Exponential-e Sales Academy’s Outbound Calling Success with Vonage Contact Center for Salesforce
Technology Category
- Application Infrastructure & Middleware - Data Exchange & Integration
- Application Infrastructure & Middleware - Middleware, SDKs & Libraries
Applicable Industries
- Education
Applicable Functions
- Sales & Marketing
Use Cases
- Time Sensitive Networking
- Virtual Training
Services
- System Integration
- Training
About The Customer
Exponential-e runs an annual Sales Academy to hire ambitious, industrious and aspirational people looking to forge a career in sales. The academy offers an eight-week training program, comprised of classroom-style sessions, on-the-job learning, and training delivered by external trainers and experienced sales managers. The learning is focused on Exponential-e products, methodologies, lead generation and qualification, cold calling, objection handling, appointments, presentations, negotiations and closing the deal. The academy is a reflection of Exponential-e's financial strength and ongoing success.
The Challenge
Exponential-e Sales Academy was facing a challenge in scaling their contact center to meet the needs of an ever-increasing number of prospects. The sales team was spending a significant amount of time searching for numbers and manually dialing customers and prospects. This was not only time-consuming but also inefficient. Additionally, the academy lacked a clear view of individual performances, making it difficult to track and improve key performance indicators (KPIs). The academy also needed a way to improve the development and training of their sales staff, particularly in terms of communication skills and call performances.
The Solution
Exponential-e Sales Academy adopted the Vonage Contact Center for Salesforce to address these challenges. The solution's integration with Salesforce allowed the academy team to interact more efficiently with prospects. The click-to-dial functionality saved the team up to four hours a day by eliminating the need to manually search for and dial numbers. The real-time reporting feature provided a clearer view of individual performances, including data on the number of calls made, length of conversations with prospects, conversions to meetings, and eventual conversion rates. This data was used to build a dynamic view of Exponential-e’s overall pipeline and sales performance using Salesforce dashboards. The call recording system allowed call recordings to be accessed instantly and replayed for coaching purposes, improving the communication skills of the sales staff. The system also simplified note-taking against a call and automatically added call history to the prospective customer’s record, making agents better prepared prior to interactions and boosting sales conversion rates.
Operational Impact
Quantitative Benefit
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