Sales to the Power of Queue
A traditional CRM displays contacts or leads in a ‘list-based’ format where a salesperson searches through a list of prospects. VanillaSoft's core software architecture however is built from the ground up on a ‘queue-based’ technology that allows sales managers to finely control lead flow and create powerful sales momentum. At the heart of this queue-based platform is pre-defined logic that is determined in advance by the administrator and automatically serves up the next-best-lead, one lead at a time. This helps to prevent cherry picking and moves leads through the sales funnel more quickly, allowing deeper list penetration and negating the need for manual filtering.
Sales methods are shifting. Organizations that deploy the right set of inside sales tools can manage sales prospects effectively, follow-up consistently, and optimize lead generation
To determine the most effective technology approach for inside sales lead-management systems, VanillaSoft collaborated with the University of Ottawa’s Telfer School of Management to conduct a quantitative analysis. The main objective of the study was to identify the key enablers in the inside sales industry and to deduce which type of system architecture—list based or queue-based—is more effective. The research revealed that a queue-based system helps organizations significantly increase the initial contact speed as well as the number of contact attempts, helping to reduce lead decay and ultimately leading to accelerated sales.
Automating Processes Not People
VanillaSoft takes sales productivity to the next level as users can access information such as email history, company information and even their appointment calendar—all from a single screen. The system helps companies enforce a consistent corporate message with pre-defined email templates that automate the lead-nurturing process as well as flexible branch scripting.
Managers can keep an eye on the sales teams' productivity as well as follow different lead campaigns through VanillaSoft’s customizable dashboards and other reporting tools. Moreover, features such as the ability to do electronic contracts through a DocuSign integration and the option to integrate payment gateways for direct credit card processing render the lead management software truly versatile for multiple sales efforts.
In one instance, VanillaSoft assisted prominent Florida-based engineering company National Cost. They were in search of an automated and easy to use sales CRM software which could simplify decision making by automatically routing the right leads. “The most important issue was the need for a central system, where sales personnel could access and manage over 145,000 leads while using a consistent sales process,” says Hood. Ultimately the company experienced significant time and cost savings with VanillaSoft.
“Since a thriving sales operation takes more than just a list of leads and a phone, VanillaSoft will continue to revolutionize the world of inside sales and deliver higher contact rates and sales accountability tools like no other,” says Hood.