Salelytics
Mapping the Future of Inside Sales Space

In the rapidly evolving digital world, the way customers buy things has drastically changed. In tandem, gone are the days when the field sales representatives travelled to the customers’ locations to sell products in person. Over the past decade, inside sales has continued to gain momentum because of the myriad of advantages that include faster response time to leads and reduced cost of sales, among others. But companies that bet on their in-house inside sales team to sell products often find their expectations don’t match the reality as the complexities bog them down, and they are unable to keep pace with the changing dynamics. This is when inside sales providers adept at offering complete sales strategy solutions that drive incremental sales and increase market share step into the picture.

While many companies provide inside sales solutions, not all of them strike a balance between making the most use of the up-to-date technologies and at the same time not letting hold of the typical human elements of selling. Synchronizing the power of technology with the psychology of sales is the Wisconsin-based outsourcing company, Salelytics, which has stayed ahead of the curve for more than three decades. “There’s been a shift to inside sales and to web presence as the world changed recently with COVID-19,” says Scott Krueger, COO of Salelytics.

Being a pioneer in inside sales, Salelytics has, for long, held a comfortable perch as one of the nation’s leading providers of inside sales, account management, and internal support solutions. The company offers the right solutions to help clients scale their businesses by eliminating the bottlenecks that stand in the way of customer success. Salelytics provides services in four verticals—healthcare, consumer packaged goods, financial and business to business—and has a client base of over 70, including clients from Fortune 500 companies. With more than 1500 employees, the company’s entirely US-based business centers handle over 18 million outbound and inbound calls per year.

Salelytics has built its reputation by executing leading-edge software solutions and strategies ever since its inception, investing heavily in new products in the market, in-house research, and employee training. What distinguishes Salelytics from any company of its kind is its nimbleness in adapting and evolving to the ever-changing technologies and trends.For instance, to optimize the effectiveness and outcomes of each interaction of its inside sales associates with customers, the company uses a sophisticated, patented speech analytics software that tracks speech patterns and phrases from both sides of the conversation.

Our Patented speech analytics allows the inside sales associates to know what speech patterns they should be exactly pitching to their customers at different stages of the buying cycle, thereby increasing the chances of upselling and cross selling

On being fed with the conversations, this software’s algorithm identifies the keywords and statements that result in maximum sales outcome and suggests the same to the inside sales associates as they talk to the customers in real time.“This allows the inside sales associates to know what speech patterns they should be exactly pitching to their customers at different stages of the buying cycle, thereby increasing the chances of upselling and cross-selling,” says Krueger.

Video Marketing Becomes the Mainstay

The pandemic came as a real test of the company’s adaptivity and resilience. Even at the juncture, the company was able to skillfully sketch a way and still show significant ROI to clients. Salelytics deployed digital marketing strategies that fed the right product information to the right customers at the right time. “We’re not talking to all the customers now, we’re just feeding them with information via video marketing and many different channels,” elaborates the COO. Be it consumer packaged goods, healthcare, or B2B products, Salelytics is able to reach them virtually through video calls and presentations and demonstrate the products and services.

Particularly, when it comes to healthcare, where physicians hardly find time for an appointment outside of their work, reaching out to them via video calls and presentations and educating them on different medical devices and products has turned out to be a huge advantage for the company. This way of reaching out has been equally advantageous for the physicians as they can log in to these virtual meetings in their own free schedule. Alongside, to promote its brand, Salelytics also shoots videos of site tours, product education, and case studies to educate the clients on how the company’s solutions are better than that of its competitors.

Over the course of these years, Salelytics has helped a number of its clients scale their businesses. In an implementation highlight, when a large logistics client was struggling to cover a wide range of business opportunities, which its universe was over 40 million small businesses, Salelytics was successfully able to help the client acquire new accounts from the Whitespace of a whopping 32 million small businesses. After incorporating many forms of digital outreaches, Salelytics created a huge demand for its client and helped them acquire significant marketshare.
When it comes to future endeavors, Salelytics, capitalizing on the power of its digital marketing, speech analytics, and robust teams, plans to reach a broad range of audiences through virtual sales presentations and meetings and redefine the future of the inside sales space.