Vonage Case Studies Exponential-e Sales Academy’s Outbound Calling Success with Vonage Contact Center for Salesforce

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	Exponential-e Sales Academy’s Outbound Calling Success with Vonage Contact Center for Salesforce Vonage

Exponential-e Sales Academy’s Outbound Calling Success with Vonage Contact Center for Salesforce

Vonage

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
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. Read More
About 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. Read More
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. Read More Log in to view content
Contents

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

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.

About 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.

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.

Impact #1	The implementation of Vonage Contact Center for Salesforce had a significant impact on Exponential-e's customer experience. The solution not only improved the productivity of the delegates in the Sales Academy but also enhanced the visibility into sales. The call recording technology improved the development and training of the sales staff, enabling them to deliver a more effective and professional call service to Exponential-e’s prospective and current customers. As a result, Exponential-e boasts an impressive 96 percent client reference ability, making it one of the most trusted providers in the industry with some of the happiest customers.

Impact #1

The implementation of Vonage Contact Center for Salesforce had a significant impact on Exponential-e's customer experience. The solution not only improved the productivity of the delegates in the Sales Academy but also enhanced the visibility into sales. The call recording technology improved the development and training of the sales staff, enabling them to deliver a more effective and professional call service to Exponential-e’s prospective and current customers. As a result, Exponential-e boasts an impressive 96 percent client reference ability, making it one of the most trusted providers in the industry with some of the happiest customers.

Benefit #1	Saved each team up to four hours a day
Benefit #2	Dramatically increased the number of sales meetings booked
Benefit #3	Improved individual performance tracking through real-time reporting

Benefit #1

Saved each team up to four hours a day

Benefit #2

Dramatically increased the number of sales meetings booked

Benefit #3

Improved individual performance tracking through real-time reporting

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Overview

Exponential-e Sales Academy’s Outbound Calling Success with Vonage Contact Center for Salesforce

Operational Impact

Quantitative Benefit