What Is Sales Performance Management And How Does It Work?

As your business strives to achieve its objectives, operational efficiency can make or break its success. This is when sales performance management (SPM) enters the chat. It’s a crucial component to ensure that sales teams are meeting their targets and driving revenue growth.

From setting goals and tracking progress to managing and analyzing sales performance, SPM plays a vital role in achieving your organizational goals. Thus, helping you gain a competitive edge, which is a must in today’s hyper-competitive market.

In this article, we’ll dive deeper into what it is and how it works. We’ll also take a closer look at sales performance management software and how it can help your business optimize its sales processes.

By the end of this, you’ll have a greater understanding of SPM and how to leverage the right tools and strategies to drive your sales teams toward improved efficiency and better nurture the leads.

What Is Sales Performance Management?

Sales performance management (SPM) is a discipline that involves effectively managing and enhancing the productivity of a sales team to achieve business goals. This is typically overseen by sales managers who use a variety of techniques and tools to track and improve performance.

In SPM, you need to set key performance indicators (KPIs). They can help you establish a measurable framework for assessing the sales effectiveness of your teams and their progress toward sales targets.

Moreover, SPM involves optimizing the back-office operational sales process. This includes everything from lead generation and qualification to closing deals and managing customer relationships. By improving the efficiency of this process, your sales teams can raise their output and generate more revenue for your business.

Overall, SPM is a critical aspect of modern sales management. It helps align your business sales efforts with your broader strategic objectives and drive sustainable growth.

Now that you know what it is, let’s jump right into how you can apply SPM to your company effectively and reap the benefits.

How to Implement Sales Performance Management

Implementing SPM involves several key steps. You need to go through this process to ensure that your system is effective and manageable for your teams. Otherwise, its whole purpose won’t do your business any good. Without a functional system vetted by your sales team, you’ll make mistakes or be disorganized.

1. Create an Efficient System

To achieve your business objectives, implement a structured approach to managing your sales operations. You need to develop a system that aligns with your sales strategies as well as your products or services.

You can do that by establishing a set of metrics crucial for sales teams to measure their progress, identify areas for improvement, and achieve their goals. Thus, your sales representatives can prioritize their efforts and focus on activities that are most likely to drive results.

Additionally, you can utilize a sales pipeline and set metrics for it. For example, you can say that your sales team should move leads from the qualification to the negotiation stage within 3 days. With specific metrics, you can ensure your sales reps are maximizing their efforts.

2. Select the Metrics You Want to Evaluate

Identifying the appropriate sales performance metrics is critical in creating an effective SPM system. It enables your sales leaders to accurately assess sales operations and results. Not to mention, it provides them with real-time visibility and up-to-date insights into sales activities.

By selecting relevant metrics, you can implement effective sales planning that aligns with your business priorities. It also allows you to set achievable quotas for the sales teams.

For instance, let’s say you’re a company offering the implementation of real-time data streaming. A relevant sales metric to measure your team’s performance is the number of online gaming leads they generate through social media campaigns within 3 months.

You can also assess the conversion rate of leads into qualified opportunities and the revenue generated from closed deals. Your sales team can improve their outcomes by concentrating on the most productive sales activities and refining their sales process through the analysis of these metrics.

Moreover, by evaluating sales performance metrics in real-time, sales leaders can identify areas for improvement and make adjustments to the sales process as needed. So, if your sales team doesn’t meet the metrics within your timeframe, you can look at where you went wrong and brainstorm ways to fix the process. You can also look to different industries where real-time data streaming is effective and learn from them, including:

Finance
Logistics
Healthcare
eCommerce
Media or entertainment

This approach enables you to make informed decisions and improve sales operations for greater success. It also lets you react promptly to changes in the market and remain competitive.

3. Practice Open Communication

Open communication ensures that everyone is on the same page. Whether it’s regarding sales plans, target quotas, or employee development programs, communicating clearly is important.

Effective communication among the sales team and management allows for the timely identification and resolution of performance-related issues. It can also help you make confident decisions if you know everyone is up to speed.

In addition, open communication promotes transparency, which is essential in establishing trust and confidence within the sales team. When your employees know their contributions are valued and that their performance is monitored fairly and objectively, they’re more likely to perform at their peak level.

Great communication also helps with specific activities like quota setting. Your team can brainstorm to ensure that targets are achievable and realistic. A dialogue gives them the chance to voice concerns or give feedback if they think the goals are unrealistic.

As such, your sales teams can adjust quotas and establish benchmarks for performance early on instead of waiting for it to become a problem. By fostering open communication, sales managers can promote peak performance and ensure that the entire sales team is aligned toward achieving business objectives.

4. Track the Data and Follow-Up

Tracking and following up lets you analyze sales data. With this, your sales managers can gain valuable insights into the sales team’s performance, identify areas of improvement, and make data-driven decisions to achieve business plan objectives.

It also allows you to gauge the effectiveness of sales tools and training programs, and subsequently, refine the sales process for better outcomes.

For example, let’s say you want to maximize your Amazon sales. That can be done in several ways, including adjusting your prices. Tracking the data gives your sales teams valuable insights into sales velocity, product demand, and competitor pricing. As such, they can make informed decisions involving your repricing strategy.

In addition, this can help with quota assignments. You can identify who among your sales reps are hitting the mark and those that don’t. These employee performance insights allow you to offer relevant training and support to them.

5. Automate Your System

Automating the system improves the effectiveness of sales performance management. This streamlines the entire sales process, allowing teams to concentrate on crucial aspects of sales performance.

Furthermore, automating time-consuming tasks like data entry, tracking metrics, and generating reports increases sales productivity. It frees up valuable time and allows sales agents to concentrate on high-value activities such as prospecting, nurturing leads, and closing deals.

For example, tools like Kixie offer access to valuable automation features, such as:

Inbound call queues: Provides estimated wait times and automated callbacks.
Speed-to-lead: Automatically call leads immediately after they submit a web form.
Live data: Helps you check in on your sales agents and overview the call queue.

Kixie also offers CRM automation tools to make your overall sales operation seamless. Not only does that boost performance, but that can also save you a lot of money because of improved efficiency.

On top of that, if you leverage a sales performance management solution, it lets your teams take a more data-informed approach to sales planning. Thus, helping to ensure that every member of your sales team is operating at optimal performance levels and are achieving their target quotas.

Following our discussion of the steps you take for effective sales performance management, let’s discuss the top benefits your business can experience.

3 Leading Benefits of SPM You Should Know

Business leaders and salespeople alike can benefit from practicing SPM. It provides a measurable framework for assessing sales effectiveness and progress toward sales targets.

Now, let’s explore the main benefits of sales performance management.

A. Improved Quota Management

SPM can help your business better manage quotas by providing a structured approach to setting and tracking sales quotas. Establishing measurable goals and monitoring their progress throughout the sales period allows the sales managers to detect potential problems and implement corrective measures promptly.

Not to mention, SPM offers real-time visibility into your quota attainment. Thus, letting your sales teams make data-driven decisions, such as resource distribution and sales tactics.

Essentially, by setting achievable targets and monitoring progress throughout the sales cycle, SPM can assist your team in achieving sales success.

B. Refined Sales Forecasting

A sales performance management system helps improve sales forecasts by providing your business with advanced analytics to identify sales trends and analyze future outcomes. This results in more accurate forecasting of revenue goals, which can help the business make informed decisions about future sales investments and growth plans.

For example, you can use SPM to analyze strong sales performance during a specific period and identify the factors that contributed to that success. Hence, allowing you to allocate resources and make strategic decisions based on reliable data.

C. Reduced Employee Turnover

SPM can identify areas where your sales reps may need additional training or development to improve their skills and overall performance. For instance, if the data shows that a sales rep consistently struggles with closing deals, the sales team leader can provide targeted coaching and feedback to help the rep improve.

This can boost employee engagement and job satisfaction because they receive constructive feedback and a well-defined roadmap for development. Ultimately, this reduces employee turnover because your sales team is offered a supportive working environment.

With that, it’s time to check out the best SPM software to assist you in building a framework that works best with your sales team.

The Best Sales Performance Management Software in 2023

Here are the top 3 software solutions to consider for optimizing sales team performance.

I. Kixie

Kixie is a platform for sales engagement that offers a variety of tools and features to help businesses like yours improve sales performance. One of its top features includes the PowerCall Advanced Sales Dialer, which allows your sales reps to auto-dial down a list of contacts, send SMS messages, and leave a voicemail drop in under 3 seconds.

Other features include:

Built-in automation for SMS and voice calls for sales follow-up
IVR auto-attendant for setting up advanced inbound call routing
AI-powered local presence dialing tool to maximize pickups

It even has a live call coaching feature to help new sales reps settle into their roles. For example, let’s say you’re a company selling a logistics automation tool. The live call coaching feature allows your sales reps to receive real-time feedback and coaching during sales calls.

So, if a sales rep is having trouble answering a question from a B2B prospect about the product features, including order fulfillment, inventory management, scheduling, and mobile application capabilities, the sales manager can whisper directly to the agent with a suggestion on how to respond.

Kixie also provides integrations with other platforms such as CRMs, like Zoho and HubSpot, to help sales teams manage their pipelines more effectively.

II. HubSpot Sales Hub

HubSpot Sales Hub is a powerful software to help sales teams efficiently manage their pipelines, close more deals, and strengthen customer relationships. It’s overflowing with features, including the following:

Call tracking
Email tracking
Sales automation
Meeting scheduler
Pipeline Management

The software has many more features that will let your sales leaders manage their teams and client leads with efficiency. HubSpot also offers online courses and 24/7 support to guide your sales teams.

III. Xactly Incent

Xactly Incent is an incentive compensation management software that helps organizations drive better sales performance. It enables companies to provide transparency and accuracy in calculating commissions and bonuses. Thus, reducing payout errors.

Knowing they’ll be rewarded based on their individual performance can motivate the sales reps and boost their performance even more. This will be beneficial for your overall company goals.

It also allows for accurate commission earnings forecasts to further inspire your reps since they can see how much they earn within a sales period. Additionally, this software can be integrated with other platforms like Salesforce and NetSuite.

Conclusion

Now you know what sales performance management is and the key role it plays, not only for your sales teams but also for your overall business goals. With the actionable insights in this article, you can take the necessary steps to implement sales performance management in your company.

Would it be easy to do so? It’s going to take a lot of effort to perfect a system that works for you.

However, with tools like Kixie, practicing SPM becomes more seamless. With our sales and automation tools as well as our integration capabilities, you can improve your communication with your leads and boost the overall performance of your sales reps. Try our solution now and schedule a demo to see how we can help you.

Burkhard Berger is the founder of Novum™. He helps innovative B2B companies implement revenue-driven SEO strategies to scale their organic traffic to 1,000,000+ visitors per month. Curious about what your true traffic potential is?

What Is Customer Lifetime Value (CLV) And How Do I Calculate It?

Definition and Importance of Customer Lifetime Value

Customer Lifetime Value (CLV) is the total worth of a customer to a business over the entirety of their relationship.

Customer Lifetime Value (CLV) is the total worth of a customer to a business over the entirety of their relationship. In other words, it’s an estimate of how much revenue one customer will generate during their time as a paying customer. CLV is a key metric because it shifts focus from short-term transactions to the long-term value of customer relationships. Tracking CLV helps businesses understand the financial impact of customer loyalty and repeat business over time.
Why CLV matters for businesses:

Informs Marketing Spend: CLV represents an upper limit on what you can justify spending to acquire a customer. If a customer is likely to bring in $500 over their lifetime, spending $400 to acquire them may be too much, whereas spending $50 could be a bargain. Companies use CLV to balance customer acquisition cost (CAC) against long-term revenue. (In fact, many aim for an LTV:CAC ratio around 3:1 – earning $3 for every $1 spent acquiring a customer.)
Cost of Retention vs. Acquisition: It’s widely cited that acquiring a new customer can cost 5 to 7 times more than retaining an existing one. Focusing on CLV encourages investments in customer satisfaction, support, and loyalty – which are often more cost‑effective than constantly acquiring new customers.
Impact on Profitability: Increasing customer retention (and thus CLV) can dramatically boost profits. Research by Frederick Reichheld found that a mere 5% increase in customer retention can raise profits by 25% to 95%. This is because loyal customers not only buy more over time, but also tend to refer others and cost less to serve. In the long run, a high CLV is a strong indicator of sustainable growth and customer loyalty.
Strategic Decision-Making: CLV-focused thinking encourages businesses to optimize the customer experience and build lasting relationships. Rather than chasing one‑off sales, companies prioritize keeping customers happy to maximize their lifetime value. (Yet surprisingly, only about 25% of marketers include CLV among their top‑five metrics, suggesting many firms have room to grow in leveraging this metric.) Overall, CLV is crucial for understanding the long‑term health of a business and guiding decisions in marketing, sales, and customer service.

Customer Lifetime Value: Calculation Methods

There are several ways to calculate CLV, ranging from simple arithmetic formulas to advanced predictive models. The appropriate method can depend on your business model (e.g. subscription vs. one‑time sales) and the data available. Below are some common calculation methods:

Method	Formula	Best For
Basic Formula	(Average purchase value) × (Average purchase frequency) × (Average customer lifespan)	Simple estimations, one-time purchase businesses
Subscription Model	(ARPU × Gross Margin) ÷ Customer Churn Rate	Subscription-based businesses
Advanced Model	Sum of discounted future cash flows	Complex, variable customer behavior

Different businesses may use different formulas for CLV. What’s important is to be consistent and to include the factors that make sense for your situation. For instance, some companies include customer acquisition cost in a modified CLV (subtracting the CAC from the lifetime revenue), or include referral value (if a happy customer brings in new customers). The chosen method should give a realistic view of how much a customer is worth so that you can make informed decisions.

Customer Lifetime Value: Industry Benchmarks

Average CLV can vary dramatically by industry. High‑ticket or B2B industries tend to have a much larger CLV per customer than consumer retail businesses, for example. While every business will have its own numbers, here are a few benchmarks and comparisons:

Architecture firms: ~$1.13 million average CLV per client (projects are large and clients may continue to bring business over many years).
Business consultancies: ~$385,000 per client on average, reflecting the high value of long‑term consulting contracts.
Digital design/marketing agencies: ~$90,000 per client on average.
E-commerce (Beauty brands): ~$188 average CLV. In consumer retail, individual customer value is much lower, but volumes are higher. For instance, an analysis of beauty e‑commerce stores found an industry average around $188, with top‑tier brands achieving higher CLVs through customer loyalty.
Telecommunications: Customers of mobile or cable companies might have CLVs in the thousands of dollars (e.g. a $100/month telecom customer over 4 years = $4,800). Telecom providers often measure CLV to decide subsidy offers (like discounted smartphones), banking on earning profit over the customer’s contract period.
SaaS (Software as a Service): CLVs are often in the tens of thousands. As one example, the average annual value of a SaaS customer was around $55,000 per year – over a multi‑year subscription this can easily exceed six figures. Enterprise software companies may have even higher CLVs, given large contract sizes and high retention rates.

Key Point: It’s important to compare your CLV against industry peers. If your CLV is significantly lower than the industry average, it may indicate issues with retention, customer satisfaction, or opportunities to expand customer spend. Conversely, a higher‑than‑average CLV can be a competitive advantage, allowing you to spend more on acquiring customers or grow faster.

Case Studies: Companies Leveraging Customer Lifetime Value

Examining real‑world examples of CLV in action can illustrate how impactful this metric can be. Here are a couple of notable case studies:

Starbucks – Investing in Loyalty for High CLV

Starbucks calculated that the average lifetime value of a customer is $14,099.

Starbucks is famous for its strong customer loyalty, and the numbers show why they focus so heavily on customer experience. This astonishing figure comes from customers who purchase coffee daily or weekly over many years. To capitalize on this, Starbucks pioneered one of the first mobile loyalty apps, offering rewards for frequent purchases, personalized offers, and convenient payment options. By making it easy for customers to keep coming back (and feel valued for it), Starbucks increases the frequency and duration of customer relationships. The result is not just more coffee sales, but also an engaged customer base that is less likely to drift to competitors.

Amazon – Prime and the CLV Mindset

Prime members tend to spend far more than non-members; a study found Prime customers spend about $1,340 per year (vs. around $600/year for non‑Prime shoppers).

Amazon.com has grown to dominate e‑commerce in part by maximizing customer lifetime value. A key strategy is the Amazon Prime membership program. Amazon intentionally invests in Prime (through fast shipping, exclusive content, and services like Prime Video) to increase customer loyalty and purchasing frequency. Though Amazon may lose money on shipping for a single order, the loyalty engendered by Prime means the customer will likely shop with Amazon for many years. Amazon tracks metrics like CLV meticulously, knowing that a Prime customer has a high lifetime value.

Ways to Improve Customer Lifetime Value

Increasing customer lifetime value generally comes down to three levers: acquire the right customers, keep them longer, and encourage them to spend more (or more often). Below are several strategies businesses can use to boost CLV:

Deliver Excellent Customer Experience: Improving the customer experience (CX) at every stage of the journey leads to happier customers who stay longer.
Build Customer Loyalty: Implement loyalty programs and personal touches to make customers feel valued and part of a community.
Provide Personalized Support and Onboarding: Help customers get the most value from your product or service to keep them around longer.
Upsell and Cross‑Sell: Encourage customers to spend more with each transaction or buy more frequently.
Improve Product/Service Quality and Value: Consistently meet or exceed expectations to give customers little reason to leave.
Reduce Customer Churn: Implement proactive retention strategies to identify and win back at-risk customers.
Increase Engagement and Stickiness: Find ways to become a regular part of your customers’ lives through content marketing, community-building, and usage reminders.

Remember: Increasing CLV is not just about squeezing more money from customers – it’s about delivering more value to them, so they naturally reciprocate with repeat business.

Challenges in Measuring Customer Lifetime Value

While CLV is an incredibly useful metric, calculating it isn’t always straightforward. Businesses often face several challenges when measuring and acting on CLV:

Data Availability and Quality: Having the right data to compute CLV accurately can be difficult if data is siloed in different systems.
Identifying the “Lifetime”: Defining and forecasting how long customers will stay active is a challenge.
Complexity of Factors: CLV can be influenced by many variables, making it difficult to model accurately.
Attribution of Costs and Profits: Deciding what to include in CLV calculations (e.g., revenue vs. profit) can be complex.
Dynamic Customer Behavior: A customer’s projected value can change as their behavior changes, requiring frequent recalculation.
Organizational Buy‑in and Use: Getting teams to act on CLV insights can require a mindset shift from short-term to long-term thinking.

Best Tools and Software for Tracking Customer Lifetime Value

Measuring and monitoring CLV can be greatly aided by modern software. Here are some of the best tools and platforms commonly used for tracking and optimizing CLV:

Customer Relationship Management (CRM) Systems: Platforms like Salesforce or HubSpot are frequently used to track customer interactions and purchase history. A good CRM consolidates data in one place and often includes analytics or dashboards that help compute basic CLV metrics.
Web & Marketing Analytics Tools: Google Analytics (including GA4) has a Lifetime Value report that shows how different user segments perform over time. Tools like Adobe Analytics, Mixpanel, or Amplitude can also tie user behavior to revenue, enabling deeper CLV analysis.
Subscription Analytics and Revenue Platforms: For subscription businesses, services like ChartMogul, Baremetrics, ProfitWell, or Stripe’s analytics calculate LTV from billing data automatically and update it in real time.
Customer Data Platforms (CDPs) and CLV Analytics Software: CDPs such as Adobe Real-Time CDP or Segment unify data from multiple sources. Dedicated CLV analytics solutions (e.g., Retina.ai or Optimove) and BI platforms (e.g., Domo) offer specialized lifetime value dashboards.
E-commerce Platforms and Plugins: Shopify, Magento, BigCommerce, and related plugins can calculate total spend per customer and project their CLV. Many also segment customers via RFM analysis.
BI Tools and Spreadsheets: Tableau, Power BI, or even Excel can be used for custom CLV calculations if you have the necessary raw data and prefer a do-it-yourself approach.

Choosing the right tool: The best fit depends on your data complexity and business model. Smaller businesses may find that basic CRM or e-commerce analytics is enough. Larger or more complex organizations may need a dedicated CDP or advanced CLV modeling. Whichever tool you choose, be sure it integrates with your various data sources to keep CLV updated and actionable.

Conclusion: The Power of Customer Lifetime Value

Customer Lifetime Value is more than just a formula – it’s a philosophy of valuing long-term customer relationships over short-term gains. By understanding CLV, companies can make smarter decisions on where to invest in marketing, how to improve customer experience, and which customers to prioritize.
This guide covered the fundamentals of CLV: what it is, why it’s critical, how to calculate it, industry benchmarks, real-world examples, strategies to increase it, challenges to watch out for, and tools to help measure it. Armed with this knowledge, you can start leveraging CLV to drive sustainable growth.

A business that knows the lifetime value of its customers is far better positioned to increase it – by delighting those customers again and again.

References

The Golden Rules For Effective Lead Follow-Up and Conversion

Welcome to the sales and marketing realm, where generating leads is just the tip of the iceberg! With most companies generating less than 5000 leads per month, nailing lead follow-up and conversion is vital for business success.

Lead follow-up is sort of like fishing: just casting your line isn’t enough. Patience, strategy, and persistence are key to reeling in a big fish. Converting leads into customers requires a solid plan, proactivity, and unwavering determination – and that’s what we’re going to talk about today.

Let’s dive into the golden rules for effective lead follow-up and conversion to boost your conversion rates and expand your business. Ready to catch something big? Let’s get started!

What is Lead Follow-Up and Conversion?

Before diving into the golden rules, let’s clarify what lead follow-up and conversion entail.

Ever signed up for more info about a product, service, or used your email to snag a coupon code? That’s a lead. For business owners, this list of leads forms a database of potential customers waiting to be persuaded to make a purchase. That’s where lead follow-up comes in – the process of reaching out and nurturing leads into loyal customers.

Conversion is the ultimate objective of lead follow-up. It occurs when a lead takes the next step, making a purchase or signing up for a service. A successful conversion signifies your efforts have paid off, but it’s not a matter of luck. Now, let’s explore some strategies and tactics to drive conversion.

The Golden Rules of Lead Follow-up and Conversion

Without further ado, let’s jump into the golden rules of lead follow-up and conversion.

1. Respond Quickly and Professionally

The crowning jewel that should never be overlooked when dealing with leads is to respond quickly and professionally. In your experience, you’d likely expect a response as soon as possible when you request information – the same goes for your leads. If you want to turn them into customers, you need to respond promptly and maintain a professional attitude.

Responding quickly doesn’t just show your leads that you value their time and business; it also helps you stand out from the competition. Research has shown that consumer patience runs out in just 10 minutes. So, if you’re not looking to say goodbye to any of your leads anytime soon or hand them over to your competitors, don’t let things sit idle and consider automation!

You want to make sure that every interaction you have with your potential customers is respectful, courteous, and informative. So, how can you maintain this attitude when communicating with your leads? It’s simple: be clear, concise, and empathetic.

Avoid any language that may be confusing or off-putting, and make sure that your messages are easy to understand and that you are addressing their needs and concerns. Most importantly, always treat them with the respect and courtesy that they deserve.

2. Always Provide Value

Providing value encourages leads to know why they should choose you over your competitors. And value involves demonstrating your expertise and showing them that you have their best interests at heart. This can go a long way in establishing trust and credibility with your leads, which is essential for conversion.

So, how can you provide value to your leads? One great way is by offering a free consultation or assessment. After all, you’ll want to better understand their needs and provide actionable, personalized recommendations tailored to them. You can also send helpful resources, such as whitepapers, blblogosts, or videos, that offer insights and tips related to their industry or pain points.

3. Be Persistent But Not Annoying

It can take several attempts to get in touch with a lead and turn them into a customer, but bombarding them with messages or calls is not the way to go. It’s more about hitting the sweet spot between persistence and being respectful of their time.

Instead of reaching out every day or even every few hours, try waiting a few days or a week between attempts. Most people also have a preferred method of communication, such as email, phone, or even social media, and adhering to that will increase your chances of getting a response. Each follow-up attempt should also be personalized and add value for the lead. By doing so, you can show them that you are genuinely interested in helping them and not just trying to make a sale.

4. Personalize Your Approach

Nobody likes to feel like they’re just another number in a database, and that’s probably why nearly 90% of businesses are using personalization. Establishing a genuine connection with them shows your leads that you care about their unique needs and goals.

Follow-ups need to reference both the past and provide steps for the future. For example, “Hi [lead’s name], I remember you mentioned struggling with [specific pain point] in our last conversation, and I wanted to follow up with some personalized resources that may help.”

5. Qualify Leads

Qualifying leads is essentially finding out who your leads are so you can provide them with the best solutions and tailor your approach accordingly. When speaking with leads, it’s important to ask questions about their budget, timeline, decision-making process, and other relevant details.

Knowing this information will help you determine if they’re a good fit for your product or service and if they’re likely to convert. If not, they might not be a good candidate for what you’re offering – and it’s best to move on.

6. Follow Up After the Sale

The key to successful lead follow-up and conversion is to follow up consistently. It’s easy to become distracted by other tasks and forget to follow up with potential customers. That’s why it’s important to set up automated follow-up reminders via your CRM. This will take the burden off you to remember to follow up and ensure that your leads don’t slip through the cracks.

Future business relies on customer happiness. And making sure they’re happy with their purchase and that their needs are being met is the first step. You can also offer additional products or services that they may find useful to show them that you’re willing to go the extra mile to help them.

Wrapping Up

Lead follow-up is a marathon, not a sprint. It takes time, patience, and consistency to build trust and convert leads into customers. Effective lead follow-up and conversion are all about establishing trust, providing value, and maintaining a professional attitude. And with these golden rules, you have what it takes to succeed – now it’s time to put your skills and knowledge into action!

If you’re looking into automating your lead follow-up strategy and getting the most out of every conversion, Kixie can help. With Kixie, you can integrate customizable business calling and texting into your sales tech stack in just a few clicks. We’re all about quality, efficiency, and integration, promoting more meaningful customer connections and giving you your time back. Interested? Schedule a demo today!

How To Auto-Text Customers Who Have Abandoned Their Cart in Shopify

As an online retailer, it can be frustrating when customers abandon their carts without completing their purchase.

However, with the help of software tools Zapier and Kixie, you can now trigger an auto-call or auto-text message to the customer anytime after they abandon their cart in Shopify. Kixie is one of the best abandoned cart apps for Shopify, helping you to recover lost customers (and lost sales!) with a seamless calling and texting integration.

In this article, we will guide you through setting up this automated lead follow-up system and show you how it works.

Call & SMS Abandoned Cart Follow-Up for Shopify

By following the steps outlined below, you can improve your chances of converting abandoned carts into sales and ultimately increase your revenue.

Let’s get started!

Note: You will need access to both Kixie and Zapier to continue with this sales automation process. You can start a free trial of Kixie and of Zapier if you don’t already have an account.

Step 1: Setting up the Zap

The first step in setting up this automated system is to use our pre-built Zap templates in Zapier. This template is designed to trigger an hour after the cart is abandoned in Shopify.

To set up and edit the Zap, follow these steps:

1. Connect your Shopify account to Zapier, and select it as the trigger app.

2. Select “advanced mode” in Zapier for added functionality.

3. Select “New Abandoned Cart” as the trigger event.

4. Set up the trigger by selecting “Abandoned Cart Age” and inputting the number of hours to wait before triggering the Zap.

Once you have completed these steps, the Zap will be triggered an hour (or however long you specified) after the customer abandons their cart in Shopify.

Step 2: Setting up the Kixie Action

The next step is to set up the Kixie action inside Zapier, which is to make a phone call or send a text message to the customer. To set up the Kixie action, follow these steps:

1. Select Kixie as the action app.

2. Choose “Make a Call” or “Send a Text” as the action event.

3. Select the team of sales agents (or the individual) who will make the phone call or send the text. Enter the email address of the agent associated with their Kixie account.

4. Select the customer’s phone number from Shopify as the “Target Phone Number”.

5. Input an “Action Display Name” to give agents a message about why they are being asked to make the auto-call. This message will appear in their dialdialer give more context about the auto-call request.

Alternatively, you can select “Send a Text Message” as the event and follow the same steps to set up a Kixie text message. If you would like to set up the Zap to send a text message, be sure to select the Kixie + Shopify auto-SMS template in Zapier.

Pre-Built Zapier Templates

To make this entire process even easier, templates are available for both automated phone calls and text messages to your abandoned cart shoppers. These templates can be customized to suit your business needs and branding. You can find the links to both templates here.

Receiving the Auto-Call

Once the auto-call or text message is triggered, the assigned owner or team of agents will receive a notification in the Kixie dialer. The notification will include the customer’s name, phone number, and the reason for the call or text message (the action display name you set up earlier).

The agent can then click “Accept” to confirm their availability for the call and access the customer’s contact record.

This automated system not only saves time but also ensures that the customer receives a personalized follow-up, increasing the chances of converting the abandoned cart into a sale.

Final Thoughts

Setting up an auto-call or text message system for abandoned carts in Shopify is a simple process that can have a significant impact on your business revenue.

By using Zapier and Kixie, you can trigger a phone call or text message to the customer an hour after they abandon their cart, increasing the chances of converting the sale.

Pre-made templates are available for both phone calls and text messages, making the process even easier. We hope this article has provided you with the information you need to set up your own automated system.

Have more questions about sales automation? Schedule a demo with a Kixie representative to chat more about your business’ sasales processnd how to optimize it.

Why Adopting New Technology is Crucial to Business Success

Few businesses are blind to the importance of technology for their success and survival. We all know the tale of Kodak, the most prominent photography company in the world that went bankrupt after failing to adapt to the introduction of digital photography. We also know the story of Blockbuster declining to buy Netflix for a measly $50 million as it clung to its outdated business model, only to disappear almost overnight.

The adoption of new technology has soared during the COVID-19 pandemic. Globally, the percentage of products and services partially or fully digitized increased from 35% to 55% during the first six months of 2020 alone, according to a survey by McKinsey & Company.

There are undoubtedly significant adoption and implementation challenges when keeping up with the latest trends. Without buy-in at all levels of the organization, digital transformation can be more time-consuming and costly than it needs to be. Therefore, all parties must understand the potential benefits of adopting new technologies, both for the company and for each employee as an individual.

What Are the Main Benefits of New Technology Adoption in 2024?

new software in use

1: Improved Customer Communication

Communication is key to excellent customer service and business success in general. Customers spend up to 17% more with companies that deliver exceptional customer service. A third of customers state they’ll consider dropping a company after a single bad customer service experience, so providing the perfect customer service experience should be a core pillar of your business strategy.

Consumers now expect to communicate with companies through multiple channels. Companies acknowledge over 45% of customer service requests made over social media, and 66% of consumers use at least three different communication channels to talk to customer service.

Innovative communication technologies, like intelligent autodialers with CRM integration, streamline and improve the customer service and sales experience you offer consumers through more traditional channels.

2: Enhanced Workflow

A more efficient company makes more money. Business is as fast-paced as it’s ever been, and consumers expect results almost immediately or they look to your competitors. And every cent you can shave off in operating costs can be passed on to the consumer or improve your bottom line.

More tightly integrated systems can make this improved workflow a reality. With the right technology, you can boost call center productivity by getting the correct information in front of your salespeople at the right time. Agents can become multi-skilled, improving first call resolution and lowering staff costs. And departments can share information effortlessly, improving the speed and agility of your company.

More robust workflows with interdependent processes lead to improved automation of tasks. Your new technology can perform many of the tasks you and your staff have spent valuable time doing. Everything from marketing and ad campaigns to sales and reimbursements can benefit from a certain amount of automation.

3: Better Team Collaboration

The requirement for remote work has seen companies move to online collaboration apps in droves. Now the pandemic appears to be diminishing, yet most companies are keeping these modes of communication open as they’ve realized the many advantages.

Technology has made it inexpensive to keep everyone in the loop on a project’s progress. Employees can check in wherever they are, with their smartphones, laptops, or tablets. Tasks that require so many people to work together to succeed are more easily realized with this new connected reality.

Even sectors traditionally based in an office, like the call center industry, have adapted to the new paradigm with work from home sales software that keeps a team working at 100% efficiency wherever they are.

team collaboration with AI

4: Excellent Analytics Tools

Knowledge is power, and technology continues to offer you better ways to understand your customers, business, and employees. Analytics tools can point you to new markets, show you the types of products your customers like, and inform your marketing decisions.

Analytics tools can give you phone call analytics so you can see your busiest hours and which team members are performing at their best. The data can be used to create a sales leaderboard, motivating your sales team to grow and improve. And the data collected can be used to direct call coaching sessions where you review past sales calls and train your sales reps to get more sales.

5: Positioning for Future Growth

Constant innovation is the only way for most companies to survive in a business environment that is constantly changing. Building a company ethos where it’s OK to change how core business is done when it’s sensible to do so makes for a company that can adapt quickly to unforeseen changes in the market.

The best new technology makes your company more fluid, adaptable, and able to change rapidly. It allows you to best your competitors to the punch and offer new products and services before they are widely available on the market.

Implementing New Technologies in Your Business

Adding new technology to a business can disrupt the workplace. All employees should be made aware of the advantages of the changes in advance, so they’re on board. Effectively communicating the vision behind the changes in the workplace and showing employees why these changes are beneficial for them goes a long way in ensuring support from all involved.

Implementing new technology is a marathon, not a sprint. Carefully consider what new tech will be helpful for the business in both the short and the long term. Instead of jumping in with both feet, think about updating parts of the company at a time. Perhaps you can migrate an email server to the cloud, for example, or update the phone systems software your agents use.

New technologies in business undoubtedly represent an outstanding opportunity if you can identify the new tools that can really help your business flourish. The companies that can implement these technologies the quickest stand to gain the most, as they can more swiftly adapt to the market and continue to offer service that goes above and beyond their competitors.

The Power of Referrals and Social Proof in Your Buying Journey | Pathmonk + Kixie

The journey from potential customer to actual buyer isn’t a straight line, and often involves multiple touchpoints from marketing and sales teams. Jasper Benson-Sulzer, Kixie’s Content Marketing Manager, shares insights on the Pathmonk Presents podcast about the importance of social proof and punchy copywriting when it comes to converting prospects into clients.

In this 20 minute podcast, Jasper shares the process he and the marketing team at Kixie followed to revamp their website, grow a robust integration partner program, and engage with potential buyers at various stages of the sales funnel.

Here’s a snippet from their conversation:

Q: If there were no boundaries in technology, everything is possible, what’s the one thing that you would fix for your role today?

A: If there was some way to know what our potential customers really found helpful on our blog and also on our website – it would be great to understand that. We can see the traffic and analytics, but to really understand “What would you like to see?”…

Listen to the full episode

Chief Commercial Officer (CCO)

What is a Chief Commercial Officer (CCO)?

If you’ve ever found yourself wondering… “What’s the difference between a CCO and a CRO?” We get it. There’s confusion and overlap between various sales titles used at different organizations. Titles are also often changing and adapting to industry trends.

The fast-growing, competitive nature of the SaaS industry has created an environment where new titles are needed to accommodate for completely new positions. Slightly different titles – à la Sales Development Rep vs. Business Development Rep – are created to sound more relevant, modern, and in line with company values and culture.

What’s more, a central question in fast-growing, successful start-ups becomes: “How can I reward employees who have been here since day one?” This question is often answered by creating a variety of new C-Suite level positions for the first handful of employees who were key in getting the company up and running.

Keep reading to find out exactly what a chief commercial officer does, average salary for CCOs, career outlook, and available CCO jobs.

In the world of sales, the acronym CCO in relation to a job title generally stands for Chief Commercial Officer. CCOs are part of senior management, and have the responsibility of driving sales and new business growth for the entire organization.

Chief Commercial Officer (CCO)

Chief Commercial Officer Job Description

C-suite sales management has the responsibility of leading sales, market share, and trying out new growth strategies for the entire organization. Their roles are directly tied to revenue and managing many people, and therefore comes with a lot of challenges and opportunities. As the title suggests, CCOs generally lead not only sales but also marketing and even branding departments, and may even have input with product development, as each of these teams play a part in the organization’s commercial strategy and success.

The chief commercial officer sets the overall direction and strategy for the company’s growth, aligns sales processes to meet and exceed KPIs, and manages people and teams to help them perform their best. They report directly to the Chief Executive Officer (CEO) or board of directors. CCOs aren’t necessarily taking sales calls or closing deals, but rather supporting and directing the growth engine within their company.

CCOs may also act as thought leaders within the sales industry, specifically within the intersection of sales and their company’s industry. Responsibilities may include speaking engagements, participating in conference panel discussions, and sharing insights via webinars and podcasts. During these presentations, senior sales executives share and represent their companies, and use connections made there to expand their business’ reach.

Chief Commercial Officer Salary

The average salary for a chief commercial officer in the United States is $228,669 annually (source: Glassdoor). These positions may not come with performance-based additional pay, but instead compensation in the form of equity, shares of the company, or overall profit sharing when the business expands.

CCO Career Outlook

With the abundance of automation, software, and online marketing tools available on the market today, it may be worth wondering if sales positions will still be growing in a few years.

If you’re looking to grow your career in the sales industry, don’t worry – as the market outlook for sales executives is positive! 8% growth is projected for top sales executive opportunities through 2030, according to the US Bureau of Labor Statistics.

Chief Commercial Officer Jobs

Looking for available CCO jobs? Here are a few resources to help your search:

Chief Commercial Officer jobs

Which sales role is right for me?

The right sales role for you depends on your experience and expertise, but sales can be a good industry to get your start if you are entering the job market for the first time!

Some key characteristics of great sales and customer support professionals include:

Excellent interpersonal skills
Great communicators
Passion for what they are selling
Willingness to roll up their sleeves and get the job done
No fear calling and following-up with potential clients
Positive attitude
Creative and passionate about helping others
Ability to multi-task across different platforms and forms of communication
Ability to work well under pressure and with a team

Does this sound like you? Kixie is hiring, and we’d love to hear from you! We are looking for jovial, hard-working colleagues to share our journey as we change the landscape of business telephony.

How to Choose a Business VoIP vs. a Cloud Phone System

Business VoIP vs. Cloud Phone System—What’s the Difference?

If you’re in the market for a business VoIP phone system, you’ve undoubtedly come across a long list of terms like cloud PBX, virtual PBX, cloud PBX call center, and cloud-based phone systems. How do you know which type of system is best for your business needs? It’s actually quite simple. In this article, we’ll discuss the differences between business VoIP and cloud phone systems, defining all the important terms along the way.

What is Business VoIP?

To understand VoIP (Voice over Internet Protocol) phones, we must first understand what came before VoIP. Businesses had to use the public switched telephone network (PSTN), a circuit-switched telephone network operated by regional or national telephony operators.

This was expensive and relatively inflexible. When a business required multiple phone lines in one building, they typically used a PBX (private branch exchange), a switchboard installed on their premises that allowed for features not available on the public network, such as call forwarding, extension dialing, and hunt groups. The cost of the hardware, installation, and ongoing maintenance made this an expensive option.

With the rise of the internet, companies began to transmit data to and from the PSTN over the internet, which was much cheaper. Third-party VoIP companies began offering phone services that offered all the features of traditional switchboards at a much lower price. Business VoIP was seen as the one-for-one replacement for traditional PBXs.

What is a Cloud Phone System?

Increasingly, it made sense for VoIP providers to take over the role of the PBX switchboard and handle this on their premises. Best known as hosted PBX at the time, using such a service meant your company didn’t need an expensive or complex switchboard on-site. Instead, the hosted PBX provider handled this off-site for you.

As the term ‘cloud’ became more popularized to mean internet-hosted services, hosted PBX became better known as cloud PBX or cloud VoIP. Essentially, it’s the same thing—you make use of a VoIP phone service that’s hosted elsewhere, not on your premises. You don’t have to worry about how the VoIP provider implements their system, it just works. Among the many advantages, this reduces the cost of ongoing maintenance for your business.

Business VoIP vs Cloud Phone Systems

Today, business VoIP and cloud phone systems are terms that are used virtually interchangeably. Depending on the provider, the features of cloud phone systems may be available in business VoIP systems, and vice versa. Many cloud-based phone systems can be used with physical hardware phones, for instance. Most cloud PBX services have features business VoIP services started with, including auto attendants, call monitoring, and ACD queues.

Cloud phone systems are more likely to offer the option to make phone calls through hardware other than traditional telephones—computers, laptops, tablets, and smartphones can usually all be used in a cloud phone system to make calls.

Cloud phone systems are also more likely to offer additional features that go beyond VoIP. Kixie, for example, can integrate with your customer relationship management software, offers call analytics, and supports click-to-call functionality. Cloud phone systems increasingly integrate services like video conferencing, instant messaging, and content sharing into a single unified system.

Benefits of a Cloud PBX Call Center

Most small and medium sized enterprises (SMEs) require a call center or contact center. This can be for outgoing sales calls or for handling incoming technical support calls among other uses.

A cloud PBX call center offers significant advantages over traditional options:

Much more cost-effective
Reliable communication no matter how many calls you receive
Effortless to add new phone lines and extensions when you need them
Scale back your lines and extensions when you don’t need them, reducing costs
Higher security, with encrypted data and network security
Works anywhere there’s an internet connection
Empowers remote workers
No hardware maintenance costs
Allows you to focus on your business instead of the VoIP implementation

Kixie Cloud PBX Call Center Features

A significant benefit of choosing a cloud PBX call center platform like Kixie is the additional functionality you get over the features of a traditional call center. Managing your cloud PBX call center becomes easier with automatic analytics and reporting.

With PowerCall, you can telephone up to 10 leads at a time or automatically power through a list of leads one at a time. Local-presence dialing means each lead will see a local phone number on their caller ID, increasing pickup rates by up to 500%

Details on each lead are displayed on your sales reps’ screen in real-time. If the call goes to voicemail, your sales rep can click a button to automatically leave a pre-recorded voicemail or text, allowing them to move on to the next lead immediately.

For incoming calls, you can easily set up an IVR auto attendant with multiple menus, hold music, and ring groups, so customers are professionally routed to the right person every time. You can automatically record calls for training and quality purposes, and set up smart inbound call queues that offer customers an estimated wait time and alternative options such as callbacks.

Arguably the most powerful feature of a cloud-based PBX call center is how you can integrate your cloud PBX system with other software. Kixie supports popular CRMs like Salesforce, Pipedrive, Zoho, HubSpot, and many others. You can use it with help desk software like Zendesk and Gorgias, and run automated campaigns in conjunction with Zapier, Mailchimp, ActiveCampaign, or Outreach. The possibilities for streamlining and improving your operations are endless.

Choosing Your Business Phone System

The difference between business VoIP and cloud phone systems is now very thin, and there is a significant crossover between the two. You’re more likely to need to decide between on-premises vs. cloud VoIP, as there are bigger differences here. On the whole, cloud PBX call centers are much more versatile, less expensive, and have many more features than their on-premises counterparts.

In virtually every case, we recommend a cloud-based VoIP phone system over an on-premises solution. As outlined above, the advantages of managing your call center via a cloud-based system cannot be overstated.

How to Choose the Best Communication Style: Synchronous vs. Asynchronous

As we spend more time in digital spaces and more workplaces move to remote or hybrid models for employees, our communication styles are changing too. We’re relying less on real-time conversations – synchronous communication – and becoming more versatile with our interactions. Asynchronous communication is allowing us to get more done on our own time than ever before.

Synchronous communication, or real-time interactions, could be thought of as the traditional way of interacting. Pre-internet, conversations across a desk, over the phone, or in meetings were simply how things got done. Synchronous communication was largely the way of the world – aside from snail-mail and one-sided communication like advertising.

So what is asynchronous communication? Since the explosion of our digital world, it has become ubiquitous. Email, text messaging, collaboration platforms, and video messaging allow people to communicate and hold conversations over time and on their own time. The delays between each party’s input can even facilitate greater collaboration, honesty, and thoughtfulness.

In some cases, asynchronous communication is expected and preferred to synchronous communication. But each still has its place in the world of human relations.

Using Asynchronous Communication

Asynchronous communication allows us to interact with each other on our own time, rather than scheduling a meeting or jumping on a call. It provides an ideal solution for keeping in touch with people across time zones or with schedules different from our own. By sending information through a collaborative platform – logging details in a CRM, for example – the receiver is able to make use of it when they need it and respond accordingly.

However, asynchronous communication isn’t always the best way to give or receive information. This style of communication lacks urgency. If relied upon too heavily, asynchronous communication can result in missed deadlines, opportunities, or more dire consequences. An emergency service, for example, could never use this form of communication to respond to customers.

Examples of Asynchronous Communication

Almost any form of communication that doesn’t require an immediate response or reaction from the receiver falls into the category of asynchronous communication.

Tools for asynchronous communication include:

Customer FAQs and tutorial clips allow brands to provide information for their customers to access when and where they need it.
Text messaging, email, direct messaging, and ‘instant’ messaging all enable the receiver to access information when they are ready to and respond in their own time.
Project management tools and CRM systems are asynchronous collaboration tools that detail interactions and processes so users can engage over a period of time rather than in real time (although real-time collaboration may also be possible). Crazy Egg has a good list of project management tools here. Even file sharing tools like Google Drive or Dropbox can be considered tools for asynchronous communication.

When to Use Asynchronous Communication

Asynchronous communication is ideal when information is not urgent or more thought needs to be given before a response can be provided. Team collaboration is an ideal situation for asynchronous communication – people need to access information at different times to perform their part of the project, and the record of conversations and detail can support better engagement for the team.

Asynchronous communications in sales, such as text messaging, can also drive engagement as it can appear less pushy while still delivering information a prospect needs to make their decision. When combined with synchronous communication, asynchronous interactions can build more trust and move prospects toward closing deals faster.

Using Synchronous Communication

Sometimes, all we want is someone to listen to our problem and sort it out right then and there. That’s when synchronous communication works its magic. 69% of customers try to resolve issues on their own before reaching out to brands. When they reach out, they’re done with asynchronous communication – it’s a real-time collaboration they’re looking for!

Live chat and phone calls are the primary tools for these sorts of conversations, although video calling has grown in popularity over the past few years. In these situations, a standard synchronous communication protocol should support first-time resolutions for customers. If this simply isn’t possible, a robust CRM is necessary. This stops customers from needing to repeat details to have their problems solved.

Examples of Synchronous Communication

All real-time communication is synchronous, each party is engaged and interactions are dynamic. Sometimes this kind of communication is the only one that will do the job.

Phone calls and live chat – put customers in touch with someone who can listen and resolve their issue then and there.
In-person meetings and video conferences – face-to-face meetings help teams collaborate and bounce ideas off each other to come up with new innovations, solutions, and ideas.
“Water cooler” conversations – sharing information over short breaks with colleagues strengthens workplace relationships and can help to keep people from feeling isolated or left out.
Socializing – getting together with others and interacting in real-time is good for our health and wellbeing. We are social creatures that thrive on being a part of a community.

When to Use Synchronous Communication

Synchronous communication should be used when time is of the essence and the dynamism of real-time communication will help to generate new ideas or innovations, and strengthen ties between groups. Whether you’re providing urgently needed support or simply lending a listening ear, synchronous communication is the only way to satisfy these needs.

Balancing Communication – Asynchronous and Synchronous Communication

No one style of communication is inherently better or worse than another. Ideally, both types of communication should be used by teams, between customers and companies, and even in personal relationships. The key is to not become too reliant on one style and instead use both as needed. Pausing to consider the nature of your message and the situation and environment of the recipient should be enough to decide which style of communication is most appropriate.

When both synchronous and asynchronous communication are used in partnerships, we can build stronger connections, more flexible relationships, and create better conditions for people to work and prosper in. Being mindful of where, how, and when we communicate can increase the productivity of our teams and the satisfaction of our customers. Becoming proficient in both synchronous and asynchronous communication methods can set brands above their competition.

How Caller ID Display Name Works and Why It’s Important for Your Business

Controlling the caller ID information your prospects see increases the percentage of calls that are answered. It’s easy to take caller ID display for granted and assume leads will be able to see your business name on caller ID each time.

However, because the national phone system is a hodge-podge of different technologies that have evolved gradually over a century, it’s not quite so simple.

Understanding CNAM Records

Caller ID information is held in CNAM (caller name delivery) records. In the U.S., CNAM information is not sent alongside a call. The terminating carrier instead pulls it from a database lookup. That is to say, it’s up to your prospect’s telephone service provider to look up the correct caller ID information for the call you’re making.

No single official body is in charge of all CNAMs, and carriers are free to use alternative databases for their caller ID information. Carriers often cache data from CNAM databases, so they don’t need to perform so many lookups. This often leads to carriers displaying outdated or incorrect caller ID information.

The most extensive database in the U.S. is provided by a private company, Neustar, which includes information from the top 800 carriers and processes over 10 billion CNAM queries each month. But it is just one of many national caller ID name databases.

How to Change Caller ID Name

When your business details change, or you change provider, you need to update your CNAM with your carrier. In many cases, your phone service provider will also be your carrier, but VoIP service providers often use outside carriers. In this case, your service provider will need to put in a request to change your CNAM on your behalf. Updating CNAM is usually free, but there’s sometimes a small charge.

CNAM has a 15-character limit, so if your company name is long, it pays to figure out how to truncate it so prospects can clearly see who is calling.

It will take time for the new CNAM to propagate through the system to the various CNAM repositories. But it should be updated on most databases within two weeks.

Caller ID for Sales

By using a smart, AI-driven intelligent phone system like Kixie Powercall, you gain much more control over your caller ID settings.

You can update your outbound caller ID name through the web interface, and with local presence dialing you can connect using a different local number on every call, increasing pickup rates by up to 500%.

Progressive Caller ID from Kixie intelligently rotates through phone numbers when making outbound calls. In cases where a prospect misses your call three times, for example, they’ll see three different numbers instead of what appears to be an aggressive salesperson who they might decide to call screen.

Taking charge of your caller ID is crucial to keeping pickup rates high and offering your leads and customers the best possible experience. With the right tools, managing caller ID becomes easy and convenient.