I remember when call tracking was just plain vanilla, conventional, and well, a bit uninspiring. But fast forward to today and I'm blown away by how it's evolved. Now, Artificial Intelligence (AI), Customer Data Platforms (CDPs), and improved call tracking techniques are merging to create those unforgettable 'Wow' moments that make customers, like you and me, feel incredibly special. Matching the right sales consultant makes the customer feel connected, and let’s face it more likely to spend money because of these feelings and connections.

A recent Harvard Business Review article reported that while lagging behind other business functions incorporating digital technology, "Sales is primed to quickly become a leading adopter of generative AI… AI-powered systems are on the way to becoming every salesperson's (and every sales manager's) indispensable digital assistant."

The automotive industry is rapidly changing. One of the key drivers of this change?  Artificial intelligence (AI) and automation. We’re seeing AI and sales automations being used to improve everything from manufacturing to sales and marketing. However, I’m noticing a pattern: these technologies are having a negative impact on our industry, and are not being used correctly.

As long as your sales team has a phone and a computer, they can do their job almost anywhere. But, unfortunately, as many sales teams move to a remote working environment, an important part of a salesperson's job is forgotten by some companies: call coaching.

The2021 State of Sales Coaching Report asked 2,000 sales professionals about their recent experience with sales call coaching. Twenty three percent of sales reps said they received less coaching since beginning to work remotely, 16% said they received much less coaching, and 7% said they received no coaching at all. 

If your sales team makes a sale without knowing how the customer heard about your product, does it really matter? Yes, it matters. You've lost an invaluable chance to learn critical information that could help your team immensely. Forrester reports that 82% of marketers think that data from their inbound sales calls show "costly blind spots" in their sales process. Yet 60% say their companies don't track the data they need to convert prospects and customers. Monitoring data is much easier with the help of call tracking software. 

Does your team listen back to recordings of sales and customer service calls to identify opportunities for improvement? If so, you’ve already taken the first step to call monitoring. There are a plethora of benefits of call monitoring to your sales, from quality control to coaching. (More on this later.) However, the unfortunate reality is that manually monitoring calls is extremely time-consuming. That’s where call monitoring software can help. 

Mortgage lending is a fast-paced, competitive industry. For mortgage lenders to thrive in this type of sales environment, they need an edge. An automated lead follow-up system can be that edge.

Sales success in 2023 is more than just “dialing for dollars.” Today, sales leaders need to be adept at building connections, collaborating with other team members, improving systems and processes, and always adding value. The best strategy to get you there? Sales enablement. 

This in-depth guide is designed to be your source of truth, inspiration, and encouragement when embarking on the sales enablement journey.

The importance of inside sales has skyrocketed in the last few years, driven by a variety of factors. For one, the availability of sales automation software has made inside sales possible, and resulting in lower customer acquisition costs. It’s also a reflection of customer preference. Forrester research has shown that inside sales roles are growing15 times fasterthan outside sales because75% of buyers would rather not meet face-to-face with a salesperson. So, the message is clear. If you are not thinking about how to level up your inside sales strategy, you are leaving revenue dollars on the table and hindering your company's profitability.

Sales technology can transform your business. Today, we’ll be looking at one that may be new to you: lead-to-call automation.