Improving Inside Sales Production with Automation

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1 Improving Inside Sales Production with Automation

2 Improving Inside Sales Production with Automation A recent Noble Systems survey of Inside Sales Teams revealed that while one-half of the organizations surveyed use Salesforce and other Customer Relationship Management (CRM) tools, most organizations continue to rely on manual calling by their inside sales reps to make contact with prospects. Of the more than 500 survey participants, 50 percent utilize some type of CRM software to organize information on their customers and prospects. However, less than 10 percent are also using contact automation technologies in their lead generation and sales activities, and most continue to task their sales reps with using manual tools to schedule work lists and make call attempts. Numerous studies show that integrating outbound contact technologies such as automated dialing, right time to call, right party contact, messaging and analytics into their contact strategies enables inside sales groups to prioritize high-value contacts and increase sales. Inside Sales teams that use CRM tools without outbound contact automation are missing out on the benefits that the integrated technologies can bring, and may be missing out on new sales opportunities. With the rapid growth of the Inside Sales sector, as travel becomes more costly and sales technologies become more advanced, companies are competing for the best talent to build their sales teams. To support the investment in skilled individuals, it is crucial to arm them with tools that maximize their sales efforts. Access to automated contact tools such as a unified agent desktop, best time to call, list management, and more helps sales reps work smarter, and gives sales managers more visibility into their activities to boost production, and ultimately drive more sales. Embedding the contact tools directly within the CRM software environment gives the added benefit of streamlining workflow for sales reps and reducing extra steps, enabling them to make more contacts and close more business. Automation technology is also critical to managing another area of concern for many businesses: Compliance. No matter how much you train your sales reps, when it is left to individuals and manual processes, it can be virtually impossible to ensure that compliance rules are followed consistently. Contact solutions can manage calling windows, do not call lists and wireless numbers, recording rules, data security, and more for every contact based on your business and legal requirements. Improving Sales with Automation 2 Noble Systems Corporation

3 Inside Sales teams that use CRM tools without outbound contact automation are missing out on the benefits that the integrated technologies can bring, and may be missing out on new sales opportunities. Sophisticated technology platforms can help determine who to contact and when to contact them for the best result, increase the efficiency of each contact, and allow faster responses to new leads, resulting in improved overall performance and higher sales revenues. Giving the Inside Sales organization three key components can result in a team which is highly productive, drive significant revenue, and reduce costly turnover. Data Analytics. Information-based decisions are better than arbitrary or subjective ones. Data analytics gives reps a competitive edge and makes sure their time is spent talking to the best prospects. Reporting. The results of sales activity, folded back into prospect records, can yield equally powerful insights about whom to call and when and with what value proposition. Detailed information can also show how sales reps are spending their time and where they have successes and challenges. Contact Automation. Stop wasting top sales resources valuable time on cumbersome manual tasks, look-ups, and logs and alleviate the stress of worrying about Compliance with industry regulations let technology do it faster and better. Noble Systems helps inside sales departments improve proactive contacts, speed to lead, and overall efficiency and productivity. They can handle customer contacts more effectively without having to switch between programs, perform manual look-ups, or make customers wait while they try to find information resulting in more smoother transactions and higher customer satisfaction. Additional benefits include compliance and campaign management, call recording, voic messages, sales performance reports, and more. Read on to discover how you can use Noble to create a unified environment for your sales reps that maximizes every sales opportunity allowing them to make more contacts, close more business, and increase sales revenues. Improving Sales with Automation

4 Customer Contact Solutions from Noble Systems Unified Communications The Noble Enterprise Solution suite is a unified, single-source Customer Contact Management solution for today s advanced enterprise environments. Noble Systems helps you control costs and improve operational efficiencies by providing information management and operational tools to manage blended inbound and outbound communications. Our solution combines an open platform with an integrated relational database, flexible scripting and workflow tools, monitoring and quality assurance features, skills-based routing, IVR and messaging functions, strategy planning features, and real-time reporting to offer a complete end-to-end solution for total control of your customer interactions. Workforce Management Noble s WFM solutions provide contact center management with total visibility into quality and performance. This powerful package combines our best-of-breed workforce management with Noble s award-winning quality assurance, recording, and scorecard tools to impact sales and service, customer retention, agent attrition, and productivity for agents and managers. Noble leverages the large amount of rich data gathered in your contact center to help you dramatically improve your abilities to forecast activity, manage staffing levels, and monitor performance. Analytics Customer intelligence has never been more paramount than it is today. Real-time data analytics, best time/channel to contact, voice of the customer interaction analytics programs, and customer surveys provide the call center with deeper insight into customers and more customer data than ever before. Noble s Analytics tools help you determine who, when and how to best contact customers, identify valuable customer information, and refine your customer contact strategies. ABOUT NOBLE SYSTEMS Noble Systems Corporation is a global leader in contact center technology solutions, providing innovative products since Tens of thousands of agents at 4,000+ client installations worldwide conduct business using the award-winning Noble platform for inbound/ outbound/blended communications. The scalable, integrated Noble solutions include advanced ACD and predictive dialing; unified contact processing for voice, , and web; and integrated IVR, digital recording, messaging, quality control/monitoring systems, scripting and workflow, workforce management, and real-time reporting and management tools. Call NOBLE.8 or visit Noble Systems online at Improving Sales with Automation 4 Noble Systems Corporation

5 Noble Systems Worldwide +1 (404) Noble Systems Americas (US) +1 (888) Noble Systems APAC (Australia) +61 (2) Noble Systems EMEA (UK) +44 (0) Copyright 2015 Noble Systems Corporation. All Rights Reserved.

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