In the past, the sales profession has often been referred to as an “art,” an intuitive discipline rather than a science. Over the last decade, the industry has changed radically with developing technologies and data science – a dramatic shift in the relationship of the buyer and seller; the rise of the empowered, well educated and demanding buyer; and movement from traditional outbound to inbound marketing and sales. These developments have created very challenging sales environments. Sales acceleration technologies are the next wave to transform the industry with tools for sales organizations to embrace in order to be competitive and in the forefront.
Over recent years, technology and data science have brought significant efficiencies and more predictability to the sales industry. First was the adoption by sales departments of customer relationship management (CRM) software and systems, tools to organize customer information and sales efforts. Gartner estimates the worldwide CRM market grew 13.3% in the last year, from $20.4 billion in 2013 to $23.2 billion in 2014.
Marketing automation software and systems were developed for marketing departments to automate routine and repetitive functions in the scheduling and tracking of campaigns. It is estimated that the marketing automation software market will grow to $5.5 billion by 2019.
The next wave is often referred to as sales acceleration – software and platforms that bridge the gap between the sales department CRM systems and the marketing automation systems. After all, for a buyer it is all part of the same process, moving through the sales cycle from being a prospect to eventually converting to a customer. If this process is seamless, it benefits both the buyer and seller, and makes it more likely that the buyer will complete the journey.
Marketing and sales departments often have not been closely aligned, with marketers focused on lead and demand generation, handing off leads to sales without an in-depth understanding of buying scenarios and the sales process of presentations, negotiations and conversions.
The pace of business is continuously accelerating with time sensitive business processes that require current up to date information and speedy well-informed decisions to maintain a competitive advantage. It is estimated that in the B2B environment, buyers engage with sales at a very late stage of the purchase process – after sixty percent of the process is over.
At that point, prospects then expect a sales team to have detailed product and industry expertise, which requires information, speed and agility on the part of the team.
Sales acceleration technologies respond to today’s sales environment that is driven by data, technology, and speed. They gather and analyze a vast array of data relating to the sales process, outreach, a prospect’s behavior, and prioritize or implement actions based on that data. As the name reflects, these are tools to accelerate sales – make the entire sales process faster and shorten sales cycles. They improve collaboration between marketing and sales and may include data visualization, analytics, sales intelligence, automated email, email tracking, gamification, on-line video conferencing and social media as well as tools to accelerate quotes, proposals, presentations and contracts. Sales organizations must maximize the use of their data resources and assure that these tools are seamless for both sales and marketing teams across a platform for greater collaboration.
The digitized and data driven information age has rapidly changed the dynamics of most sales environments. Sales organizations must use more science than art, taking advantage of available technologies and data science to provide the right, tailored response in a rapid, timely manner to today’s empowered and demanding buyers. A sales acceleration platform is essential to compete in today’s sales industry in order to improve a sales team’s ability to respond to increased opportunities; increase collaboration between marketing and sales; provide a better purchase experience for the buyer; and improve efficiency, sales and return on investment.
Publish Date: January 11, 2016 5:00 AM
|1.)||Acqueon Technologies Inc.|
Acqueon's AI-driven conversational engagement software enables sales, marketing and service organizations to engage in emotionally connected dialogs with customers via their channel of choice for significantly improved results. The Acqueon suite adds multichannel campaign management, contact center analytics, desktop, and CRM connectors for your contact center software of choice, including Amazon Connect, Cisco, Nice inContact, and Twilio. Acqueon conversational engagement software leverages the Acqueon IQ platform to aggregate data from the various applications, assemble rich customer contexts, and drive next-best-action using powerful statistical and predictive models.
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|2.)||Call Center Studio|
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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.
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|3.)||Cloud IT Services GmbH|
Dialfire offers you a complete call center solution that is simple and intuitive to use and adapts to your needs. It's completely cloud-based, saving you the hassle of setting up a phone system and installing software. In addition to predictive dialing and call blending of inbound calls, you can create personalized campaigns through an intuitive and easy-to-use interface. Features include automated workflows and full control over the agent screen.
You can see the full list of features here:
CList for Outbound Campaigns Management
CList by Comsys is an application that helps contact centers enhance the performance of their outbound campaigns. It accomplishes that by enabling the planning and execution of sophisticated communication strategies. Additionally, the AI-powered module of CList extends the possibilities of outbound campaigns delivering unprecedented results.
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 t...
Dialer software that makes customer contact pain free, so your team aren’t worried about complex technology and can focus on what they do best. Dramatically increase agent productivity using a variety of dialers, combined with AI, leveraging data-driven contact strategies to ensure the right agent is contacting your customers at the right time.
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|7.)||Cloud IT Services GmbH|
Companies of all sizes rely on the cloud-based call center platform Dialfire and its powerful predictive dialer. Dialfire is ready to use within minutes and easily personalizable. From small ad-hoc to large multi-step campaigns, Dialfire offers high scalability. Adapt customer masks and automate workflows per mouse click. Integrated scripting and APIs ensure a smooth connection with external systems.
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With Megadialer you will get a customized call center software. With the creation of personalized questions, surveys and sales script you will have the information you need from your customers quickly and efficiently. Improve the performance of your agents with a 100% online contact center, real-time analytics and predictive dialer to optimize the time between one call and another.
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Advanced outbound solution including predictive dialing, featuring patented technologies such as Live Person Detection (LPD™) and SNoDrop™ using Artificial Intelligence to deliver compliant & effective predictive dialing with 0% abandoned call rates. The solution includes its own CRM system as well as visual campaign creation and management as well as automated data import and export capabilities. The package comes with highly visual and open call scripting technology and an SDK (Software Development Kit) is also available for embedding the dialer into your own user front end.
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A predictive dialler is an outbound call system that automatically dials from a list of telephone numbers. Also known as Power or Auto dialers it will automatically help agents make more calls, generate higher rates of connections, increase conversions, manage voicemail, no-answers and disconnected numbers.
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