep the rep will be marked as Not Ready for Inbound. Once the call is completed, the rep will need to manually mark themselves as ready for inbound again to be eligible for additional ResponsePops or inbound calls.

Setting Up Immediate Response

Global Settings

  1. Determine Criteria for Immediate Response (Lead Source, Creation Date, Lead Status)
  2. Create Workflow Rule in Salesforce (Setup > Workflow Rules > New Rule)
  3. Select Object (Lead, Contact, Account) to base rule on, then press Next
  4. Give rule a Descriptive name (we suggest referencing InsideSales.com for future visibility)
  5. Choose Evaluation Criteria (this link for more details on Evaluation Criteria options in Salesforce)
  6. Using the same criteria from step one, fill in Rule Criteria, then press Next
  7. Under Add Workflow Action, select Outbound Message

Call Nows

  1. Fill in all desired fields and include https://[subdomain].insidesales.com/do=noauth/salesforce_add_lead?do=call_now&dialer_initiative_id=[#] as the Endpoint URL
  2. Replace [subdomain] with your company subdomain
  3. Replace [#] with the desired seek list ID. (The ID of the dialer initiative can be found in the List Progress Report and in the URL after launching the list.
  4. Press Save
  5. Return to Workflow Rule page and activate the Workflow Rule you just created 

ResponsePop

  1. Fill in all desired fields and include https://[subdomain].insidesales.com/do=noauth/salesforce_add_lead?do=responsepop&inbound_initiative_id=[#] as the Endpoint URL
  2. Replace [subdomain] with your company subdomain
  3. Replace [#] with the ID of a Rep Queue. (The ID of a Rep Queue can be found by double-clicking the Rep Queue node in the call path in Salesforce)
  4. Press Save
  5. Return to Workflow Rule page and activate the Workflow Rule you just created 

Related Articles / Next Steps

Congratulations on setting up your team for success with Immediate Response! We recommend following up on the setup by optimizing your use of seek lists and call paths. 


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