The Ultimate Guide to ConnectAndSell Lightning
Your complete playbook for setup, scripting, and maximizing revenue impact.
What is ConnectAndSell?
ConnectAndSell is a sales acceleration platform that helps teams reach decision-makers faster, resulting in more conversations, more appointments, and more closed deals.
The system is an AI and human assisted auto-dialer that eliminates barriers frustrating outbound calling teams, such as navigating phone trees and voicemails. It enables sales reps to speak directly with their prospects an average of four to ten times per hour.
The platform operates through two main systems:
There is a difference in cost between these two options, but keep in mind that Express Connect is an effective option if you are using enriched data that includes direct and mobile phone numbers.
The more contacts you have with direct lines of communication, the better your chances of reaching the person you want to talk to.
- Express Connect: connects sales reps to the first live voice that picks up the call. There’s no need to navigate through phone trees or deal with voicemails. The system bypasses all of that and connects you with a live person.
- Precision Connect: ensures that the right prospects are reached from the outset. It functions the same as Express Connect, except a virtual assistant works in the background to get reps around gatekeepers. With Precision Connect, you will only find yourself on the phone with the actual contact on your list.
Key Features of ConnectAndSell
ConnectAndSell offers automated dialing features, AI-powered conversational assistance, a human-augmented system, live coaching, performance analytics, and transcripts.
One of the most notable features is CASSi, ConnectAndSell's conversational AI assistant. This tool powers automation, provides real-time feedback, and offers suggestions for improvement. It also helps with phone number enrichment, prioritizing leads based on intent and providing performance coaching.
The automated dialing system is another feature that helps sales reps avoid the time-consuming process of manually dialing numbers or navigating through complex phone menus. Instead, ConnectAndSell connects reps with prospects who are more likely to engage, significantly reducing downtime between calls.
In addition, the system offers an intuitive disposition system to track the outcomes of every call. After making a call, reps select a disposition—such as “interested, send info” “scheduled a meeting,” or “not interested, follow up later”—which you can use to trigger automated follow-up actions in your CRM.
This integrated system keeps reps organized and ensures no lead is overlooked or forgotten.
CRM Integrations
ConnectAndSell integrates directly into popular CRMs like HubSpot and Salesforce, allowing you to build active, data-enriched lists in your CRM and link them directly to the auto-dialer.
This is an important feature that solves a problem many organizations do not realize they have.
Out of all the calls your sales reps make on a daily basis, how often are they adding insights from those conversations into structured data in your CRM? In most cases, these insights stay buried and forgotten in call notes.
When your CRM is integrated with ConnectAndSell, you can have as many as ten data properties visible when reps connect with prospects on a call. These properties can be linked back to your contact records in HubSpot or Salesforce.
After ending a call, the sales rep will choose a call disposition from a dropdown menu, add a few notes to reference in the next conversation with the prospect, and update key data properties about the contact, like “Competitive Lease End Date” or “Buying Role.” This critical data is then saved and synced back to your CRM, allowing you to run reports or marketing and sales automations based on the information.
This allows you to systemize data gathering on phone calls and track the information for business intelligence – something many organizations have never accomplished before.
Integrating ConnectAndSell with HubSpot also allows the rep to open a contact record when they connect with that person on a call. This helps them quickly reference all available information about the prospect, including meeting dates, emails, and calls.
If ConnectAndSell does not offer a native integration with your CRM, you can use the system by importing your call lists into the dialer using CSV files.
Getting Started with ConnectAndSell
Before starting your calling session, log into your CRM and any other apps you will need while dialing.
1. Log into ConnectAndSell from Chrome.
Click on your CRM icon (you will need to have the integration app installed in your CRM) or by entering your username and password.
- First conversation – no follow up tasks are associated with these lists. They are used to determine: Am I contacting the right person? Am I using the right message? Is my timing right?
- Follow up – Anyone you convert into a meeting or qualify in some way will go to this list. As long as there is a call task associated with your contact in your CRM that is due or past due, that contact will be on this list.
2. Make sure your audio settings are configured properly.
Change your system defaults to whatever speaker and microphone you prefer to use. If you are using a Bluetooth headset, make sure you disconnect from all other devices before using it on ConnectAndSell.
3. Check your caller ID.
In each row where your call list is, you will see vertical ellipses on the right. This is where you can set your caller ID.
4. Select the list you are going to call, and load them.
You will see a prompt called “Better Phone Numbers” pop up. ConnectAndSell collects data on which phone numbers individual contacts are most likely to answer, based on call activity by other users on their platform. By opting for “Better Phone Number” you are giving the app permission to select the “best phone number” for you. These phone numbers will not be visible to you, nor will they map back to your CRM.
5. Connect to the call bridge.
You will see the queue of callable contacts on the left. In the center, you will see your dialing mode and a button that says “Start Selling.”
6. After completing the call, a “Call Wrap” time begins.
The rep will choose a call disposition from the dropdown list, add notes to the teleprompter, update any data properties, and go back to dialing. Once the dialing begins, the call wrap time ends. You will be able to see how much time reps are taking in the call wrap activity in the reporting dashboard.
It’s a good idea to close any apps that use a lot of system resources while you are dialing. Our advice is to run ConnectAndSell in an incognito Chrome browser to reduce resource strain.
From the home screen, you will be able to access:
Calling Lists: Reps can see their assigned lists only. Managers will be able to see everyone’s lists. There are two types:
Contacts – shows you which contacts are in each list.
Reports – contains a variety of data. The useful report for reps will be the “Conversation History” report. This allows you to listen to your call recordings and identify areas for improvement.
Best Practices With ConnectAndSell
To maximize the benefits of ConnectAndSell, it’s important to integrate it into your daily sales activities. Here are some best practices that will help your team achieve the best results.
Call Scripting and Communication
Maintaining smooth communication during calls is obviously important, and good scripts are the foundation of success.
Use the Teleprompter for Consistency
The teleprompter is a multi-line text field where reps can take notes after a call. For example, a rep might enter these notes and then enter a callback date of 4/15 on the date selector:
Organize Follow-Ups and Enrich CRM Data
Every sales call can provide valuable information regardless of whether or not the rep succeeds in scheduling a meeting.
- Scheduled meeting
- Rescheduled meeting
- Busy, send information
- Busy, call later
- Not interested, follow up
- No longer with company
- Do not call
Use Real-Time Insights for Improvement
One of the most valuable aspects of ConnectAndSell is performance analytics. This feature gives sales managers and reps detailed insights into their performance, helping the team identify areas for improvement.
Use Transcripts to Revisit Conversations
ConnectAndSell generates transcripts of every call in real-time.
Add New Prospects Regularly
Maintaining a healthy pipeline is essential for consistent sales success. A good practice is to regularly add new prospects to the system, ensuring your outreach doesn’t dry up.
Optimize the Redial Window
The redial window is a customizable feature in ConnectAndSell that determines how long the system waits before attempting to call a prospect again after an initial failed attempt. The default setting is typically 15 minutes, but this can be adjusted based on your team's needs.
Manage Referrals
Referrals are a valuable source of new business, and ConnectAndSell makes it easy to manage them. When a prospect refers a decision-maker to you, the system automatically creates a follow-up task for the new contact.
When the person on the other end answers, it’s crucial to first ask an open-ended question. This brief moment of exchange serves a dual purpose: it gauges the mood of the person on the other end and provides a slight pause, allowing you to read insights from your last conversation.
For example, asking “How’s your day going?” gives you the chance to adjust your approach based on the response, while also buying time to read the call notes or other details displayed on the screen.
Keep your introduction concise and get straight to the point. The longer it takes you to explain why you are calling, the more likely they are to interrupt you or hang up. Most importantly – reduce business-like buzz phrases and cliches that don’t communicate your value. Focus on relaxing and talking to people as if you just called up an old friend.
Calling prospects is a nerve wracking task. One of the best ways to relax is to change your mindset. You aren’t calling people to sell them -- you are calling to help them, and the purpose of the call is qualify them for help. Maintaining a service mindset will help you approach calls with the sort of confidence and professional posture needed for success.
Connected on 3/25. He was busy, in the middle of a massive migration project. Discussed our security product. Follow up in three weeks to set appt.
Book Your Strategic ConnectAndSell Consultation
Reserve your time on the calendar below.
As a certified ConnectAndSell implementation partner, we ensure your team achieves measurable outbound acceleration—not just platform access.
In your complimentary strategy session, we will: Audit your current outbound process, tech stack, and data quality. Deliver a data-backed plan to integrate ConnectAndSell and multiply your live conversations. Model the ROI and pipeline impact you can expect within the first 90 days.
Frequently Asked Questions
How is ConnectAndSell different from Salesloft, Outreach, or other sales engagement platforms?
Salesloft and Outreach are sequence orchestration platforms — they help reps run multi-touch cadences across email, calls, and tasks. ConnectAndSell is specifically a live-conversation acceleration platform — it doesn't replace your cadence tool, it dramatically increases the number of live phone conversations the rep actually has during their call blocks. Most QBS clients use ConnectAndSell alongside their existing engagement platform, not instead of it.
How long does it take to see results after implementing ConnectAndSell?
Most teams see meaningful conversation volume increases within the first 2 weeks once reps are trained and lists are loaded. Pipeline impact typically shows up in the 30 to 60 day window — the lag is the time it takes for those increased conversations to convert to qualified meetings, then to opportunities. Revenue impact follows the natural sales cycle of your business. Teams that don't see results in 60 days usually have a list quality, talk track, or rep coaching problem rather than a ConnectAndSell problem.
Does ConnectAndSell work for industries outside of B2B Saa S?
Yes. While much of ConnectAndSell's marketing speaks to B2B Saa S, the core mechanic (live conversation acceleration) works for any business with outbound calling motion. Office equipment dealers, professional services, financial services, healthcare, and industrial sales teams all use the platform successfully. The only requirement is that you have a defined ICP, sufficient TAM to support volume calling, and enough deal value to justify the per-conversation cost.
What integrations does ConnectAndSell have with HubSpot and ZoomInfo?
ConnectAndSell has native integrations with both. The HubSpot integration logs every conversation back to the contact record, syncs call dispositions, and can trigger HubSpot workflows on outcomes. The ZoomInfo integration pulls prospect lists with enriched data directly into the dialer. When all three are configured together (the QBS standard stack), prospect data flows from ZoomInfo to HubSpot to ConnectAndSell automatically, conversations log back through the chain, and follow-up workflows fire based on outcomes — no rep manual list-building, no missed handoffs.
How is ConnectAndSell priced, and what's a typical investment for a 5-10 rep team?
ConnectAndSell pricing is per-rep with conversation-volume tiers. A 5 to 10 rep team typically invests in the $4,000 to $8,000 per month range for the platform itself, depending on conversation volume needs and feature tier. QBS implementation work (integration, training, playbook development) is a one-time fee that varies with complexity but typically lands between $5,000 and $15,000. The combined investment usually pays for itself within 90 to 120 days for teams with disciplined call execution.
- What is ConnectAndSell?
- Key Features of ConnectAndSell
- CRM Integrations
- Getting Started with ConnectAndSell1. Log into ConnectAndSell from Chrome.2. Make sure your audio settings are configured properly.3. Check your caller ID.4. Select the list you are going to call, and load them.5. Connect to the call bridge.6. After completing the call, a “Call Wrap” time begins.
- Best Practices With ConnectAndSell Call Scripting and Communication Use the Teleprompter for Consistency Organize Follow-Ups and Enrich CRM Data Use Real-Time Insights for Improvement Use Transcripts to Revisit Conversations Add New Prospects Regularly Optimize the Redial Window Manage Referrals