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Outbound Sales: How Analytics and Business Intelligence are Changing the Game - Globalteleforce - ContactCenterWorld.com Blog

Outbound Sales: How Analytics and Business Intelligence are Changing the Game

As technology succeeds one after the other and modern commerce are shaped by customers, sales remain constant as it is the lifeblood of any enterprise. A good sales person strives to refine his or her knowledge of customer behavior and take grasp of the selling arena in order to keep up with the sales performance needed by the business. It is the same situation applied to sales teams where skills and instincts are no longer enough in this day and age to win the market.

Embedded technology for sales such as Analytics and Business Intelligence are now considered as essentials rather than an accessory for sales teams. More often in the future, it is the difference between success when it comes to exceeding sales targets and floundering in the dark in chasing unattainable goals.

Sales targets, no matter how ambitious -- are often rationalized and given weight with the proper insight on how to achieve it. This is where platforms such as analytics and business intelligence are utilized to quantify both success and failure as factors into variables with a definite statistical yield.

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Let’s define and distinguish the difference of Analytics and Business Intelligence:

Analytics – is the practice of iteration, methodical exploration of an organization's data such as sales, with an emphasis on statistical analysis. Business analytics is used by companies committed to data-driven decision-making on fields such as sales.

Business Intelligence - is a process driven by technology for analyzing data and presenting actionable information to help executives, sales managers and other key decision makers make informed business decisions out of quantifiable evidence.

Below are factors how Analytics and Business Intelligence as components or centralized platforms to launch on are changing the sales arena.

  1. More Sales to the Existing Customer Base – It is widely believed that selling to an existing customer is harder than selling to a new customer. With analytics in play, quantifiable data out of customer preference, interaction with the product and dependency are crunched into actionable scenario that sets off notifications on when to approach an existing customer for an upgraded sales proposition.

 

  1. Better Sales Support as a Service – Customers are most likely to buy when they see the benefit of a product other despite not within their immediate need. Through key figures basing on customer tendencies on a product and mapped customer journey post-acquisition, sales persons can propose the sale as a form of support to upgrade the sales proposition from “need” to “essentiality”.

 

  1. Data Driven Sales Decisions – Whether you’re selling beyond expectation or underperforming from expectation, the traditional sales savvy professional will just bear through the trend and redeploy his or her skills as a second wind. Modern sales teams today are equipped with data and information basing on tendencies leading to the pre-sales path and the lost opportunities path. One’s skill has limitations and the natural “sales instinct” adage is no longer sufficient today as quantifiable data is proving old sales methodologies wrong.

 

  1. Change in the Reporting Methodology ­– The advent of Business Intelligence has also changed the perception of sales people on reports as there are less contention on the figures or statistics yielded. Today, sales people are more inclined to knowing how their sales numbers fare on several sales approaches when it comes to the sales funnel. This includes tendencies that set off sales pathways and drop-offs. When it comes to the integrity of reporting, analytics help establish the grounds of trust when it comes to reporting.

 

  1. Better Sales Support – Analytics and Business Intelligence are more than just end-reporting generated for sales people, it can also help bridge marketing efforts in achieving a true “sales & marketing” alignment that help dramatically improve the overall performance of each department. Much more, figures from analytics that are crunched and visually styled for department comprehension can be a force for improving key performance benchmarks of departments from sales to customer support.

 

Skill and experience for each member of the sales teams still matter as the technology of Analytics and Business Intelligence are based to bolster their performance through quantifiable data that is derived from the field personnel and how prospects are reacting whether they fall into the pre-sales or missed opportunities categories. The idea is that data driven decisions based on key insight will help improve individual and team sales performance.

When it comes to outbound sales outsourcing where a business places their trust in a contact centre provider to help bolster sales while maintaining the brand’s market integrity, a solutions provider such as Global TeleForce utilizes sales analytics and business intelligence to maintain performance and exceed sales targets through the statistical maturation of the campaign. That way, we make informed sales decisions to further improve the campaign.

To know more about our outsourced sales services, call us today AU +1300 77 88 62 or PH +63 917 5680402 | +63 917 5166897 or email us enquiry@globalteleforce.com.

Source: http://globalteleforce.com/blog/outbound-sales--how-analytics-and-business-intelligence-are-changing-the-game

Publish Date: January 3, 2018 5:00 AM


2021 Buyers Guide Computer Telephony Integration

 
1.) 
AMC Technology

DaVinci
DaVinci provides Computer Telephony Integration (CTI) to a library of pre-built applications + UXiPaaS (User Experience Integration Platform as a Service) built specifically for contact centers. As contact center needs evolve, organizations need to have access to extend or create new functionality, without waiting to be a part of a software roadmap. Get the benefits of CTI within your CRM like screen pop, click-to-dial, screen transfer, speed dial and more, but future-proof your contact center so you can expand and integrate how and when you want.

2.) 
Call Center Studio

Call Center Studio
Call Center Studio is the world’s first call center built on Google and is one of the most secure and stable systems with some of the industry’s best reporting. It is one of the most full-featured enterprise grade systems (with the most calling features, one of the best call distribution, outbound dialing features and integrations—including IVR, AI Speech Recognition, blended inbound/outbound calling and includes Google’s new Dialogflow and Speech API. Call Center Studio is the absolute easiest to use (with a 10 minute setup), and is the price performance leader with lower equipment cost and less setup time.

3.) 
ComSys S.A.

CLink for CRM and Call Center Integration
CLink by Comsys is a middleware that connects in real-time the CRM and the contact center applications. CLink enhances the CRM with interaction management capabilities from the contact center that allow agents to work more productively across all communication channels.
Comsys is a provider of οmnichannel customer engagement solutions that assist companies around the world in delivering unique customer experiences. For the last 15 years, Comsys designs and implements complex projects for clients from the outsourcing, financial services, telecommunications, and retail sectors. Comsys enjoys strategic partnerships with technology vendors like Cisco®, Aspect Software®, and Microsoft® for the delivery of innovative interaction management and contact center optimization solutions.

4.) 
Consilium Software

Consilium UniAgent™
Today’s call centers need their agents to work more naturally, and respond better and faster. Here, we talk about the innovations Consilium has made with the latest desktop and mobile agent releases of the UniAgent™ CRM connector. From small enterprises to Fortune 500 companies and governments across 110 countries, UniAgent™ comes into action right at the moment of reckoning, making every contact center experience engaging and personalized, powered by simplified customer identification and anticipating customer needs.
UniAgent™ provides CRM integrations between all the Cisco contact center solutions (UCCX, PCCE, UCCE and HCS-CC) and over 20 CRMs, such as Salesforce, Microsoft Dynamics 365...
(read more)

5.) 
IntraNext Systems

IntraNext Systems develops agent efficiency tools and data security software solutions for medium-to-large contact centers. Our Event Intelligence® Platform solutions include SmartCTI™, iGuard®, and SmartSIP™. SmartSIP is based on our patented SIP layer technology and provides a DTMF masking solution for VoIP environments.

6.) 
Megacall

CRM integration
CRM
We know how important it is for a business to obtain data from its customers and to manage them effectively, so we help small to large companies by integrating their CRM with the Virtual Switchboard.

This type of integration will simplify the work of your team and improve the management performance of the contact list and its information.

7.) 
NovelVox

NovelVox CTI Connector
NextGen Cisco Finesse, Genesys & Avaya Embedded CTI Connectors for Salesforce, Microsoft Dynamics, ServiceNow, Zendesk & more.

8.) 
PhoneIQ

PhoneIQ
What is PhoneIQ?
PhoneIQ is the modern cloud phone system and contact center platform built exclusively for companies on Salesforce. Our all-in-one cloud communications platform brings together power dialing, local presence, voicemail drop, Salesforce call routing, call recording and a complete PBX replacement that lives within your CRM. With support for desktop, mobile, and desk phones, PhoneIQ works seamlessly at the office or remote, logging all interactions in Salesforce and generating reports in real-time.

Best For
Companies using Salesforce and looking for a phone system, dialer, or contact center software that provides deep integration capabilities with their CRM and expert Salesforce support.

9.) 
Teckinfo Solutions Pvt. Ltd.

InterDialog UCCS
InterDialog UCCS - a robust contact/ call center software that helps organizations provide a seamless customer experience across all channels in the customer service journey. All interactions from various channels come to a single unified queue on the InterDialog platform. With unified view agents get to see all historical interactions , enabling him to give a resolution quickly. InterDialog UCCS is a comprehensive Contact/Call Center Software with robust CTI, Unified Q ( ACD), Reporting, Unified Agent Management, Administrator, Supervisor - Monitoring (Pmonitor)
 



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