6 Call Tools to Help Your Sales Team Lead Better Phone Calls
To be successful in inside sales, you need strong communication skills, solid industry knowledge,...
Sherlock Holmes once said, "It is a capital mistake to theorize before one has data." While he may be a fictional detective, he is absolutely correct. He is essentially saying that theories without facts to back them up are just assumptions. This can be dangerous in sales. With millions of dollars in both expenses and revenues at stake, launching any sales initiative by merely assuming you understand your target customer and their wants, needs, and pain points is risky.
One of the most important bridges from your sales team to the data you need to sell successfully is call tracking and recording. This blog will outline the basics of each essential solution and offer five benefits you'll receive by incorporating them into your sales process. We’ll also suggest a few best practices for choosing, implementing, and optimizing the right call tracking and recording solution for your business.
Call tracking collects the source and content of every inbound sales inquiry call to your team. Tracking also routes each call to the appropriate salesperson.
Call tracking technology gives your team valuable insights into several essential functions, including:
Call tracking is an effective way to collect crucial data on your sales and online leads. Ultimately, call tracking software measures your marketing ROI and provides visibility into your lead sources, prospects' needs, and sales performance. In other words, it provides you with essential data to run your business.
Calldrip’s call tracking solution, Track, provides insights into ROI as well as your lead sources, calls, and sales performance. We also offer an integrated call recording and conversation analytics tool that we refer to as “call monitoring.” For us, it's not just about the recording but what you can do with it.
Call tracking uses Dynamic Number Insertion (DNI) phone numbers. Each number is attributed to a specific advertisement or marketing campaign. When a customer uses that phone number to call you, the software records the ad or campaign that triggered the call. It will also record any demographic information they can collect about the caller. The call is routed to the appropriate person on your sales team or in your call center. All this happens in seconds with no interruption to the caller's experience. The software provides detailed reporting on call response times, call lengths, and more. You'll have instant game-changing analytics to improve your marketing and advertising ROI.
Call recording software allows you to listen in on phone conversations between your sales team and their customers. Most call-recording software includes features to record and transcribe the conversations, flag specific keywords, and evaluate the quality of the call.
Some solutions include built-in coaching scorecards, randomly selected manual call reviews, and sentiment assessments. Call recording provides insights into your sales team's interactions with leads.
It is important to familiarize yourself with the specific laws regarding call recording in your location. The legality of call recording varies depending on the jurisdiction and laws in each country or region. In some places, call recording may be allowed with the consent of all parties involved. In others, it may require the consent of one party or be strictly prohibited without the consent of all parties. Even if call recording is legal where you are, there may still be restrictions on how the recorded content can be used or shared.
If you’re interested in getting started with call tracking and recording, or you already have a system in place, here are four best practices to take your system to the next level:
The right solution will depend on your unique business needs, but here are some key features and functionalities to look for:
Our call-tracking solution, Track, offers several best-in-class features that set your sales team up for success. They are:
Artificial intelligence (AI) and machine learning applications have significantly impacted call tracking and recording software, and their influence will likely continue to evolve and grow. The software has become more sophisticated, enabling users to collect deeper insights into customer interactions and use the insights to optimize their sales operations.
Calldrip has leveraged AI by adding these innovative features to our call recording solution:
AI also enhanced Calldrip’s text messaging function so that calls you can't engage right away are automatically answered. Also, Calldrip's AI-powered Sales Assistant can send text messages to leads who won't connect via phone and nurture them for 45 days. Sound too good to be true? See it in action here.
Call tracking and recording is a critical bridge to understanding your sales process - and your customer - better. These solutions can help you elevate your customer experience and drive more sales. If you'd like to optimize your sales process and performance, explore the benefits of call tracking and recording software. Calldrip's solution is an extraordinary choice. Take it for a test drive by clicking here.
Pam is a marketing and communications professional with twenty years of experience in content creation, copywriting, creative brand strategy, and brand messaging.