Salelytics: Driving Revenue at the Right Cost of Sales

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Salelytics

Scott Krueger, Chief Operating Officer, SalelyticsScott Krueger, Chief Operating Officer
The COVID-19 pandemic has swept businesses worldwide into uncharted waters. Many companies are suffering heavy losses and are forced to shut down, while others are modifying their revenue modelwith respect to work-fromhomemandates. With low conversation rates and long sales cycles, sales teams across companies of all shapes and sizes are pressured to funnel revenue to keep businesses in operation. To this end, adopting an inside sales approach can be a game-changer. And that’s where Salelytics, a Wisconsin-based company, is helping companies to stay on track in such unprecedented times by providing integrated sales and business solutions with proven operational excellence. The company offers inside sales, account management and inbound support services which increments clients’ sales, increase market share and helps them strengthen customer relationships. Being an industry leaderin the BPO spacefor past 30 years, the company focuses on optimizing results and customer-experience through integrated technology and channels pertaining to CRM, communications, digital marketing, data analytics and AI. “Our agile team relies on a thorough analysis of the data and industry trends before providing any customized solution to ensure that businesses can increase revenue while decreasing overhead and waste,” says Scott Krueger, the Chief Operating Officer of Salelytics.

In a recent interview with CIO Applications, Krueger shares insights about the company and how its customizable business solutions,unique proprietary sales methodologies and their collaborative approach to revenue strategy and execution ensures success for clients.

In your interaction with clients, what are some of their pain-points? How does Saleslytics address those?

We cater to a variety of clients, specifically in the arenas of B2B, business-consumer package goods, and healthcare. Today, we support almost sixty clients through our fiveoffices and a dedicated team of 1500 employees. Our scope extends beyond typical call-centres. Owing to the extreme challenges brought by the pandemic, our customers have been complaining of sales-decrement and inability to fulfill targets. Being their sales partner, we provide them inside sales service, which has proved efficient to sell their products to smaller and mid-size businesses and is driving more revenue.

Our agile team relies on a thorough analysis of the data and industry trends before providing any customized solution to ensure that businesses can increase revenue while decreasing overhead and waste

Moreover, in the healthcare space, hospitals and clinics have tightened restrictions on in-person visits from sales representatives, further limiting physician access. With the help of our inside sales service, we are reaching and connecting our clients with many physicians through digital outreach, phone, or by video-presentations, educating about the products. Leveraging both publically available and proprietary data, such as which physician will be available, or what is the best time to contact or who is responding to the phone, e-mails and video-conferences, wehelp clients to drive sales. Also, in the B2B space, we are working with large financial organizations and helping them gain market share, for instance, in acquiring credit cards for small businesses. Through such customizable sales models, we can generate more revenue, brand awareness and customer satisfaction for our clients.

What, according to you, differentiates Saleslytics from the other players in the space?

The goal of our company is to deliver our customers with revenue at the right cost of sales by leveraging the appropriate coverage models and insightful data. We conduct 30 percent inbound and 70 percent outbound sales for our clients. We rely a lot on data analytics, after partnering with many data companies. This data-driven predictive model helps us to figure out the right opportunities, and the best time for our clients to strengthen or increase their market share.

What makes us unique is that we have an agile and nimble team who consider themselves as an extension of the clients’ workforce, and work consistently to reach more people on their behalf. Being nimble in size allows us the advantage of adapting quickly to any changes, be it to scale any innovative technology or to adjust to unforeseen situations.

Can you please narrate a customer-success story which showcases how your company empowers clients to get the desired outcomes?

One of our clients is a large CPG company. They were facing a distributary sales problem as they were launching a relatively new product. They were venturing new into this market and did not have any brand-awareness or prior knowledge. With our innovative data analytics, we helped them identify the right opportunities which couldattract potential customers.

Partnering with them, we together formed an inside sales team, which increased their market share by twofold within three months. They continue to grow with us as they are expanding their brand-awareness and market-share. This success-story has brought a win-win situation for both of us.

Could you throw some more light on how the COVID-19 pandemic has impacted your business or that of your clients’?

In the wake of the COVID-19 pandemic and all consequent business restrictions, we strive to reroute around these hurdles and translate them to opportunities. Although we were an on-site business at the time, when the pandemic hit, we quickly started work-from-home within a week. We developed new practices, updated Learning ManagementSystems(LMS), and training through video-programs. We even hired new employees and successfully onboarded themin a 100% remote environment. Moreover, to keep our employees motivated for work, we are adopting gamification techniques. Instead of offering some tangible gifts, we are now restoring to online rewards such as UberEats gift card.

How hasSalelytics’track record been in the recent past? What does the company’s roadmap look like?

For the past 30 years, we have been one of the nation’s leading providers of BPO services. We pride ourselves in helping our clients go beyond conventional sales methods and improve revenue. Our technological solutions are customizable and adaptable to the changing business needs of customers, and we continue to grow and innovate with changing times. Our collaborative bond with our customers has earned us the Partner Excellence Award in 2015 and 2017.

Looking into the future, we plan to expand our business into the new and growing verticals such as pharmaceutical and technology markets. We are doing data analytical tests on which markets will prove fruitful to enter. Furthermore, we also want to continue embracing the work-from-home culture along with the on-site offices even after the pandemic subsides. We aim to create a workforce that may be completely remote.As such, we might install satellite centers in both the east and west coasts, especially in Florida. This will enable usto support our clients in different time-zones and take advantage of catering to a greater mass.

- Joe Phillip
    October 26, 2020

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