|By Laura Lilyquist||
|February 18, 2014 10:00 AM EST||
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.
IoT is at the core or many Digital Transformation initiatives with the goal of re-inventing a company's business model. We all agree that collecting relevant IoT data will result in massive amounts of data needing to be stored. However, with the rapid development of IoT devices and ongoing business model transformation, we are not able to predict the volume and growth of IoT data. And with the lack of IoT history, traditional methods of IT and infrastructure planning based on the past do not app...
Feb. 24, 2017 01:00 AM EST Reads: 1,870
All organizations that did not originate this moment have a pre-existing culture as well as legacy technology and processes that can be more or less amenable to DevOps implementation. That organizational culture is influenced by the personalities and management styles of Executive Management, the wider culture in which the organization is situated, and the personalities of key team members at all levels of the organization. This culture and entrenched interests usually throw a wrench in the work...
Feb. 24, 2017 01:00 AM EST Reads: 2,519
Niagara Networks exhibited at the 19th International Cloud Expo, which took place at the Santa Clara Convention Center in Santa Clara, CA, in November 2016. Niagara Networks offers the highest port-density systems, and the most complete Next-Generation Network Visibility systems including Network Packet Brokers, Bypass Switches, and Network TAPs.
Feb. 24, 2017 12:45 AM EST Reads: 952
WebRTC services have already permeated corporate communications in the form of videoconferencing solutions. However, WebRTC has the potential of going beyond and catalyzing a new class of services providing more than calls with capabilities such as mass-scale real-time media broadcasting, enriched and augmented video, person-to-machine and machine-to-machine communications. In his session at @ThingsExpo, Luis Lopez, CEO of Kurento, introduced the technologies required for implementing these idea...
Feb. 23, 2017 11:30 PM EST Reads: 6,280
Why do your mobile transformations need to happen today? Mobile is the strategy that enterprise transformation centers on to drive customer engagement. In his general session at @ThingsExpo, Roger Woods, Director, Mobile Product & Strategy – Adobe Marketing Cloud, covered key IoT and mobile trends that are forcing mobile transformation, key components of a solid mobile strategy and explored how brands are effectively driving mobile change throughout the enterprise.
Feb. 23, 2017 11:00 PM EST Reads: 7,003
Apache Hadoop is emerging as a distributed platform for handling large and fast incoming streams of data. Predictive maintenance, supply chain optimization, and Internet-of-Things analysis are examples where Hadoop provides the scalable storage, processing, and analytics platform to gain meaningful insights from granular data that is typically only valuable from a large-scale, aggregate view. One architecture useful for capturing and analyzing streaming data is the Lambda Architecture, represent...
Feb. 23, 2017 10:00 PM EST Reads: 4,589
SYS-CON Events announced today that delaPlex will exhibit at SYS-CON's @CloudExpo, which will take place on June 6-8, 2017, at the Javits Center in New York City, NY. delaPlex pioneered Software Development as a Service (SDaaS), which provides scalable resources to build, test, and deploy software. It’s a fast and more reliable way to develop a new product or expand your in-house team.
Feb. 23, 2017 09:15 PM EST Reads: 1,506
The explosion of new web/cloud/IoT-based applications and the data they generate are transforming our world right before our eyes. In this rush to adopt these new technologies, organizations are often ignoring fundamental questions concerning who owns the data and failing to ask for permission to conduct invasive surveillance of their customers. Organizations that are not transparent about how their systems gather data telemetry without offering shared data ownership risk product rejection, regu...
Feb. 23, 2017 08:45 PM EST Reads: 1,289
With major technology companies and startups seriously embracing IoT strategies, now is the perfect time to attend @ThingsExpo 2016 in New York. Learn what is going on, contribute to the discussions, and ensure that your enterprise is as "IoT-Ready" as it can be! Internet of @ThingsExpo, taking place June 6-8, 2017, at the Javits Center in New York City, New York, is co-located with 20th Cloud Expo and will feature technical sessions from a rock star conference faculty and the leading industry p...
Feb. 23, 2017 08:30 PM EST Reads: 1,445
Extreme Computing is the ability to leverage highly performant infrastructure and software to accelerate Big Data, machine learning, HPC, and Enterprise applications. High IOPS Storage, low-latency networks, in-memory databases, GPUs and other parallel accelerators are being used to achieve faster results and help businesses make better decisions. In his session at 18th Cloud Expo, Michael O'Neill, Strategic Business Development at NVIDIA, focused on some of the unique ways extreme computing is...
Feb. 23, 2017 08:15 PM EST Reads: 8,020
The Internet of Things will challenge the status quo of how IT and development organizations operate. Or will it? Certainly the fog layer of IoT requires special insights about data ontology, security and transactional integrity. But the developmental challenges are the same: People, Process and Platform and how we integrate our thinking to solve complicated problems. In his session at 19th Cloud Expo, Craig Sproule, CEO of Metavine, demonstrated how to move beyond today's coding paradigm and sh...
Feb. 23, 2017 07:45 PM EST Reads: 3,373
FinTech is the sum of financial and technology, and it’s one of the fastest growing tech industries. Total global investments in FinTech almost reached $50 billion last year, but there is still a great deal of confusion over what it is and what it means – especially as it applies to retirement. Building financial startups is not simple, but with the right team, technology and an innovative approach it can be an extremely interesting domain to disrupt. FinTech heralds a financial revolution that...
Feb. 23, 2017 07:30 PM EST Reads: 1,738
SYS-CON Events announced today that IoT Now has been named “Media Sponsor” of SYS-CON's 20th International Cloud Expo, which will take place on June 6–8, 2017, at the Javits Center in New York City, NY. IoT Now explores the evolving opportunities and challenges facing CSPs, and it passes on some lessons learned from those who have taken the first steps in next-gen IoT services.
Feb. 23, 2017 06:45 PM EST Reads: 1,449
As organizations realize the scope of the Internet of Things, gaining key insights from Big Data, through the use of advanced analytics, becomes crucial. However, IoT also creates the need for petabyte scale storage of data from millions of devices. A new type of Storage is required which seamlessly integrates robust data analytics with massive scale. These storage systems will act as “smart systems” provide in-place analytics that speed discovery and enable businesses to quickly derive meaningf...
Feb. 23, 2017 06:30 PM EST Reads: 6,288
SYS-CON Events announced today that WineSOFT will exhibit at SYS-CON's 20th International Cloud Expo®, which will take place on June 6-8, 2017, at the Javits Center in New York City, NY. Based in Seoul and Irvine, WineSOFT is an innovative software house focusing on internet infrastructure solutions. The venture started as a bootstrap start-up in 2010 by focusing on making the internet faster and more powerful. WineSOFT’s knowledge is based on the expertise of TCP/IP, VPN, SSL, peer-to-peer, mob...
Feb. 23, 2017 06:30 PM EST Reads: 1,720