Personalizing the Sales Process with Call Tracking

One-to-One Sales

The sales call is a pivotal moment in the customer journey. In our Software Spotlight Podcast Interview with Bogdan Tyskyy, we learned a great deal about personalizing the sales process with call tracking. It represents an opportunity for sales reps to make a solid first impression, build rapport, qualify leads, and move deals forward. However, simply making sales calls isn't enough anymore. In today's highly competitive marketplace, businesses must optimize and personalize every sales interaction to connect with customers and stand out.

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View Featured Call Page Podcast: This episode of Software Spotlight features Bogdan Tyskyy, General Manager of CallPage in Poland, a software solution that helps businesses convert website traffic into sales calls. CallPage offers callback technology that prompts website visitors to request a phone call, then automatically connects them with a sales agent within seconds to increase conversion rates.

What is CallPage?

For businesses looking to turn website visitors into sales opportunities, CallPage provides an ingenious lead capture solution. With CallPage's customizable callback and meeting scheduling widgets, companies can encourage real-time engagement with website visitors to boost lead generation. The software automatically connects site visitors with sales reps in under 30 seconds when they request a callback, ensuring no leads slip through the cracks.

CallPage serves over 1,500 companies across 50+ countries, with a clientele spanning IT, marketing, consulting, ecommerce, and other industries. The platform helps organizations large and small maximize lead capture and harness the power of immediate human connection to drive more sales. Whether you're an enterprise or an individual seller, CallPage can revolutionize your lead generation with simple-to-implement tools to convert web traffic into sales calls and scheduled meetings in seconds.

Michael Bernzweig and Bogdan Tyskyy looking at the CallPage lead capture software website integration showing call scheduling options during the filming of the Software Spotlight podcast episode.
Michael Bernzweig and Bogdan Tyskyy are looking at the CallPage lead capture software website integration, which displays options for users to schedule an immediate call, request a callback, leave a message, or book a meeting during the filming of a Software Spotlight podcast episode where they discuss personalizing the sales process using CallPage's lead capture features.

The Power of Personalized Sales Calls

A personalized sales call makes customers feel valued as individuals, not just as leads. According to Bogdan Tyskyy, General Manager at CallPage, “It's essential to have this first conversation to talk to the customer because we can look at different industries, for example, real estate. If you take ten real estate companies and submit the form, like a contact form, interested in some estate, how long would it take them to reply to you?”

In a study conducted by CallPage, up to 30% of real estate companies didn't even reply to online inquiries. And for those that did, it took over 24 hours on average to respond. The company that answers first has a huge advantage. As Tyskyy notes, “This is the company who got to talk to you. This is where you're in the sales pipeline. You're already having the conversation with the agent.”

It's not just real estate, either. Financial services, law firms, car dealerships, and other professional services with high customer acquisition costs greatly benefit from rapid, personalized outreach. The key is optimizing sales interactions to build connections quickly at the peak of customer interest.

5 Ways to Personalize Sales Calls

So, what can sales reps do to personalize calls and stand out? Here are some top tips:

  • Practice and internalize sales scripts instead of reading verbatim to sound more natural.
  • Research leads beforehand to incorporate personal details and past interactions into the call.
  • Note contact history and mention previous discussions to show familiarity.
  • Use the leads and company names during the call to make it more personal.
  • Ask questions to learn about the lead's unique needs and show interest.

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The Role of Call Tracking

To optimize sales calls, businesses need data. This is where call tracking comes in. Call tracking software assigns unique phone numbers to specific campaigns and touchpoints. It then provides insights into the number of calls driven by each source.

Tyskyy says, “We can look at different industries, but for example, this works well in the hot deals. For example, last-minute deals. If you have last-minute deals and you want to convert website traffic. So this is, for example, from April till like, from the April till the end of September and from December till like, maybe the end of February, this is really hot seasons.”

Call tracking helps travel companies offering last-minute deals identify the campaigns driving the most calls during peak booking periods. The same applies to any business with time-sensitive offers or high lead volumes during certain seasons.

Call Tracking Enables Personalization

Call tracking provides the data to optimize marketing spend on the highest-converting campaigns. As Tyskyy explains, “It's not only the number of the queries you're generating or whether your website is working, but also how your sales team performs. And most of the time, this is just a matter of time.”

It's not enough to drive traffic to a website. Sales teams must be ready to capitalize on that traffic and convert it into qualified leads. Call tracking connects web visits to calls to uncover the customer journey. This enables sales reps to personalize outreach based on how leads interact with the website.

Optimizing Inbound Calls

Call tracking isn't just for outbound calls, though. It can also optimize the experience for inbound website visitors. As Tyler Lessard, VP of Marketing at Velocify, notes:

  • “Offer call-back request options to improve the experience for website visitors.”
  • “Display availability to show best times to call.”
  • “Make phone numbers prominent on the website to encourage calls.”

These tactics, informed by call tracking data, help sales teams connect rapidly when website visitors show purchase intent.

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Driving More Personalized Conversations

Ultimately, call tracking provides the actionable data sales teams need to start more personalized conversations and build better customer connections. As Tyskyy summarizes, “Personalized and optimized sales calls lead to better customer connections and improved results. Call tracking and lead data enable better personalization and optimization.”

The numbers speak for themselves, too. According to Invoca, businesses using conversation intelligence see 2x more conversions from phone calls than those that don't. Meanwhile, CallPage customers have achieved 25-30% increases in website conversion rates with their call-tracking solution.

As competition and advertising costs continue to rise, call tracking and personalization are vital tools for businesses seeking to maximize lead conversion and meaningfully connect with customers.

Try CallPage free today and begin turning site traffic into sales calls.

Watch our podcast episode featuring CallPage: On this episode, Michael Bernzweig welcomes Bogdan Tyskyy from CallPage to discuss their callback automation software that helps businesses convert website traffic into sales calls and hot leads in seconds. CallPage's customizable lead capture tools increase conversion rates by enabling immediate contact between website visitors and sales reps when interest peaks.

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