Welcome!

Agile Computing Authors: Mike Raia, Dana Gardner, Elizabeth White, Pat Romanski, Janakiram MSV

Related Topics: Microservices Expo, Microsoft Cloud, Open Source Cloud, Agile Computing

Microservices Expo: Article

Can Sales Analytics Improve Your Bottom Line?

New technology gives sales teams the data they need to close the deal

It has never been more important or difficult than it is today for sales people to make sure their messages are reaching their target audience. This is because potential customers are bombarded with a deluge of information everyday. They filter a growing amount of phone calls, scan endless amounts of email, and are often drowned in the constant tide of social media updates, text messages, alerts and reminders. For most salespeople, the once simple task of making sure their message is reaching the right people is now a daunting, seemingly impossible endeavor. Even with the ever-expanding options of communication and analytical tools available to sales professionals, the most well-connected sales teams have difficulty understanding what is working to engage customers and what isn't.

The underlying issue is that it's impossible to know what resonates with customers when they don't provide feedback. And that's exactly the problem sales professionals are up against today. A new generation of sales analytics tools provide a solution because they are designed to give feedback to sales professionals by illustrating what shared information is actually being consumed, by who, from where and when. In short, sales analytics help figure out what works and what doesn't when it comes to engaging with potential customers.

Useful sales analytics are garnered from algorithms that track access to sales materials, interactions with those materials and even re-sharing of materials. This new technology shines a light on an otherwise blind part of the sales process. When sales professionals can access this type of information, it gives them the feedback they long for and the answers to their biggest questions:

  • What information is being looked at?
  • Who is looking at the information?
  • Where are prospects looking at information?
  • When are prospects viewing information?

Answers to the above questions help sales professionals gain invaluable insight as to which sales materials are most helpful at each phase of the sales cycle. With today's sales analytics technology, it's possible to know when a prospect viewed information, what they viewed and if they shared it with anyone else. This equips sales professionals with the data they need to pursue stage appropriate follow-up with prospects immediately after they view sales materials.

Sales analytics also help sales leaders understand how their sales teams are engaging prospects and customers throughout the sales process. According to a recent survey conducted by Forrester Research, sales leaders have poor visibility into where and how their reps and partners sell, with only six percent reporting they were very confident they had accurate visibility into their team's sales process. Over half of sales leaders surveyed reported that they were either "somewhat" or "very" unconfident in the visibility of their sales team's activity. Sales analytics make it possible to stay in the loop on sales team activity from lead follow-up all the way through to close. It's a win-win situation for all sales team members.

Sales analytics are created by a new generation of sales engagement platforms. A sales engagement platform is a selling tool for direct and channels sales professionals that focuses on creating, measuring and analyzing online engagement between sales professionals and customers or prospects. Incorporating a sales engagement solution is the first step towards a more highly integrated sales division that can eventually lead to predictive sales forecasts and insightful employee training.

In today's sales ecosystem, barriers or "silos" form within organizational departments, most typically between the marketing and sales teams. These silos prevent effective communication between the departments causing inefficiency and departmental isolation within companies. Sales engagement solutions contribute to interdepartmental collaboration through the use of communication tools, workspaces, shared materials and shared data. If the marketing team has found success through one tactic, that helpful information is shared directly to the sales team through the engagement platform. In this way, company-wide analytics show what's really working to engage customers and prospects, taking the unnecessary guesswork out of the equation and leading to a more efficient sales process.

Some useful sales engagement platforms are:

When using sales engagement analytics, teams have the ability to see which people and materials are getting the best results with prospects. With this information, organizations can analyze buyer behavior and optimize their sales processes. Sales analytics eliminate the blind spots between sales leads and the close of a sale enabling sales teams to take the feedback they've received from the engagement analytics and adjust their tactics accordingly. This process of tweaking the sales process based on feedback from analytics leads to a more efficient sales cycle and increases the bottom line.

More Stories By Laura Lilyquist

Laura Lilyquist is a leading technology and marketing expert with a passion for innovation. She is currently Vice President of Marketing at LiveHive, where she is responsible for global marketing strategy, communications, and business planning.

For the past 20 years, Laura has successfully launched and marketed a myriad of first generation technologies across the globe, beginning with Sun Microsystem’s earliest networking products. She played a key role in the revolution of digital video, from marketing early desktop video to deploying a new generation of digital TV. Laura also drove some of the earliest mobile apps as a corporate investor and business developer.

Despite her strong left-brain focus, Ms. Lilyquist keeps her right-brain sharp with her love of design. Whether in fashion, interiors or gardens, she always has a design project underway, mirroring her eye for best form in marketing. She received her B.A. in Applied Mathematics from the University of Wisconsin.

Comments (0)

Share your thoughts on this story.

Add your comment
You must be signed in to add a comment. Sign-in | Register

In accordance with our Comment Policy, we encourage comments that are on topic, relevant and to-the-point. We will remove comments that include profanity, personal attacks, racial slurs, threats of violence, or other inappropriate material that violates our Terms and Conditions, and will block users who make repeated violations. We ask all readers to expect diversity of opinion and to treat one another with dignity and respect.


@ThingsExpo Stories
Akana has announced the availability of version 8 of its API Management solution. The Akana Platform provides an end-to-end API Management solution for designing, implementing, securing, managing, monitoring, and publishing APIs. It is available as a SaaS platform, on-premises, and as a hybrid deployment. Version 8 introduces a lot of new functionality, all aimed at offering customers the richest API Management capabilities in a way that is easier than ever for API and app developers to use.
DevOps at Cloud Expo, taking place Nov 1-3, 2016, at the Santa Clara Convention Center in Santa Clara, CA, is co-located with 19th Cloud Expo and will feature technical sessions from a rock star conference faculty and the leading industry players in the world. The widespread success of cloud computing is driving the DevOps revolution in enterprise IT. Now as never before, development teams must communicate and collaborate in a dynamic, 24/7/365 environment. There is no time to wait for long dev...
Is the ongoing quest for agility in the data center forcing you to evaluate how to be a part of infrastructure automation efforts? As organizations evolve toward bimodal IT operations, they are embracing new service delivery models and leveraging virtualization to increase infrastructure agility. Therefore, the network must evolve in parallel to become equally agile. Read this essential piece of Gartner research for recommendations on achieving greater agility.
Personalization has long been the holy grail of marketing. Simply stated, communicate the most relevant offer to the right person and you will increase sales. To achieve this, you must understand the individual. Consequently, digital marketers developed many ways to gather and leverage customer information to deliver targeted experiences. In his session at @ThingsExpo, Lou Casal, Founder and Principal Consultant at Practicala, discussed how the Internet of Things (IoT) has accelerated our abil...
SYS-CON Events announced today that 910Telecom will exhibit at the 19th International Cloud Expo, which will take place on November 1–3, 2016, at the Santa Clara Convention Center in Santa Clara, CA. Housed in the classic Denver Gas & Electric Building, 910 15th St., 910Telecom is a carrier-neutral telecom hotel located in the heart of Denver. Adjacent to CenturyLink, AT&T, and Denver Main, 910Telecom offers connectivity to all major carriers, Internet service providers, Internet backbones and ...
With so much going on in this space you could be forgiven for thinking you were always working with yesterday’s technologies. So much change, so quickly. What do you do if you have to build a solution from the ground up that is expected to live in the field for at least 5-10 years? This is the challenge we faced when we looked to refresh our existing 10-year-old custom hardware stack to measure the fullness of trash cans and compactors.
The emerging Internet of Everything creates tremendous new opportunities for customer engagement and business model innovation. However, enterprises must overcome a number of critical challenges to bring these new solutions to market. In his session at @ThingsExpo, Michael Martin, CTO/CIO at nfrastructure, outlined these key challenges and recommended approaches for overcoming them to achieve speed and agility in the design, development and implementation of Internet of Everything solutions wi...
19th Cloud Expo, taking place November 1-3, 2016, at the Santa Clara Convention Center in Santa Clara, CA, will feature technical sessions from a rock star conference faculty and the leading industry players in the world. Cloud computing is now being embraced by a majority of enterprises of all sizes. Yesterday's debate about public vs. private has transformed into the reality of hybrid cloud: a recent survey shows that 74% of enterprises have a hybrid cloud strategy. Meanwhile, 94% of enterpri...
Today we can collect lots and lots of performance data. We build beautiful dashboards and even have fancy query languages to access and transform the data. Still performance data is a secret language only a couple of people understand. The more business becomes digital the more stakeholders are interested in this data including how it relates to business. Some of these people have never used a monitoring tool before. They have a question on their mind like “How is my application doing” but no id...
Pulzze Systems was happy to participate in such a premier event and thankful to be receiving the winning investment and global network support from G-Startup Worldwide. It is an exciting time for Pulzze to showcase the effectiveness of innovative technologies and enable them to make the world smarter and better. The reputable contest is held to identify promising startups around the globe that are assured to change the world through their innovative products and disruptive technologies. There w...
SYS-CON Events announced today Telecom Reseller has been named “Media Sponsor” of SYS-CON's 19th International Cloud Expo, which will take place on November 1–3, 2016, at the Santa Clara Convention Center in Santa Clara, CA. Telecom Reseller reports on Unified Communications, UCaaS, BPaaS for enterprise and SMBs. They report extensively on both customer premises based solutions such as IP-PBX as well as cloud based and hosted platforms.
SYS-CON Events announced today that Venafi, the Immune System for the Internet™ and the leading provider of Next Generation Trust Protection, will exhibit at @DevOpsSummit at 19th International Cloud Expo, which will take place on November 1–3, 2016, at the Santa Clara Convention Center in Santa Clara, CA. Venafi is the Immune System for the Internet™ that protects the foundation of all cybersecurity – cryptographic keys and digital certificates – so they can’t be misused by bad guys in attacks...
Smart Cities are here to stay, but for their promise to be delivered, the data they produce must not be put in new siloes. In his session at @ThingsExpo, Mathias Herberts, Co-founder and CTO of Cityzen Data, will deep dive into best practices that will ensure a successful smart city journey.
The 19th International Cloud Expo has announced that its Call for Papers is open. Cloud Expo, to be held November 1-3, 2016, at the Santa Clara Convention Center in Santa Clara, CA, brings together Cloud Computing, Big Data, Internet of Things, DevOps, Digital Transformation, Microservices and WebRTC to one location. With cloud computing driving a higher percentage of enterprise IT budgets every year, it becomes increasingly important to plant your flag in this fast-expanding business opportuni...
In today's uber-connected, consumer-centric, cloud-enabled, insights-driven, multi-device, global world, the focus of solutions has shifted from the product that is sold to the person who is buying the product or service. Enterprises have rebranded their business around the consumers of their products. The buyer is the person and the focus is not on the offering. The person is connected through multiple devices, wearables, at home, on the road, and in multiple locations, sometimes simultaneously...
Internet of @ThingsExpo, taking place November 1-3, 2016, at the Santa Clara Convention Center in Santa Clara, CA, is co-located with 19th Cloud Expo and will feature technical sessions from a rock star conference faculty and the leading industry players in the world. The Internet of Things (IoT) is the most profound change in personal and enterprise IT since the creation of the Worldwide Web more than 20 years ago. All major researchers estimate there will be tens of billions devices - comp...
For basic one-to-one voice or video calling solutions, WebRTC has proven to be a very powerful technology. Although WebRTC’s core functionality is to provide secure, real-time p2p media streaming, leveraging native platform features and server-side components brings up new communication capabilities for web and native mobile applications, allowing for advanced multi-user use cases such as video broadcasting, conferencing, and media recording.
Data is the fuel that drives the machine learning algorithmic engines and ultimately provides the business value. In his session at Cloud Expo, Ed Featherston, a director and senior enterprise architect at Collaborative Consulting, will discuss the key considerations around quality, volume, timeliness, and pedigree that must be dealt with in order to properly fuel that engine.
Amazon has gradually rolled out parts of its IoT offerings in the last year, but these are just the tip of the iceberg. In addition to optimizing their back-end AWS offerings, Amazon is laying the ground work to be a major force in IoT – especially in the connected home and office. Amazon is extending its reach by building on its dominant Cloud IoT platform, its Dash Button strategy, recently announced Replenishment Services, the Echo/Alexa voice recognition control platform, the 6-7 strategic...
Cloud computing is being adopted in one form or another by 94% of enterprises today. Tens of billions of new devices are being connected to The Internet of Things. And Big Data is driving this bus. An exponential increase is expected in the amount of information being processed, managed, analyzed, and acted upon by enterprise IT. This amazing is not part of some distant future - it is happening today. One report shows a 650% increase in enterprise data by 2020. Other estimates are even higher....