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Guided Selling for Sales Leaders: 10 Reasons to Leverage Guided Selling in 2023
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Conquer Recognized As A Leader In The 2021 Aragon Research Globe For Sales Enablement Platforms
Webinars
The Revenue Engine Framework: Volume, Value and Velocity Explained | TFOS E11
In this episode of The Future of Selling, Rick Smith sits down with Kara Smith Brown—CEO and Founder of LeadCoverage, Ironman triathlete, and author of The Revenue Engine. Kara shares her no-fluff, practical framework for aligning marketing with business outcomes by measuring volume, value, and velocity.
They dive deep into:
- Why most marketing-sourced data falls flat in the boardroom
- How to truly align sales and marketing through pipeline velocity
- The power of intent data, ABM, and programmatic media buying
- Her journey from corporate roles to entrepreneurship
- Why “share good news, track interest, and follow up” is the core of modern B2B marketing
- And yes, how she turned being underestimated into Ironman motivation
Whether you’re a marketing leader, CRO, or entrepreneur looking to generate real pipeline with precision, this episode is packed with insights you can actually use.
📚 Grab Kara Smith Brown’s book The Revenue Engine
📍 Catch Kara Smith Brown on the road at her nationwide workshop tour
🤝 Connect with Kara Smith Brown on LinkedIn
Decentralized Talent Explained: The Smarter Way to Scale
The way businesses build and scale teams is changing. Fast. In an increasingly remote-first world, companies are rethinking how they access expertise, reduce costs, and remain operationally agile—especially in high-skill functions like administration, customer success, or technical support.
Enter Decentralized Talent, or DeTal: a flexible, modern workforce model that blends global access with team integration, offering a smarter alternative to traditional hiring or disconnected outsourcing.
What is decentralized talent?
Decentralized Talent refers to strategically distributed professionals who work as embedded members of a company’s team—often from international talent hubs—while maintaining close integration with the company’s tools, workflows, and culture.
Unlike conventional outsourcing, which often operates in silos or through third-party vendors, DeTal prioritizes:
- Direct alignment with the internal team
- Clear workflows, visibility, and shared KPIs
- Scalable access to top-tier talent without traditional hiring constraints
Think of it as building a globally distributed, in-house-quality team—without being bound by geography, high overhead, or long recruitment cycles.
Why now? The forces driving DeTal forward
Several macro trends are accelerating the rise of decentralized talent:
1. The remote work revolution
COVID-19 made remote work mainstream, but its long-term impact is deeper: Companies are now comfortable working with distributed teams—and talent expects that flexibility.
2. Global talent accessibility
High-speed internet, better communication tools, and a globally connected workforce mean you’re no longer limited to hiring within a 50-mile radius. The world has become your hiring pool.
3. Rising costs of domestic labor
In the U.S., salaries for roles like administrators, data analysts, and IT specialists have ballooned. Maintaining lean operations while still accessing expertise is now a top priority.
4. Outsourcing fatigue
Traditional outsourcing often failed to deliver on quality, communication, or accountability. DeTal emerged as a response—offering greater transparency, stronger integration, and long-term commitment.
How decentralized talent works
One of the biggest misconceptions about decentralized talent is that it requires companies to set up their own global hiring infrastructure. The reality is the opposite.
When you work with a dedicated DeTal provider, you get fully embedded talent—without having to source, train, or manage them directly. The provider handles the complexity; you get the results.
Here’s how a typical DeTal approach might look:
- Needs discovery: The provider works closely with your team to understand your goals, challenges, and existing systems—whether in CRM management, support, or RevOps..
- Strategic sourcing: Based on your needs, the provider identifies and vets candidates from global talent hubs, focusing on technical skills, cultural fit, and experience in tools like Salesforce or HubSpot.
- Embedded integration: Once onboarded, the talent joins your team like any in-house hire. They attend meetings, follow your workflows, and use your tools—Slack, Asana, Salesforce, and more. From day one, they’re part of the team.
- Flexible scaling: Teams can scale up or down based on business needs—expanding support without long-term contracts or local hiring complexity.
With the right partner, decentralized talent becomes a seamless extension of your team—not another system to manage. It’s a way to unlock operational capacity, speed, and expertise without adding complexity.
The key advantages of the DeTal model
The DeTal model offers a range of strategic advantages that make it an attractive option for companies looking to scale efficiently. Here are some:
Cost efficiency
With access to highly skilled professionals in emerging markets, companies can reduce labor costs significantly—often by 50–70%—while maintaining or even improving the quality of work.
Faster hiring
Because DeTal talent pools are already trained and vetted, companies can fill roles in weeks instead of months, avoiding long recruitment cycles and onboarding delays.
Operational flexibility
Need help part-time? Want to expand for a product launch? DeTal makes it easy to adjust your team size and structure without massive commitments.
Higher retention
In many cases, decentralized professionals in international markets demonstrate longer tenure and greater loyalty than their in-house counterparts—particularly when they feel embedded in the team.
Cultural alignment
One of the common challenges companies report with traditional offshore outsourcing—particularly in regions like India or the Philippines—is a disconnect in communication style, tone, or customer perception when serving U.S.-based markets.
While these regions offer technical talent, there can sometimes be hesitation or even stigma from end-users, especially in customer-facing roles like SDRs or support.
DeTal addresses this by sourcing talent from regions that offer strong cultural alignment with the U.S., including Central and Eastern Europe. Countries like Kosovo offer a unique advantage: near-native English fluency, Western business norms, and a deep familiarity with U.S. culture, often driven by strong geopolitical and educational ties to the U.S.
DeTal in practice: How Conquer is doing it
Decentralized talent isn’t just a good theory—it’s a core part of how Conquer builds operational strength for itself and its clients. By using a high-performing, Kosovo-based workforce, Conquer has created a repeatable model for embedding global talent directly into mission-critical roles. Here’s how it plays out in practice for us:
Sales Development Representatives
Conquer places trained SDRs from Kosovo into client teams to help drive top-of-funnel activity with efficiency and consistency. These reps integrate fully, working U.S. hours, attending pipeline meetings, and using our CRM and sales engagement tools to execute outbound campaigns, follow up on leads, and book qualified meetings.
Clients benefit from consistent outreach, increased pipeline coverage, and seamless communication—without the $80K+ cost of a U.S.-based SDR. More importantly, these reps are committed for the long term, offering team stability and performance consistency that’s hard to find with traditional hiring models.
Support & Enablement
These professionals also power Conquer’s internal support and sales enablement efforts. Our Kosovo-based team members operate on U.S. hours, handle tickets, manage CRM hygiene, and assist with onboarding—all while working closely with internal client-facing teams.
The Kosovo office gives Conquer a talent hub that’s stable, culturally aligned, and deeply motivated. With high English fluency and a collaborative, office-based culture, Conquer’s DeTal approach proves that location doesn’t limit contribution—alignment does.
These are just a few of the roles currently embedded through Conquer’s DeTal model—but we’re only getting started. As demand grows, we’re expanding into new functions across RevOps, data analysis, technical support, and beyond. The goal is to build a globally distributed workforce that can support every layer of a modern go-to-market team.
But what about…? Common misconceptions around DeTal
Like any emerging model, DeTal faces skepticism. Here are a few common misconceptions—and how the model addresses them:
“It’s just outsourcing with a new name.”
Not at all. DeTal emphasizes deep integration, visibility, and long-term contribution—not third-party handoffs.
“Communication and time zones will be a problem.”
Most DeTal professionals are trained to work overlapping U.S. hours, have excellent English fluency, and integrate seamlessly into tools like Slack, Zoom, and Asana.
“It won’t feel like they’re part of the team.”
The whole point of DeTal is team integration. Onboarding, collaboration, and daily standups—they’re all built-in to keep alignment strong.
These concerns are still valid. But when implemented correctly, DeTal offers a level of integration, stability, and performance that traditional outsourcing simply can’t match.
Why businesses should start considering DeTal
Decentralized talent isn’t about cutting corners. It’s about access to more talent, more flexibility, and more sustainable growth.
In a world where speed, adaptability, and lean operations are mission-critical, DeTal offers a way forward. It’s particularly valuable for startups, mid-market companies, and scaling enterprises that want to:
- Avoid bloated headcount and overhead
- Fill technical or operational roles fast
- Expand global presence without complexity
- Build long-term team stability with lower churn
So, if you’re currently struggling with hiring delays, budget constraints, or gaps in expertise, DeTal deserves a closer look.
Wrapping up
Decentralized talent is a workforce strategy built for the realities of modern business. It blends the scalability of outsourcing with the trust and integration of in-house teams, offering a best-of-both-worlds solution for growing companies.
Whether you’re thinking about global expansion, looking to optimize costs, or simply tired of chasing elusive hires, DeTal offers a more sustainable way forward. Curious to see how it could apply to your team? Start exploring the model and see where it takes you.
And if you want to explore these opportunities even further, get in touch with us to learn how we can help.
Boost Efficiency With Email Follow up Automation: Full Guide
Email follow up automation has quickly become a cornerstone of modern sales and marketing. Whether you’re nurturing leads, re-engaging prospects, or simply trying to keep conversations moving, automated follow ups can make the difference.
In this guide, we’ll explore what email follow up automation really means, why it matters, and how to implement it effectively. We’ll also share some tips, tools, and strategies to help your team boost productivity and hit revenue goals faster.
What is email follow up automation?
Email follow up automation is the process of using software to automatically send follow up messages to prospects, customers, or leads based on predefined triggers or schedules. Rather than relying on sales reps to remember when to send a message—or what to say—automation ensures that no opportunity falls through the cracks.
This can include:
- A series of follow up emails after a lead downloads a resource
- Re-engagement emails when a deal goes cold
- Automated check-ins after a demo or discovery call
- Sequences tailored to onboarding, renewals, or upsells
Basically, email follow up automation is about creating consistent, personalized communication at scale—without burning out your team.
Why follow up automation is critical for modern teams
In most industries, response rates drop dramatically after the first outreach. But 80% of sales require 5+ follow ups to close. The problem? Reps don’t always have time to send them. That’s where automation comes in.
Here’s what email follow up automation solves:
- Missed opportunities: Prospects often go silent after initial contact. Automation brings them back into the pipeline.
- Manual workload: Reps waste hours each week manually sending reminders or writing similar emails from scratch.
- Inconsistent messaging: Without automation, tone and timing vary wildly from rep to rep.
- Slow response times: Automation lets you strike while the lead is warm—immediately and reliably.
When used correctly, follow up automation keeps your brand top-of-mind, builds trust, and nudges leads toward a decision—all with minimal effort from your team.
Key benefits of email follow up automation
Email follow up automation delivers measurable gains in efficiency, consistency, and conversion. Here are some of the benefits, in detail.
1. Higher reply rates and conversions
Follow ups work because they show persistence and professionalism. By automating the process, you reach prospects at just the right time with the right message—boosting response rates significantly.
2. Time savings and rep productivity
Instead of spending hours digging through CRMs, writing custom emails, or setting reminders, reps can rely on automated workflows to handle routine communication. That frees them to focus on high-value activities like discovery calls and negotiations.
3. Consistency across the funnel
Your messaging, tone, and timing are aligned across your team, ensuring every prospect experiences a consistent, professional journey—no matter which rep they’re speaking to.
4. Faster sales cycles
By keeping conversations active and warm, follow up automation reduces gaps between touchpoints, helping prospects move through the funnel faster.
5. Scalability
Whether you’re managing 10 or 10,000 leads, automation allows you to follow up with all of them—without hiring additional headcount.
How to set up an effective email follow up automation strategy
Implementing email follow up automation requires a thoughtful approach to ensure your messages are timely and aligned with your overall sales process.
Step 1: Identify key touchpoints
Start by mapping your customer journey. Where do leads typically stall? What events or actions trigger the need for a follow up?
Common follow up triggers include:
- Form submissions (e.g., pricing request or demo)
- No response after the first outreach
- Meeting no-show
- Trial expiration
- Post-purchase check-in
Step 2: Create your follow up sequences
Build a sequence of 3–5 emails per scenario. Keep each message short, focused, and conversational. Mix up formats—some can be reminders, others can add value through content, case studies, or social proof.
Example: Demo request follow up sequence
- Day 1 – Thank you + scheduling link
- Day 3 – Helpful content: “Here’s what others asked during their demo”
- Day 7 – Light nudge: “Still interested in seeing how it works?”
- Day 10 – Final touch: “Want me to close the loop or keep the spot open?”
Step 3: Personalize intelligently
Automation doesn’t mean generic. Use dynamic fields (like name, company, last action) to personalize messages. Segment your audience based on behavior or firmographics to tailor tone and content.
Step 4: Monitor performance
Track open rates, reply rates, and conversions. Which messages drive the most replies? Where do prospects drop off? Use this data to refine your messaging and timing.
Step 5: Keep your lists clean
Automated follow ups can backfire if sent to outdated or unqualified leads. Make sure to always scrub your lists and monitor engagement to avoid spam filters and unsubscribes.
How Conquer simplifies follow up automation
Conquer brings automation directly into Salesforce—so your reps never have to toggle between tools or worry about what’s next. Here’s how it helps:
- Smart triggers: Automatically launch follow up sequences based on rep activity, deal stage, or customer behavior.
- Real-time guidance: Reps get in-the-moment recommendations on what to send next.
- Personalization at scale: Use templates that auto-fill with context-rich data, ensuring relevance without manual effort.
- Multi-channel sequences: Combine emails, calls, and LinkedIn touches for a holistic follow up strategy.
- Actionable analytics: See exactly which follow ups are driving pipeline movement—and which need to be adjusted.
Whether you’re engaging new leads or warming up cold deals, Conquer ensures every prospect receives timely, relevant outreach—helping your team stay efficient, responsive, and ahead of the competition.
Common mistakes to avoid
Even the best automation systems can fall short if not used strategically. Watch out for these pitfalls:
- Over-automation: Don’t send emails just for the sake of activity. Make every message count.
- Generic templates: Avoid sending copy-paste emails that feel impersonal or robotic.
- Poor timing: Space your emails appropriately—too frequent, and you risk annoying; too spaced out, and you lose momentum.
- Ignoring replies: Automation should alert reps when a response comes in—don’t let real conversations slip through the cracks.
Wrapping up
Email follow up automation is a must-have for any sales or marketing team aiming to scale. Done right, it empowers your reps to stay proactive, ensures every lead is nurtured effectively, and drives higher revenue without adding more manual work.
If your follow up process still relies on spreadsheets and sticky notes, it’s time for an upgrade. Ready to automate follow ups and close more deals? Schedule a demo with Conquer today!
Conquer / Emblaze 2025 Happy Hour
Conquer / Ambition Happy Hour: Emblaze Revenue Summit 2025
Tuesday, April 15
6:00 PM MDT - 8:00 PM MDT
Come take a break from the Emblaze Revenue Summit and join the Conquer team, along with our friends at Ambition, for drinks and bites at the Yard House at Sheraton Denver Downtown! We’d love to discuss the most interesting insights you’ve learned so far at the Summit! We look forward to seeing you there.
Hosts
Register
Decentralized Talent: The Future of Sales Teams | TFOS E10
In this episode of The Future of Selling, host Rick Smith dives into one of the most disruptive shifts shaping sales organizations today: Decentralized Talent (or “DeTal”). Joined by Conquer’s Chief Revenue Officer Jim Trimarco (JT) and Chief Financial Officer Demian Costa, the conversation unpacks how companies are rethinking sales staffing, team structure, and global scalability.
From JT’s deep experience leading global sales organizations to Demian’s journey from Navy SEAL to CFO, this episode offers a unique perspective on what’s driving the evolution of modern sales teams—and why the traditional outsourcing model has failed.
🔍 Topics We Cover:
- What “decentralized talent” actually means and how it differs from traditional outsourcing
- Why global wage arbitrage is an opportunity, not a risk
- How to align remote, global teams with your company culture and goals
- The tech stack and leadership mindset needed to make DeTal work
- Why the Balkans could be the next big thing in talent sourcing
- Actionable takeaways for sales leaders looking to grow while cutting costs
Whether you’re scaling a startup or leading a mature sales org, this episode breaks down how to reduce costs, maintain quality, and scale faster—without sacrificing culture or performance.
Reducing Customer Acquisition Costs In Large-scale Sales
Customer acquisition costs (CAC) are one of the most critical metrics in sales and marketing. High CAC can eat into profit margins and make scaling difficult. For large-scale sales operations, reducing CAC without sacrificing lead quality or conversion rates is a must. So, this guide explores actionable strategies to lower CAC and improve overall sales efficiency
Understanding customer acquisition costs
Customer acquisition cost is a simple metric that describes how expensive it is to acquire each new customer. As such, CAC directly affects profitability, scalability, and healthy business growth.
When it costs more to acquire new customers than what they produce in revenue, it is difficult to scale or sustain a business. CAC needs to be understood and controlled in order to maintain a high return on investment on sales and marketing efforts.
This calculation includes all expenses associated with customer acquisition within a specific period, such as ad spend, marketing software, salaries, and any other promotional costs.
If your spending on sales and marketing is increasing, but new customer numbers are stagnant or increasing at a slow rate, your CAC is too high. A high CAC can mean inefficiency in targeting, messaging, or sales processes, so it must be addressed with optimized acquisition strategies.
Why CAC matters in large-scale sales
For any business looking to expand, the greatest challenge is not acquiring more customers but acquiring them cost-effectively. Growth is only possible if the number of customers increases but the cost of acquiring them decreases or remains in check.
Having a high cost per customer acquisition will drain profit margins, and it will progressively become harder to reinvest in marketing, product development, and customer retention strategies. In these cases, businesses will experience cash flow constraints that limit their ability to scale their business. When you reduce CAC, you fhave ree resources that help you:
- Improved marketing ROI – Each dollar spent acquiring customers generates more return.
- Shorter sales cycles – Reducing friction in the buyer’s process helps convert leads faster.
- Increased profitability – Reduced acquisition costs directly translate to higher margins and financial health.
- Competitive edge – An efficient acquisition process allows you to outcompete others and gain market share.
When CAC is optimized, businesses can grow faster, sustain that growth, and build long-term customer relationships without constantly increasing acquisition costs. So, it’s not just about cutting costs—it’s about making every investment perform better.
10 proven strategies to lower the cost per customer acquisition
Large-scale sales teams must focus on efficiency and precision to acquire more customers at a lower cost. The following 10 strategies will help you refine your targeting, streamline your sales process, and ensure your resources are directed toward high-value prospects.
1. Optimize targeting with data-driven insights
Sales teams tend to spend budget on non-converters, leading to high CAC and low ROI. Instead of targeting broad groups, use data-driven insights to refine your approach. AI-driven analytics and predictive modeling allow high-intent lead identification, maintaining marketing and sales efforts focused on the most promising leads.
How to optimize targeting:
- Use CRM data to know customer behavior and preferences.
- Leverage AI-driven lead scoring to discover potential buyers.
- Use predictive analysis to determine when a lead will likely convert.
Pro Tip: Use Conquer’s real-time AI analytics to discover optimal opportunities and sequence them in your CRM. By integrating targeting insights directly into your sales process, Conquer enables teams to focus on leads with the highest likelihood of conversion, reducing wasted spend and lowering the cost per customer acquisition.
2. Build a strong lead qualification process
Not all leads are created equal. Salespeople waste a lot of time dealing with unqualified leads, increasing costs of acquisition with little conversion. A standard lead qualification process ensures that only the most suitable prospects go through the pipeline, avoiding wasted effort and improving close rates. To do this, you must:
- Use a lead scoring process that is engagement, budget, and buying intent-based.
- Automate lead qualification with CRM-integrated AI workflows.
- Define clear qualification criteria, e.g., Budget, Authority, Need, and Timeline (BANT).
Pro Tip: Automate lead scoring within your CRM to flag high-priority prospects. This frees reps from wasting time on dead ends and instead allows them to concentrate on leads that are actually ready to buy.
3. Automate sales outreach & follow-ups
Manual follow-up on prospects is slow and raises the cost per customer acquisition. There are sales automation tools that can do repetitive follow-up, so the leads are called without burdening your sales reps. Automated workflows also keep the conversation alive, increasing conversion chances. To ensure the best sales automation practices, aim to:
- Apply automated email flows to engage prospects on autopilot.
- Apply chatbot conversations to engage early leads.
- Apply multi-channel sales automation (email, SMS, call) to stay top-of-mind.
Pro Tip: Conquer’s sales engagement optimization allows reps to schedule multi-channel follow-ups directly within Salesforce, so every lead is properly nurtured. This takes the manual outreach gaps out of the picture, reducing CAC without compromising engagement.
4. Enhance retargeting and nurture campaigns
It costs much less to re-engage a current lead than to win a new one. Many companies let leads go cold instead of nurturing them. A well-designed retargeting and lead nurturing campaign puts your brand in front of warm prospects, guiding them through the sales funnel. Here are some ways in which you can improve lead nurturing:
- Segment leads based on engagement levels and purchasing intent.
- Use email sequences tailored for each phase to deliver valuable content.
- Use retargeting ads in order to recapture abandoned site visitors.
Pro Tip: Implement a lead nurturing system into your CRM that allocates timely, relevant touchpoints, nudging leads toward purchase.
5. Improve sales and marketing alignment
Misalignment between sales and marketing teams leads to wasteful expenditure, poor targeting, and high customer acquisition costs. In ideal alignment, though, the two groups generate higher-quality leads, align messaging, and improve conversion rates. To ensure that sales and marketing teams are properly aligned, you can use:
- Joint dashboards for monitoring lead flow and conversion rates.
- Closed-loop feedback from sales to optimize marketing campaigns.
- Account-based marketing (ABM) for high-value target customers.
Pro Tip: Conquer’s real-time analytics provide sales teams with lead behavior data in real time, allowing them to align outreach activity with marketing efforts to maximize efficacy.
6. Use referral & affiliate programs
Referral and affiliate marketing yield high-value leads for a tenth of the cost of pay-per-click advertising. That’s because happy customers and partners can turn into your brand heroes and reduce reliance on expensive acquisition channels.
Generally, the best-performing referral programs include referral links with traceability so the conversions are tracked accurately. You can even consider building a partner affiliate campaign for wider reach, ensuring your message reaches beyond your initial target group.
Pro Tip: Encourage satisfied customers to share their experiences through testimonial campaigns and incentives, amplifying brand trust without increasing customer acquisition costs.
7. Focus on customer retention to reduce churn
It is 5x cheaper to retain a customer than it is to obtain one. Tackling customer churn reduces the need for new acquisitions, which allows businesses to maintain revenue without incurring customer acquisition costs.
Typically, companies with a low churn rate have one thing in common: they improve their customer onboarding process. You must also ensure to tailor support and proactive follow-up so your customers feel cared for throughout their buying journey. Lastly, you can try to implement loyalty programs to stimulate repeat business, as they’re quite effective.
Pro Tip: Use Conquer’s tools for customer interaction tracking and automating personalized follow-ups to reinforce retention and decrease churn.
8. Optimize your sales funnel for efficiency
An inefficiently organized sales funnel leads to drop-offs and lost conversions, increasing customer acquisition costs. Examining and optimizing every step of the process allows businesses to produce more leads with fewer resources. Here are some tips to help you improve funnel efficiency:
- Test calls-to-action and landing pages through A/B testing.
- Simplify forms and streamline sign-up processes.
- Identify drop-off points and make strategic changes accordingly.
Pro Tip: Use a reliable sales engagement tool with data-driven insights to analyze where leads are falling off so that teams can optimize the funnel and boost conversion rates.
9. Use content marketing for organic leads
Organic traffic is a less expensive alternative to paid acquisition. By regularly publishing quality content, companies can purchase inbound leads at a decent ad cost. However, to ensure maximum efficacy, you must:
- Write SEO-optimized blog posts on customer pain points.
- Take advantage of video content as product demonstrations and case studies.
- Repurpose the content in numerous formats (webinars, podcasts, infographics).
Pro Tip: Create a library of content that educates and guides prospects through the buying process without forceful sales pressure.
10. Reduce the sales cycle length with AI & automation
The longer the sales cycle, the greater the customer acquisition costs because the reps are busy with non-qualified leads. AI-driven automation accelerates the cycle by identifying high-intent buyers more rapidly and taking action on them. To speed up the sales cycle, you should:
- Use predictive analytics to rank conversion-ready leads.
- Automatically schedule with AI-powered tools.
- Use chatbots for real-time lead qualification.
Pro Tip: Conquer’s AI-powered analytics allow sales teams to spot and interact with ready-to-convert leads, avoiding unnecessary follow-ups and reducing sales cycle length.
Wrapping up
Lowering customer acquisition costs is not just about cutting spending—it’s about spending smarter. By leveraging AI, automation, and data-driven insights, large-scale sales teams can improve efficiency, enhance targeting, and optimize the entire customer journey.
Want to streamline sales and lower CAC? Schedule a demo with Conquer today and see how AI-driven insights can transform your acquisition strategy!
Guided Selling: What Is It And Why Your Sales Team Needs It
Guided selling is transforming the way sales teams engage buyers. Instead of relying solely on instinct or experience, guided selling uses data, automation, and real-time insights to help sales reps deliver the right message to the right buyer at precisely the right moment. But what exactly is guided selling, and how can your sales team use it effectively?
Let’s break down this successful sales strategy and identify practical reasons your business requires it.
What is guided selling?
Simply put, guided selling is a sales approach that empowers sales reps with actionable guidance and real-time insights. Unlike traditional selling, this alternative employs artificial intelligence (AI), predictive analytics, and automation to streamline interactions, enhance personalization, and ensure consistency throughout the sales process.
Instead of leaving it to chance, sales representatives are instructed step-by-step. That is, whether it involves a follow-up call, email, or deployment of particular content. This provides enhanced rep efficiency and greatly improved conversion rates.
Example: A lead has signaled that they are interested by downloading an eBook and attending a webinar but have yet to schedule a demo. Guided selling instantly alerts your sales rep with a recommended next action—perhaps sending a personalized email with a compelling demo invitation. This timely follow-up adds greatly to conversion chances.
Why guided selling matters now more than ever
In today’s sales landscape, buyers have more information and choices than ever before. The buying journey is no longer a linear one; prospects bounce between various channels and stages of the decision-making process.
To engage these buyers effectively, sales organizations must be agile, tailored, and ever-relevant.
Without guided selling, reps will waste valuable time determining how and when to engage with prospects. Not only does this slow down deals, but it also brings inconsistency into interactions, harming your brand reputation and slowing sales velocity.
Guided selling resolves such problems by guiding reps on the basis of real-time insights rather than gut feelings.
Practical benefits of guided selling for your sales reps
Here are some practical ways your sales team benefits from adopting guided selling:
1. Faster decision making
Guided selling removes the guesswork from selling. Sales teams do not have to waste time wondering which prospect to target next, when to follow up, or what to say. AI-driven insights shine a light on priorities so reps can spend more time relationship-building or closing.
Conquer’s own solution gives your sales representatives “next best action” recommendations automatically. This reduces administrative time and keeps every rep’s focus on productive selling activities, driving a faster sales cycle and improving productivity.
2. Personalized buyer experiences
Customers now want personalized experiences. Guided selling enables customized interactions by tracking previous buyer activity, analyzing trends in the data, and automatically suggesting the most appropriate content and messages to every prospect.
If a customer previously visited your price page but did not proceed, guided selling software like Conquer would suggest a tailored email that addresses specific price issues or offers personalized incentives—taking your conversion chances much further.
3. Consistent sales messaging
The biggest weakness of a sales team is typically inconsistency. Several reps might employ varying messaging or processes, and this leads to customer confusion and inconsistent outcomes. Guided selling places the selling process on rails so that all reps adhere to your proven, data-driven processes.
For example, Conquer’s real-time battlecards, give your reps immediate access to consistent messaging in high-stakes conversations, allowing them to respond to objections rapidly and move deals forward with confidence.
4. Improved training & onboarding
New sales rep training might take up to six months to fully ramp, taking away from team productivity. Guided selling accelerates ramp-up with concise instructions, content recommendations, and tested sales paths from day one.
With this solution, new hires are provided with immediate access to efficient sales processes and real-time guidance, speeding up and enhancing onboarding. Instead of struggling with learning through trial and error, they can start immediately by applying proven and vetted sales techniques.
5. Actionable data and insights
Guided selling also helps leaders monitor rep performance, discover sales bottlenecks, and refine strategies continually with real-world data. For example, if there are specific sales activities that lead to conversion consistently, these tools spot these trends and enable you to amplify success across your team.
Conquer’s native connection to Salesforce delivers a single point of performance analytics. Sales managers can instantly see what is succeeding and what is failing, and make the adjustments required every day.
Wrapping up
Guided selling is not a nice-to-have—it’s a must-have for today’s sales teams. With real-time insights, repeatable sales messaging, and next-step actions, guided selling transforms sales processes, increases conversion rates, and creates unforgettable customer experiences.
Are you ready to revolutionize your sales strategy with guided selling? Schedule a demo with Conquer and learn how you can fuel top-line growth.
Sales Enablement 101: Simplify, Align, and Win More Deals | TFOS E9
In this episode of The Future of Selling podcast, host Rick Smith sits down with Andrew “AD” D’Agostino, a sales enablement leader with deep expertise in aligning teams, simplifying processes, and driving revenue growth. With over 14 years of experience, AD has navigated the startup journey, scaled revenue to $50M, led through 10+ acquisitions, and now plays a critical role in sales enablement at Conquer.
💡 Key Topics Covered:
- What sales enablement really means and why it’s more than just training
- The top three components of a high-impact sales enablement strategy
- How to align sales, marketing, and customer success with a common language
- The role of ruthless qualification in boosting deal velocity
- The game-changing impact of AI on coaching and sales enablement
- Tools and strategies to cut friction and increase flow in the selling process
AD shares real-world insights, practical frameworks like MEDDIC and force management, and actionable takeaways for sales enablement professionals looking to simplify, align, and drive results.
How to Improve Client Satisfaction With Real-Time Call Analytics
Client satisfaction is the backbone of any successful business. Companies need smart insights to enhance their communication strategies in a world where customer expectations are higher than ever. Real-time call analytics are crucial in providing businesses with the data they need to improve customer service, increase efficiency, and drive satisfaction.
Why real-time call analytics matter
Call analytics isn’t just listening in on calls. It’s the process of gathering, interpreting, and reacting to real-time data from customer interactions. This data includes important metrics like average handle time (AHT), first call resolution (FCR), and customer satisfaction scores (CSAT). When leveraged correctly, these insights allow businesses to:
- Monitor customer interactions in real time
- Improve agent performance through real-time coaching
- Reduce average handle time (AHT) while improving resolution rates
- Identify pain points before they turn into significant problems
- Boost first call resolution (FCR), minimizing repeat calls
By leveraging real-time call tracking analytics, businesses can deliver a seamless personalized experience that drives long-term client satisfaction.
How do real-time call analytics improve satisfaction
Ever wonder how some companies seem to nail customer service every time? The secret is by leveraging real-time call analytics. Here’s why.
1. Instant problem-solving
The biggest advantage of real-time call analytics is easily that it has the capability to solve problems faced by customers as they arise. Through analysis of sentiment and call patterns, businesses can pinpoint upset customers and act quickly.
For example, the call abandonment rate (the percentage of customers who hang up before speaking to an agent) can reveal inefficiencies in handling high call volumes. By monitoring this in real time, businesses can reallocate resources dynamically, reducing frustration and improving customer satisfaction scores (CSAT).
Example: When a customer is getting frustrated about a billing issue, an alert can invoke a supervisor who can step in to resolve the issue in real time.
2. Enhanced agent performance
Call analytics provide real-time visibility into how agents are performing, allowing managers to coach them in the moment it’s most needed. Supervisors can provide immediate feedback rather than waiting until post-call review.
Premium AI-driven analytics software like Conquer can track critical parts of the call, including agent tone, objection handling, important next steps, and call response times. This way, managers can maintain a comprehensive view of their team’s performance, and agents are given real-time feedback.
Ultimately, this leads to better call handling and more constructive client relationships.
Example: When an agent is struggling with a product inquiry question, real-time triggers can provide the right answer based on the keywords spoken on the call.
3. Shortening wait times
Long wait times and numerous transfers are a customer nightmare. Average speed of answer (ASA) measures how quickly agents respond to incoming calls, and a high ASA often correlates with lower customer satisfaction scores.
With AI-powered call routing, businesses can reduce call transfer rates and direct customers to the most qualified agent. This, in turn, improves efficiency and lowers ASA.
Conquer’s own skill-based routing directs the customer to the most suitable agent depending on factors like previous interactions, required certification/licensing, languages used on the call, territory or region, or any other data found in your Salesforce org. This results in minimized wait times, fewer call transfers, and a smoother customer experience.
Example: If a customer has previously spoken to a specific agent, AI-driven routing causes them to be automatically directed to the same person to maintain consistency.
4. Personalized customer interactions
Customers expect personal treatment. Through real-time call analytics, companies can track previous interactions, customer behavior, and pain points to provide a more personalized experience.
With Conquer, real-time call analytics are seamlessly integrated with Salesforce, giving agents instant access to customer history, preferences, and past interactions. This allows them to make informed, personalized decisions in the moment—without switching between systems.
By surfacing relevant insights and suggested next steps during the call, agents can keep conversations flowing naturally and build stronger connections. The result? Higher customer satisfaction scores, increased loyalty, and a better overall experience.
Example: If a customer is calling to make a purchase, the agent helping that customer can be given real time notifications about their shopping history, communication style preference, and previous issues so that the interaction can be personalized.
5. Call trends identification
Customer behavior information is the key to improved service. Real-time call analytics and tracking help organizations identify trends, recurring complaints, and service gaps to change strategies on a wider level than individualized coaching. It is crucial to know where and when to pivot your strategy to address changing customer needs.
By monitoring service level agreements (SLA) compliance, businesses can measure whether they are meeting response time commitments. They can then make informed decisions based on these facts to make changes to their services and enhance customer service across their entire organization.
Example: When several customers call in regarding a problem with a website, real-time analytics will show the issue so that IT can fix the problem in advance.
Best practices for implementing call analytics
For businesses to fully maximize real time call analytics, they must:
- Use AI call tracking software – Invest in software that provides real-time call summaries and actionable insights.
- Integrate with CRM systems – Match call analytics with customer databases to enhance personalization.
- Track key metrics – Track call duration, resolution times, and customer sentiment to streamline processes.
- Train agents continuously – Use real time feedback to coach agents and improve customer interactions.
- Act on data insights – Don’t just collect data—act on it to bring about meaningful change in your customer service strategy.
All in all, real-time call tracking analytics doesn’t just make operations better—it creates a seamless, customer-driven experience that drives loyalty and trust.
Wrapping up
In the modern business environment, real-time call analytics are a game-changer for client satisfaction. By using AI-powered insights, companies can provide faster resolution, individualize customer experiences, and optimize agent performance.
Do you want to improve your customer service? Start leveraging data-driven insights with Conquer today. Get a demo!
