How often have you asked a lead, "How did you hear about our company?" Thousands, right? And how many times have you gotten helpful answers? Chances are, not quite as often.

This is one of the most important (and often forgotten) questions to ask during that first interaction with a prospective customer. And even when you do remember to ask, expecting a lead to tell you where they heard about your company accurately can be problematic. In either case, it is difficult to know what marketing or advertising campaigns are working and which are not. So instead, you're throwing your budget at a wall hoping something sticks. 

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.

We all know it – collecting consumer data is vital to any business who wants to optimize online lead conversions. So, how can call tracking help?

Sales coaching is one of the best kept secrets in high-performing sales. We know this from personal experience with our award-winning sales coaching software. But don’t just take our word for it! Here are sales coaching statistics that clearly demonstrate the value.

Quick question: If you had the opportunity to promote one salesperson on your team, how would you choose the person? You'd base it on their sales performance, right? What if you weren't tracking individual sales per employee? How would you know who performs best?

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. Analyzing call data is much easier with the help of call tracking. 

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.

In today's fast-paced digital landscape, understanding your customer is more crucial than ever. Brands can no longer rely on surface-level analytics. If your business still operates under the impression that traditional metrics can provide all the insights you need, it might be time for a wake-up call—literally. Welcome to the world of inbound call tracking.

We've mentioned these stats in other blogs, but they bear repeating. Nearly 80% of American consumers say that friendly service, speed, knowledgeable help, and convenience are the most important elements of a positive customer experience. Yet, even if your customers love your company or product, 59% say they will walk away after several bad experiences, 17% after just one bad experience. So the stakes are high for every business relying on a sales team to keep clients happy and revenue strong. 

 In the highly competitive world of automotive sales, one tactic can help you outpace competitors: Sales Enablement.