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Customer Story

Three ways integrations can help sales spend more time selling and less time with the process of selling


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2 min read

Here are a few sobering facts about the pressures facing sales teams today: More than 50% of sellers missed quota in 2018. Despite trainings, overall, 61% of salespeople say selling is harder or much harder today than it was 5 years ago. Phone outreach still holds plenty of weight in the sales world, and reps need to be at their best when speaking with leads over the phone. But at the same time, successful cold calling outreach takes up to an average of eight attempts (in comparison with 3.8 attempts in 2007).

Reps need to find a way to simply and effectively improve their ability to get the job done.

Technology is a clear opportunity to bridge the gap. But the goal should not be more technology, but rather the right technology, customized to the experience of those in sales. That’s why we believe an integrated CRM and communications platform provide the clearest opportunity for sales to focus more of their efforts and time on selling and less on the process of selling.

Three features of an integrated CRM and communications solution

1. Call Reviews

One of the ways to up your cold calling  and follow up game comes from listening to previous calls and seeing where you can improve. With the integration, reps can view a record of their phone call logs and track productivity.

Such a feature means that new employees can listen to the calls of their best-performing reps to see how they converse with a lead over the phone and get them to that closing stage. While other reps can listen back to their own calls and work out where they can improve with the help of management.

For a sales manager, having the right cold calling software that lets them review how their staff are making calls is vital for improving cold call techniques, qualification process and creating a more efficient sales process.

2. Call statistics 

Not only can you track the calls made; you can see statistics behind each call. These include how long a salesperson spent on the phone, as well as the outcome of the call. With the app, users can make a call as “answered” or “unanswered”. They can even add custom outcomes such as “answering machine” or “message left”.

Time spent on the phone is another major factor, and being able to see how long reps take when making a call provides valuable insights for where improvements can be made. Managers can see if their employees are taking too long on calls or not spending enough time trying to convert.

3. Click-to-Call

 A simple one-click feature makes cold calling in with the RingCentral softphone easy. The feature is available in your prospecting list, which means reps can load up their list, view the prospects and call within seconds.

Use built-in lead capturing tools to import contacts from websites, emails, business cards and contact forms, then call them in seconds. It’s never been easier to manage leads and turn them into fully fledged customers thanks to the and RingCentral integration.

Next steps

With, we designed a tool that focuses on sales professionals. The goal was to build software they actually want to use, rather than a tool which was viewed as a roadblock to their daily workflow. Leads are the name of the game for salespeople, and winning them is what’s most important. That’s what made the integration with RingCentral a clear winning solution. By combining the communication and collaboration technology from RingCentral with the customer management capabilities from, sales teams are able to deliver with a winning and specialized workflow.

Originally published Aug 20, 2019, updated Sep 10, 2020

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