If your goal is to win more clients (whose isn’t?) then historical data analysis is essential. You can’t just make stuff up and hope it works. Well, you can but it won’t get you very far.
Instead, you can utilize the power of call recordings to effectively predict future sales success. It can help you outline winning strategies, continuously train your team members, and ever-identify areas of improvement.
Why Record?
Analyzing past call recordings is like digging through dirt to find pure GOLD. Identifying trends and patterns is a valuable practice in various industries, and sales is no different. In fact, sales is possibly more important as without it your whole business falls apart.
The process can provide insights into a whole host of different things, including: customer behavior, effective sales techniques, and potential areas for improvement. With this data in hand, you can more accurately predict future sales success and win more clients.
Rewatching Your Calls: Won’t I Die of Boredom?
It might feel tedious to have to sit through call recordings and rewatch what you’ve already seen – especially if you’re rewatching the whole thing from start to finish like a candlelit reading from the twelfth century – but tl;dv makes it a lot easier with its clips and highlight reels. You can jump straight to the valuable insights and rewatch only the essential parts that will help you win more clients.
Less than half of salespeople are confident in their forecasting. Are you one of them? The data you can get from your call recordings can help you in a wealth of different ways. If you give it a try, it might just prevent you from being one of the 90% of salespeople who will still be using intuition to forecast their sales growth by 2025.
Don’t get stuck in the past by fearing the boredom of past processes. You’re in the time of robotics, cutting-edge AI, and digital metaverses. By 2025, it’s expected that 50 billion devices will be connected to the IoT (internet of things). Even before COVID, in Forbes’ 2018 article, they claimed there were 154,200 calls via Skype every single minute. With modern methods in place, a.k.a tl;dv, you don’t have to die of boredom to up your sales game with call recordings.
There are tools out there that can cut your workload in half while doubling the output. If you feel that rewatching video calls is going to be long and tiresome, you’re still living in a time where you have to rewind VHS tapes after you watch them. VHS was left behind for DVDs. DVDs were abandoned for Blu-Ray. And now you can get entire movie files online digitally without the need for any physical counterpart at all. Times are changing quickly – for video calls too. Keep up and you can stay ahead of your competitors.
Meet tl;dv
tl;dv is the video calling tool of the future. With the ability to get AI generated notes, summaries and speaker recognition, you can easily skim over past video calls and transcripts, saving you time by jumping to the most important parts quickly.
In the tl;dv library, you can also search the transcripts by keyword and quickly mash together clips to create a highlight reel of all the times a certain key phrase is mentioned. This might be a recurring objection or something related to finalizing the deal. It’s a great way to group together various calls to identify patterns and trends that will help you and your team win more clients in the future.
tl;dv also excels because of its ability to timestamp. Even if you’re deep into the conversation, you can leave a timestamp so you can jump back to the exact moment and rewatch from there. This is great for when salespeople are raising specific questions that they want to group together (especially if they’re worded differently for each prospect).
9 Ways to Use Call Recordings to Forecast Sales Success
So you’ve amassed a wealth of call recordings… now what? How do you take recordings from your tl;dv library and convert them into actionable wisdom?
Here are NINE ways you can leverage the sales data from your call recordings to win more clients and predict future sales success.
1. Customer Insights and Preferences
Call recordings are a portal to a domain full of valuable insights. From customer preferences to pain points, their needs and desires to their fears and doubts; call recordings have it all. It’s not written in a lost language or inscribed on some mythical clay tablet in a tomb in the middle of the desert – it’s in your tl;dv library and easier to absorb than a sponge in water.
By understanding what resonates with customers during calls, their objections, and the language they respond to, you can tailor your future sales pitches and strategies to align with their expectations. This is perfect for follow-up sales calls with the same prospect, but it can also be great for creating a winning strategy by locating patterns and common themes among all your prospects.
2. Effective Sales Techniques
Identifying successful sales techniques and strategies that led to positive outcomes in previous calls allows sales teams to replicate these approaches in the future. As mentioned earlier, tl;dv allows you to group these successful strategies into one highlight reel so that you can easily skim over the most effective techniques and use them as part of your regular employee training or onboarding to make sure even the newest employees are up to speed with your most successful methods of closing deals.
These techniques will likely vary but they can include anything from specific wording, objection-handling techniques, and the pacing of the conversation. Whatever has proven to be effective in closing deals can be used here.
3. Objection Handling
Call recordings can shed light on common objections raised by customers and how the sales representatives handled them. This is excellent news if you’re losing clients to a similar objection because you can analyze how your salespeople are currently handling it and how that can be improved. It’s also great to show you what’s working well and should be continued.
By studying how objections were overcome or addressed, sales teams can develop more comprehensive objection-handling strategies and be better prepared for similar objections in the future.
4. Sales Rep Performance Evaluation
Call recordings enable managers to assess the performance of individual sales representatives on a level that simply wasn’t possible before without awkwardly eavesdropping on the meetings themselves.
This evaluation can identify areas of strength and weakness, allowing for targeted coaching and training. Monitoring successful calls can provide concrete examples for training sessions, helping sales reps understand what works and what doesn’t.
5. Lead Scoring and Qualification
By examining your call recordings on a deeper level, you can increase your chances of getting more leads. When you rewatch enough calls, you can create more accurate criteria for determining which leads are more likely to convert, allowing your sales team to focus their efforts on high-potential opportunities.
It can be super helpful for determining where to focus your available resources which can improve the likelihood of accurate sales predictions.
6. Customer Segmentation
Call recordings can reveal trends based on customer demographics, behaviors, and preferences. This information can be used to segment your customer base more effectively, allowing for personalized sales approaches tailored to specific customer groups.
It can also be useful to take a deep dive into the Enneagram to learn how different personalities prefer to be sold to and how you can spot one from another. It’s also helpful to learn more about your own psychology so you can become aware of your own weaknesses in sales pitches. There’s no better tool for revealing this to yourself than with a recording.
7. Continuous Improvement
By setting a time aside each week to check over your team’s sales calls and analyze them in a little more depth, you end up creating a culture of continuous improvement. It’s an environment where sales reps thrive as they’re constantly bettering themselves.
Sales teams can regularly review and refine their strategies based on new insights gained from recent interactions, leading to adaptive and effective sales approaches.
8. Enhanced Product Development Feedback Loop
Insights from call recordings can be integrated into the feedback loop between sales teams and product/service development. Information about customer pain points and needs can be relayed to product teams for refinement, resulting in products and services that better align with customer expectations.
By fostering a culture of communication, your teams can thrive in this back-and-forth transfer of information.
9. Enhanced Training and Onboarding
We technically mentioned this earlier, but it’s worth its own point. With call recordings, new employees can jump straight up to speed on your sales techniques to effectively master their sales pitches straight from the off. Rather than them having to learn all the painful lessons your sales team already learnt, you can get them ahead with highlights of what works, what doesn’t, what needs to be improved, and more. This way they can learn from actual examples, almost as if they were sitting in on the call themselves.
Similarly, during the initial phase of their employment, you can monitor their sales calls a little more in depth, highlighting areas to improve or how to communicate more in line with your brand voice. All these things are made super simple with tl;dv as an online meeting recorder.
Overall, call recordings can accelerate the learning curve for all team members, but especially newer ones. In the end, this will result in winning more clients and more accurately forecasting sales success.
Get Started Today
tl;dv takes two minutes to get set up. You can be recording your first call way quicker than you think. Don’t forget: you can also get started without paying a dime. Sign up for free and get unlimited calls and transcripts. You’ll have more than enough time to work out whether tl;dv is the tool to take your sales forecasts to the next level.
