Cookie Preference Centre

Your Privacy
Strictly Necessary Cookies
Performance Cookies
Functional Cookies
Targeting Cookies

Your Privacy

When you visit any web site, it may store or retrieve information on your browser, mostly in the form of cookies. This information might be about you, your preferences, your device or used to make the site work as you expect it to. The information does not usually identify you directly, but it can give you a more personalized web experience. You can choose not to allow some types of cookies. Click on the different category headings to find out more and change our default settings. However, you should know that blocking some types of cookies may impact your experience on the site and the services we are able to offer.

Strictly Necessary Cookies

These cookies are necessary for the website to function and cannot be switched off in our systems. They are usually only set in response to actions made by you which amount to a request for services, such as setting your privacy preferences, logging in or filling in forms. You can set your browser to block or alert you about these cookies, but some parts of the site may not work then.

Cookies used

ContactCenterWorld.com

Performance Cookies

These cookies allow us to count visits and traffic sources, so we can measure and improve the performance of our site. They help us know which pages are the most and least popular and see how visitors move around the site. All information these cookies collect is aggregated and therefore anonymous. If you do not allow these cookies, we will not know when you have visited our site.

Cookies used

Google Analytics

Functional Cookies

These cookies allow the provision of enhance functionality and personalization, such as videos and live chats. They may be set by us or by third party providers whose services we have added to our pages. If you do not allow these cookies, then some or all of these functionalities may not function properly.

Cookies used

Twitter

Facebook

LinkedIn

Targeting Cookies

These cookies are set through our site by our advertising partners. They may be used by those companies to build a profile of your interests and show you relevant ads on other sites. They work by uniquely identifying your browser and device. If you do not allow these cookies, you will not experience our targeted advertising across different websites.

Cookies used

LinkedIn

This site uses cookies and other tracking technologies to assist with navigation and your ability to provide feedback, analyse your use of our products and services, assist with our promotional and marketing efforts, and provide content from third parties

OK

Upcoming Events

TRAINING IN CONTACT CENTERS

How To Enter the 2020 Members' Choice Awards - For Vendors

HOW TO CELEBRATE INTERNATIONAL CONTACT CENTER WEEK

EMPLOYEE ENGAGEMENT

HOME AGENT TECH & ENVIRONMENTS

Create The Perfect Strategy With Sales Acceleration - Intelliverse - ContactCenterWorld.com Blog

Create The Perfect Strategy With Sales Acceleration

The overarching goal for most businesses that provide products or services to customers is to increase sales volume and return on investment. While easy to state in concept, it is often difficult to achieve increases in both of these in tandem. It is a continuing quest to more efficiently allocate time and resources, both human resources as well as dollar investment.

The Strategy
The sales cycle is often conceptualized with the analogy of a funnel, which starts at the top with advertising to a target market with prospects down the funnel until they become customers converting into actual sales. Sales acceleration, bringing a potential customer through the funnel more quickly, involves data visualization, sales automation, data management and predictive analysis. It is a proven strategy to achieve the dual goals of increased sales and return on investment. Sales acceleration software and platforms effectively allow companies to utilize data science and analytics to better analyze the information they have and they can gather to understand and tailor their approach to prospects in the various stages of the sales cycle and help them move forward.

Each business has unique characteristics and nuances with different challenges present in different industries, all of which must be taken into account to customize solutions. However, certain tactics, techniques and tools for accelerating the sales cycle apply in general. Sales acceleration software and platforms now commonly offer data science and predictive analytics to identify the right targets and provide those targets with the right information in a timely manner. These techniques can be applied to each stage of the sales cycle funnel.

Advertising to the Target Market to Develop and Identify Prospects
Online and offline lead generation is essential to the beginning of the sales cycle and the creation of the prospect/customer database. Sales acceleration software tools can be used to track website visitors and repeat visitors; gather information on requests by a site visitor such as sign ups to subscribe to a mailing list, newsletter or blog; or downloads for more information such as product specifications or white papers. The tools can also automatically log call activity and enter tracking information.

Turning Suspects into Prospects
Lead nurturing is the process of turning suspects into prospects by maintaining regular contact, creating trust, providing information, following-up and helping the prospect advance through the funnel to the buying decision. Sellers should create profiles of prospects, and segment prospects into groups so that specific nurturing actions are channeled to the appropriate group; and continuously gather more information about the suspect/prospect, so that the segmentation can be refined. For example, sellers might send automated periodic personalized email follow-ups with invitations to trade shows, seminars, or webinars, or links to white papers or case studies. These in turn prompt a prospect to provide more information when responding, enhancing the prospect’s profile.

Turning Prospects into Sales Qualified Prospects
Lead qualification is the process to try to determine how far along the prospect is in the sales cycle, which is often done by grading or scoring prospects with specific metrics and weighting different factors. Sellers can customize the metrics according to their particular business and experience. Examples include number of visits to specific website pages which indicate an enhanced level of buying interest; requests for detailed technical product information; a request for a quotation; and most importantly, a request for a sales appointment.

Converting Sales Qualified Prospects into Customers and Sales
Sales appointments are generally necessary for conversion to a sale but are very time consuming, particularly if done through in-person meetings. Highly qualified sales leads allow more efficient appointment setting and higher success rates in converting. If the lead qualification process has determined the prospect is an appropriate decision maker and far along in the sales cycle, the greater the likelihood that the sales appointment will result in a purchase decision and sale.

Each specific business will need to customize and refine the details of the tactics, tools and techniques discussed above in order for sales acceleration to be the perfect strategy for its unique positioning. While these tools apply to each stage of the sales cycle, several key areas are automating the process of nurturing prospects and developing sophisticated metrics to effectively qualify prospects so that high quality sales appointments will bring more success in conversions and higher sales.

Source: http://www.intelliverse.com/blog/2015/07/08/create-the-perfect-strategy-with-sales-acceleration/

Publish Date: September 15, 2015 5:00 AM


2020 Buyers Guide Visual Communications

 
1.) 
Chatvisor

Co-Browsing Integration
Co-Browsing is the practice of web-browsing where two or more people are navigating through a website on the internet. Software designed to allow Co-Browsing focuses on providing a smooth experience as two or more users use their devices to browse your website. In other words, your customer can permit the agent to have partial access to his/ her screen in real-time.
 



View more from Intelliverse

Recent Blog Posts:
What’s your Sales Style?September 20, 2016 5:00 AM
How to Motivate your Under-Performing Sales PeopleSeptember 2, 2016 5:00 AM
How to Become an Expert in Your Industry (and close more sales)August 24, 2016 5:00 AM
How to Simplify Your Sales MessageAugust 9, 2016 5:00 AM
How to Recognize Your Millennial Sales TeamAugust 3, 2016 5:00 AM
5 Steps for Identifying Sales KPIs That MatterJuly 28, 2016 5:00 AM
Follow Up Emails After Initial Contact [2 Templates]July 26, 2016 5:00 AM
How to Gain Trust of a Prospect During Your First ContactJuly 19, 2016 5:00 AM
You Should Reach Out to How Many People During The Sales Process?July 7, 2016 5:00 AM
5 KPIs Every Sales Team Should be Keeping Track OfJune 28, 2016 5:00 AM
Submit Event

Upcoming Events

15th annual Best Practice Conference - this is the contact center world's most highly rated event - a whopping 100% of delegates say they would recommend it!

100's of best practice tips and ideas from contact center professionals Read More...
 7
 10267 
Share

Latest Americas Newsletter
both ids empty
session userid =
session UserTempID =
session adminlevel =
session blnTempHelpChatShow =
CMS =
session cookie set = True
session page-view-total =
session page-view-total =
applicaiton blnAwardsClosed =
session blnCompletedAwardInterestPopup =
session blnCheckNewsletterInterestPopup =
session blnCompletedNewsletterInterestPopup =