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

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




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


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


Upcoming Events


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




Achieve 4th Quarter Sales Goals – Be Efficient and Effective - Intelliverse - Blog

Achieve 4th Quarter Sales Goals – Be Efficient and Effective

As year-end approaches, sales teams often face impending 4th Quarter sales goals. Certain industries may have traditionally strong sales in the last annual quarter, while in others sales may be more difficult and fall off. Buyers may have budgeted funds that need to be spent before year-end, or on the other hand that are already completely gone. The push to meet 4th Quarter sales targets can create anxiety. The mandate is to accelerate sales to close before year-end. When there is no time to procrastinate, the key is to be efficient and effective.

Prioritize Resources

Probably the most critical action is to prioritize resources. Invariably, resources are limited. If in no other way, the most valuable resource of time is limited, especially by the year-end deadline. Resources need to be used wisely in taking actions that will achieve results – actual sales.

A crucial component needed in order to prioritize action is information. The better the quality and detail of the information, the more current and up to date, the more one is able to make precise decisions to maximize outcomes – information leads to decisions, which then determines what actions to take. The more real-time the information, the faster the response; and with any new information, actions can then be adjusted. The ability to respond immediately is particularly important when there are time deadlines.

This is where a salesperson can turn to sales acceleration tools to get the insights to answer who, what and how to most efficiently invest their time and effectively achieve the sales to meet the goals.

Identify Prospects

Many have observed that the buying cycle has lengthened with buyers independently doing much of their research and comparisons. Prospects are often at completely different stages of the purchase decision and at different levels of the sales funnel metaphor. Some may be very early on, just beginning their research. Clearly, a salesperson must prioritize prospects and identify those closer to the purchase decision.

Indicators on which to make this analysis can based upon the actual behavior of the prospect, such as:

      • How many visits to the website


      • What pages have been viewed, how many times and for how long


      • What content has been downloaded


      • What requests have been made for information


    • What were the responses to email campaigns

This type of information allows a salesperson to understand the focus and interests of a prospect – what products or services have been viewed and researched and in what depth, what has been inquired about and what needs have been expressed. These can be strong indicators to determine which prospects are closer to a purchase decision, as well those who may be higher value purchasers.

Targeted Action

Once prospects are identified who are furthest along toward the purchase decision, the question then becomes how to help them reach that decision and close the sale.

The salesperson can again turn to the data on an individual prospect’s actual behavior to determine the most effective actions to take. It is crucial to personalize the responses to the specific individual, tailoring them to the prospect’s needs at that moment.

Sales acceleration tools not only allow the salesperson to see the actions of the prospect in real time but also to respond or follow-up immediately. The objective is:

      • To provide the right, most relevant follow up, whether to answer a question, offer a meaningful case study or product demonstration, or provide an incentive or discount; and


    • To determine the right point of contact, whether to set a meeting or presentation.

When a salesperson wants to meet sales goals and year-end is close on the horizon with deadlines looming, resources and actions must be targeted to maximize results. Sales acceleration tools can provide immediate, readily accessible detailed information on prospects, which can indicate which prospects are closest to the purchase decision and what products and services they have been viewing and researching. With this information, the salesperson is able to tailor the most appropriate response targeted to the prospect’s current position and provide the most relevant information – what is needed and most helpful in reaching the purchase decision. Real-time information allows the ability to immediately adjust responses to new current behavior of the prospect. With these tools, a salesperson can be the most efficient and effective in pursuit of reaching 4th quarter sales goals and targets.


Publish Date: January 11, 2016 5:00 AM

2020 Buyers Guide Inbound Call Handling Services


Calls are received by the right person or department. The right corresponding information is shown to the agent which makes that appointments are handled quicker and more secure.


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

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

Connect Assist

Contact Centre Services
We’re a specialist Contact Centre business and market leaders helping socially focused organisations deliver quality support to their clients and service users. We do this by providing 24/7 helplines, software solutions and consultancy services.

Since launching in 2006, we’ve operated at the sharp end of customer service, supporting some of society’s most vulnerable people. We’ve pioneered in our space to become a specialist in helplines, whilst using the most advanced communication and database technologies available.

Our social mission has remained a constant throughout, providing many meaningful career prospects and growth opportunities to people within our local communities and fur...
(read more)
PH: 07973640527

Jointly International Inc.

Front Office Solutions
Front office is your Company’s first line of customer interaction and serves as the mirror of your business. Focus on your core business and let our competent staff handle your various front office needs such as:

* Customer Service via chat, email or phone
* Technical Support via chat, email or phone
* Helpdesk
* Virtual Assistant/Receptionist
* Answering Service
* Lead Generation
* Appointment Setting
* Verification
* Surveys
* Debt Recover, Collections
PH: +61 7 5660 6284

MattsenKumar LLC

Contact Center Outsourcing
By catering valuable, usable and enjoyable customer service, businesses can increase their CSAT Score and Customer Retention Rate. We help organizations to provide quality customer service through varied channels like email, phone and live chat. Ensuring quality after-sales support is our USP and we rely on proven approaches to ensure quality customer service.

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...

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