Part 2 of 3
Sales acceleration tools apply various technologies to an organization’s existing CRM systems that enhance both the effectiveness and the efficiency (velocity) of the selling process. In the second part of our review of the business survey conducted by the Center for Sales Leadership at DePaul University, we examine current use of sales acceleration technologies and services.
At the time of the survey [2015-2016], the 127 businesses included had used their communications/dialing technology for an average of 2.52 years. Their primary reasons for selecting their communications/dialing provider were: (in rank order) #1 CRM integration, #2 high volume automated dialing (software), #3 click-to-call dialing, analytics and reporting, inbound call routing.
The businesses had been using their current predictive intelligence/lead scoring products and services an average of 2.47 years. Reasons for selecting were: increasing qualified pipeline and better information/support to sales teams for customer calls.
They had been using their data subscriber and enrichment products and services an average of 3.03 years. Reasons for selecting were: better data quality, easier access, and better/deeper content for contacts.
With gamification, the 127 businesses had been utilizing their current gamification products an average of 1.02 years; and their reasons for selection were driving CRM adoption, and knowledge retention/training.
In regard to current data visualization and application experience products and services, ones in use averaged 3.03 years; but what’s most notable is that the companies on average reported that they were “somewhat satisfied” regarding their current experience, which suggests that businesses are hungry for products and services which will provide a better visualization and application experience.
When it came to Lead flow management, they had been using their current products an average of 3.71 years, which is the longest use of any sales acceleration product category in the survey. The most noted reasons for selecting were: ease of integration with CRM systems, marketing preference, and better quality (versus quantity) leads.
Good examples of sales acceleration products and services are Click Dialer, Personal Dialer, and Team Dialer. Each of these products have proven to achieve significantly more sales conversations as compared to manual dialing. And Adaptilytics (which uses a prediction algorithm based on a prospect’s installed technology, intent to buy, contact data, and best time to reach) is proving to be essential for increasing the interactions with qualified contacts.
For more information on how organizations are using sales acceleration tools, please download Depaul University’s Sales Acceleration and Sales Effectiveness survey or view our webinar to hear Richard A. Rocco, Ph.D., Executive Director, Center for Sales Leadership explain more.
In the third and final part of the Depaul survey review, we shall be examining expected growth and investments in sales, along with interests in sales acceleration technologies in the coming year.
Author: Senraj Soundar, CEO, ConnectLeader