What are sales call analytics? Sales call analytics can refer to analytics that pertains to one of two separate components of sales calls. The first component is activity numbers and performance metrics surrounding the calls themselves. The second is a measurement and analysis of the actual sales conversation that occurs on the call. The former […]

Any type of conversation may seem highly organic, non-standard, unpredictable, and highly immeasurable. However, there are actually ways to measure, analyze, and ultimately extract actionable outcomes from conversations. Scientists are able to analyze conversations to learn more about human habits, and therapists help individuals communicate so they can build better relationships. Both of these uses […]

Sales is at an inflection point. Buyers are engaged later, sales reps are less experienced, and on average, they only make 68 percent of their quotas. This all means that sales coaching is absolutely critical to proper training reinforcement, skill building, knowledge development, accurate forecasting, and ultimately sales success. Top sales organizations excel by taking […]

Conversation analytics is the detailed examination and evaluation of live or recorded phone conversations between two or more people. It uses technology to capture the conversation and generate reports on the structure, words used, emotions, and outcomes. Conversation analytics software is typically comprised of multiple components. First, it captures dialogue via call recording, then uses […]

I have a confession: when I first got into sales, my understanding of call metrics was pretty limited. The only sales call metrics I ever thought of were very basic call center metrics like average talk time, inbound calls per day, outbound calls per day and calls by time of day. Over time, I realized […]

If you have a B2B sales team, every sales and marketing activity is leading up to a pivotal moment – a phone call. Your SDRs spend hours trying to connect with viable prospects and marketers expend countless resources just to get customers to call. So the last thing you want is to lose visibility into the […]

Tracking the right sales analytics does more than just tell the story of rep and team performance. Analytics also empower sales leaders to predict the future. While there are a lot of must-track sales metrics, there is one metric in crucial metric that I just don’t see enough sales teams tracking: abandoned call rate. Your most sales-ready leads are […]

The premiere episode of the HBO hit series Girls deftly defined the hierarchy of modern communications. While giving relationship advice, Marnie, played by Allison Williams, describes this communications hierarchy in the form of a totem: The lowest would be Facebook, followed by Gchat, then texting, then email, then phone. Face to face is of course […]

For most B2B companies and some B2Cs, the complex lead nurturing campaigns and remarketing ad technology at our fingertips are all part of a marathon designed to eventually enable a conversation between our sales reps and the right decision maker. Given this, shouldn’t call tracking metrics be as essential, if not even more essential, than […]