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Appointment Setting 2015 – How to Accelerate Sales Leads - Intelliverse - ContactCenterWorld.com Blog

Appointment Setting 2015 – How to Accelerate Sales Leads

In this digital age with the ability to easily access vast amounts of information by computer and the Internet, much of the sales process involves inbound marketing instead of more traditional outbound marketing. However, the sales cycle still involves turning suspects into prospects, prospects into leads, and then converting those leads into actual customers. The critical step in the process for conversion of the customer is the sales appointment. Nothing can be sold until the sales appointment is set with the right decision maker.

Jim Blasingame has observed, “the Age of the Seller is being replaced by the Age of the Customer.” To a great degree, the customer now has independent access to much of the information needed for the buying decision. Sellers only control the product. Blasingame points out four significant changes this has caused in traditional patterns of the sales process, especially in business-to-business (B2B) sales:
1.  The expectation of buyers meeting with vendors as a daily course of business is over.
2.  After 10,000 years of needing a salesperson to provide information to make a decision, buyers are acquiring much of that information on their own online
3.  Prospects are now self-qualifying themselves, and then pre-qualify prospective vendors they choose to meet with, perhaps as few as two, or even just one.
4.  Prospects are essentially ruling competitors in or out before first contact, often before the business knows the prospect even exists.

Although the prospect now more completely controls the front end of the sales cycle, the salesperson must still get some type of sales appointment before a prospect converts to a sale on any major purchase decision and becomes an actual customer. This changing environment presents challenges, particularly with respect to sales acceleration and appointment setting.

Sales Acceleration

An old adage states time is money. With the customer now more in control of the pace and length of the sales cycle, sellers must work more effectively to accelerate sales in order to achieve greater return on investment. Sales acceleration software and platforms provide tools for automation, as well as the use of data metrics to improve lead management, lead nurturing and sophisticated grading and scoring to qualify leads.

Appointment Setting

To repeat the adage above, time is money. Sales appointments are time consuming for both the seller and the prospect. Whether an appointment is an in-person meeting, or by telephone, video-conferencing or webinar, all take time for both parties. The sales appointment is particularly time consuming if it’s in person and travel is involved.

For prospects, researching and comparing product and vendor information online to qualify vendors before contacting or meeting allows the prospects to eliminate time consuming but unproductive sales appointments.

For sellers, it is crucial that the prospect has been adequately qualified for the sales appointment. The appointment may have little value for the time spent if the prospect is not the appropriate decision maker, or is not yet far enough along in the sales cycle. Sales acceleration platforms allow careful qualification of prospects using a customized scoring or grading system with detailed metrics before appointment setting or a hand off to sales. Sellers also often find prospects frequently cancel sales appointments or fail to show up altogether. To minimize this, the sales person should immediately confirm by email once appointment is set and send a follow up confirmation email just prior to the appointment itself. These tasks can be largely automated with sales acceleration software.

As the balance between sellers and customers and the patterns of the sales cycle change, sellers must adjust. The sales cycle has lengthened, and sales meetings are more difficult to set, less frequent and at later stages in that cycle. Sales acceleration platforms provide sellers with tools to efficiently manage the sales cycle and reach the all-important sales meeting needed to convert the prospect to a sale.

Source: http://www.intelliverse.com/blog/2015/07/13/appointment-setting-2015-how-to-accelerate-sales-leads/

Publish Date: September 15, 2015 5:00 AM


2020 Buyers Guide Speech Technology

 
1.) 
Agara

Agara is an autonomous virtual voice agent powered by Real-time Voice AI. It is designed to have intelligent conversations with your customers, vendors, and partners without any assistance from human agents. It can handle a wide variety of calls including inbound customer care calls, outbound lead generation calls, appointment scheduling calls, and overdue payment recovery calls.

Agara is available for several industries including banking, insurance, retail, e-commerce, airlines, and telecom. Powered by advanced Real-time Voice AI that understands speech in real-time, automatically determines the right process to follow and guides the caller along in the process with natural conversation.
PH: +1 (512) 333 4634

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.
PH: +1 512-872-7565

3.) 
Call Tracking Metrics

Execute automated actions based on words spoken by your customer.

Our intelligent word detection and transcription tools make it easier for you to decipher the content of your customer conversations and automate action based on those insights.

Transform the audio of your calls into speaker-organized scripts so you can easily search your call log for specific words from a conversation, or automatically detect when words of intent are spoken by your customer.

Listen in on and highlight common patterns in order to execute triggers to initiate a new action or workflow, such as emailing a manager if the word “cancel” is spoken on a call. You can also set up to automatically redact content from a transcript, such as sensitive health information transmitted on a call.
PH: 8005771872

4.) 
Daisee

Daisee
Daisee builds technology that empowers people to solve problems by making interactions simple and smart so they can have a more significant impact, be more productive and be better at what they do. We believe incremental improvements carry huge potency and provide exponentially greater change for the better.

Genesys customers can now automate risk and quality management using Daisee’s speech and sentiment analytics and remediation workflow software. Daisee helps improve customer experience, ensure regulatory compliance, identify missed commercial opportunities & training requirements as well as provide valuable insights back to the business directly from the frontline – the true voice-of-...
(read more)
PH: +61404697151

5.) 
Eckoh

EckohASSIST
Advanced speech recognition and natural language expertise that routes callers by simply asking ‘how can I help you?’. It allows customers to use their own words to ask for what they want and steers them to the right place.

Menus are eliminated altogether and contact centres can use a single inbound telephone number.
PH: 01442 458300

6.) 
MattsenKumar LLC

SmartSpeech
SmartSpeech – The Best In Class Speech Analytics Software

An all-inclusive speech analytics application that enables you to visualize your audio using state-of-the-art speech recognition, transcription, and text analytics technologies.
PH: +91 99026 10044

7.) 
Voci Technologies Incorporated

V-Blaze Speech to Text
Our GPU-accelerated, AI-based technology enables you to deliver greater insights to the contact center by transcribing audio into analyzable text.

- Transcribe large volumes of recorded audio quickly
- Integrate transcripts with your analytics or business intelligence platform
- Reduce your hardware footprint and minimize total cost of ownership
PH: 412-621-9310

8.) 
Voxjar

Voxjar
Voxjar is your one-stop-shop for driving better phone calls with your customers. We're a modern Conversation Analytics and Call Coaching Platform.

- Custom Charts and Dashboards give you the freedom to analyze calls from the highest level down to the details of each conversation.

- AI-Powered Speech Analytics transcribes, searches, and analyzes your reps' phone conversations, at scale.

- Quality Assurance and Call Coaching tools let you evaluate and improve agent performance with a human touch.

- Long term recording storage for historical analysis


All of these together provide the holistic, easy-to-use software that you need to manage a modern call team and create better con...
(read more)
 



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