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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
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 “D-Tal”). 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 D-Tal 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!
6 Strategies to Enhance the Buyer Journey With AI
Today’s buyer journey is no longer a simple, linear process. Now, buyers engage with multiple channels, conduct independent research, and expect frictionless, personalized experiences at every stage. Businesses that fail to transition to these evolving expectations will lose potential customers without even making contact.
Artificial intelligence is reimagining how businesses guide consumers along this path, cutting out friction and optimizing each interaction. As the buyer journey becomes more complex, AI tools like Conquer help sales reps track engagement in real time, understand where buyers are in the decision-making process, and deliver hyper-relevant outreach that moves them seamlessly to the next stage.
Here are six AI-driven ways to enhance the buyer journey so that you can close deals sooner and enhance the customer experience in general.
1. Automate and personalize the first touchpoint
The customer experience begins the moment a prospect interacts with your company—whether by visiting your website, opening an email, or answering a sales call. AI makes the early interactions timely and buyer-centric.
Through AI-driven sales engagement, businesses are able to quantify buyer intent indicators such as site visits, previous conversations, and product interest to power automated outreach. Rather than relying on just follow-ups, AI can identify high-intent accounts and create dynamic engagement streams that nudge prospects toward buying.
It’s critical that any AI-driven sales engagement is tightly integrated with Salesforce. This ensures sales teams are working with live data, keeping messaging aligned and relevant across all touchpoints. By responding instantly with AI insights, businesses can reduce response times and increase engagement.
2. Improve lead qualification with AI scoring
Not all leads are created equal, and manually sorting them out is a waste of valuable time. Lead scoring using AI removes the guesswork by looking at engagement history, behavioral trends, and demographic data to score prospects most likely to convert.
AI identifies decision-makers within an account, flags high-intent activity, and uses dynamic lead scores to direct sales teams to target where it will be most effective.
Conquer does this by using real-time call analytics to constantly optimize lead qualification. This analytical model allows sales teams to respond quickly, engaging the relevant buyers at the right time. By concentrating efforts on high-value leads, organizations can squeeze sales cycles tighter and maximize their effectiveness.
3. Use AI call routing to eliminate friction
One of the biggest pain points in the buyer journey is excessive wait times and unnecessary call transfers. Buyers want instant access to the right person, so call handling inefficiencies can be very frustrating. AI call routing avoids such problems by routing buyers to the most suitable agent in real time.
Rather than adhering to fixed call flows, AI-driven routing considers previous interactions, customer history, and call types to find the best match. For instance, Conquer’s smart routing places buyers with the best rep by location, expertise, or prior engagement history for a frictionless experience and reduced likelihood of misrouted calls.
By optimizing call transfer rates and average speed of answer (ASA), businesses offer a smooth experience that engages buyers and does not allow opportunities to pass them by.
4. Empower sales reps with AI-guided selling
Even the best-performing sales reps need assistance to manage complex buyer interactions. AI-guided selling provides real-time guidance and insight, allowing reps to respond to objections sensibly, tailor messaging, and make on-the-spot decisions based on data.
AI-driven battle cards come up during live conversations, delivering talking points, competitor insights, and product recommendations based on the context of the call. Rather than relying on memory or post-call analysis, AI offers the most valuable information exactly as it is needed.
With Conquer’s AI-driven battlecards, sales reps are given real-time suggestions for the next best actions to close deals quicker. This means higher first-call resolution (FCR) percentages, reduced follow-up delays, and improved overall buyer interaction.
5. Optimize the buyer journey with AI analytics
The most important thing for a sales rep is to identify where the customers drop off along the journey. AI-driven analytics provide clear-cut, real-time insights into buyer behavior and enable businesses to maximize their approach at every stage.
By tracking key measurements like call sentiment, engagement rates, and time spent in each phase of the funnel, businesses can see where their sales approach is failing. AI picks up patterns of buying behavior, like ongoing objections or delays in making decisions, and recommends how to overcome them.
Conquer’s call analytics are natively found within Salesforce, allowing sales leaders to track customer satisfaction scores (CSAT), average handle time (AHT), and lead tracking without switching programs. This evidence-based process lets companies continually optimize processes, leading to higher close rates and more loyalty from customers.
6. Use AI to automate follow-ups
The buyer journey does not stop at conversion—it continues through customer retention, expansion, and advocacy. AI supports long-term engagement through automating follow-ups, post-sale satisfaction tracking, and exposing upsell opportunities.
Instead of having to wait for manual check-ins, AI can constantly watch over customer sentiment, usage trends, and renewal due dates to launch personalized follow-ups. AI can also detect possible churn threats and suggest specific re-engagement programs.
With Conquer’s AI-powered sales cadences, businesses can be certain no opportunity ever falls through the cracks, from a routine customer check-in to an upsell conversation aligned with real-time buyer behavior. This generates more customer lifetime value and improved relationships for everyone involved.
Wrapping up
AI is revolutionizing the buyer journey, empowering businesses to connect with prospects with accuracy, velocity, and wit. With AI-driven methods, businesses can minimize friction, personalize experiences, and make informed decisions in real-time.
So, are you ready to take your buyer journey to the next level with AI? Book a demo with Conquer and upgrade your sales strategy today!
From Good to Great: How Mentorship Transforms Sales Teams | TFOS E8
What makes a great mentor? How is mentorship different from coaching? And how can sales leaders build a culture of mentorship that drives long-term success? In this episode of The Future of Selling, host Rick Smith sits down with Brian Kludas, a sales enablement and leadership expert, to discuss the transformative power of mentorship in the sales industry.
What You’ll Learn in This Episode:
- The key differences between mentorship, coaching, and leadership
- The three levels of mentorship and how to apply them
- Why mentorship matters in scaling high-performing sales teams
- How to become an effective mentor (and mentee!)
- The biggest mistakes mentors make—and how to avoid them
Whether you’re an individual contributor, a sales leader, or a business executive, this conversation will give you actionable strategies to build stronger relationships and accelerate career growth.
The Truth About Why You’re Losing Deals | TFOS E7
Key Takeaways:
- The #1 reason deals are lost (Hint: It’s not price).
- Why discovery is the key to closing more deals.
- What Win/Loss reports reveal that CRM data misses.
- The biggest blind spots in B2B sales—and how to fix them.
Tune in to learn what’s really costing you deals—and how to win more!
Aligning Sales Strategies with Customer Journey Touchpoints
Success in sales is all about delivering the right message at the right time. Today’s buyers move through multiple stages before making a decision, engaging with brands in different ways across digital and direct channels. For sales teams, aligning strategies with these customer journey touchpoints ensures a smoother sales process and higher conversions.
In this guide, we’ll explore key customer journey touchpoints, how to tailor sales strategies to meet buyers where they are, and how Conquer can help teams execute with precision.
What are customer journey touchpoints?
Customer journey touchpoints are any interactions a prospect or customer has with your brand—before, during, and after a purchase. These touchpoints can be:
- Digital: Website visits, email campaigns, social media, online reviews
- Direct: Sales calls, in-person meetings, live chat, support interactions
Sales teams that map and align strategies to these touchpoints can guide prospects through the funnel more effectively, reducing friction and increasing close rates.
5 Main customer journey touchpoints
Every customer follows a journey before making a purchase, but not all take the same path. Here are five key customer journey touchpoints and how to align your sales strategy with them.
1. Awareness stage: The first impression
Touchpoints: Website visits, sales calls, social media, paid ads, industry reports
At this stage, potential buyers are identifying a problem and researching possible solutions. They’re not ready to be sold to—yet. The goal here is to provide value-driven content that educates and builds trust.
How sales can align:
Instead of pushing a direct sales pitch, focus on thought leadership and problem-solving. Share insightful content, offer data-driven reports, or invite prospects to webinars that address common pain points.
How Conquer helps:
Conquer’s multi-channel engagement tools allow teams to automate and personalize outreach across email, social, and targeted ads—ensuring prospects receive the right content at the right time without overwhelming them.
2. Consideration stage: Standing out from the crowd
Touchpoints: Product pages, webinars, case studies, live chat, comparison sites
Here, buyers are evaluating different options. They’re comparing features, reading reviews, and assessing how well a solution fits their needs. This is where sales teams can start guiding the decision-making process.
How sales can align:
Provide tailored insights rather than generic pitches. Case studies, ROI calculators, and personalized product demos can help showcase why your solution stands out. Engage in meaningful conversations rather than transactional ones—address specific business challenges and how your product/service solves them.
How Conquer helps:
Conquer’s AI-driven insights can identify patterns in buyer behavior, helping sales teams craft personalized messages. If a prospect repeatedly visits a pricing page, Conquer can trigger an automated follow-up with a relevant case study or a personal call from a rep.
3. Decision stage: Closing the deal
Touchpoints: Sales calls, proposals, product trials, contract negotiations
At this point, the buyer is close to making a decision but might have last-minute concerns—pricing, ROI, implementation complexity, or contract terms. This is the moment to address objections head-on and reinforce value.
How sales can align:
Speed is key—respond to inquiries quickly, offer side-by-side comparisons, and provide clarity on ROI. Personalized offers, limited-time incentives, or risk-reduction strategies (such as free trials or flexible contracts) can help tip the scales in your favor.
How Conquer helps:
Conquer’s battlecards and CRM-integrated insights provide real-time objection-handling tips and strategy recommendations—helping reps confidently navigate negotiations and close deals faster.
4. Onboarding stage: Setting up for success
Touchpoints: Welcome emails, setup guides, implementation calls, first-month check-ins
Closing a deal is just the beginning. A seamless onboarding process ensures that customers quickly see value, reducing churn risks and increasing the likelihood of renewals.
How sales can align:
Proactively guide new customers through implementation, provide easy-to-follow resources, and schedule early check-ins to address any friction points. Aligning with customer success teams here is crucial to ensuring smooth transitions.
How Conquer helps:
Conquer’s automated follow-up sequences keep customers engaged post-sale. By scheduling check-ins, sending personalized onboarding materials, and tracking customer activity, teams can stay ahead of potential issues before they escalate.
5. Retention & growth: Turning customers into advocates
Touchpoints: Customer support, renewal discussions, upsell opportunities, NPS surveys
Long-term revenue growth does not come from one-time sales but from loyalty and expansion. Regularly keeping your customers engaged with solutions to their evolving challenges can help them become repeat buyers and brand advocates.
How sales can align:
Continuously monitor customer engagement for upsell and cross-sell opportunities by reaching out at the right time with relevant solutions. These can be expanded features, premium upgrades, or new service add-ons.
How Conquer helps:
Conquer’s multi-channel sales engagement capabilities ensure teams stay connected with existing customers, making it easy to maintain relationships. By automating personalized outreach and integrating seamlessly with CRM data, Conquer helps sales teams stay top-of-mind with customers throughout their customer journey touchpoints.
Key takeaways to make the most of customer journeys
Aligning sales strategies to customer journey touchpoints is not only about improving conversions but creating seamless, value-driven experiences that keep customers engaged. Here’s what you need to remember:
- Map touchpoints to understand where prospects engage with your brand
- Use AI-driven insights to personalize messaging and follow-ups
- Automate outreach to nurture leads without overwhelming them
- Proactively address objections with battlecards and real-time recommendations
- Focus on long-term retention by monitoring customer engagement for upsell and loyalty opportunities
By taking a strategic approach to each touchpoint, sales teams can proactively guide prospects through the funnel while strengthening customer relationships.
Wrapping up
Successfully navigating customer journeys requires more than outreach; it’s about being in the right place at the right time with the right message. It means anticipating customer needs, removing friction at every stage, and creating seamless interactions.
Conquer empowers sales teams to make their strategy meet the customer journey touchpoints with ease, whether that is engaging new prospects, closing deals faster, or retaining them. Want to see Conquer in action? Schedule a demo today!
