Introduction:
Global Inc. has been seeing various changes in terms of technology and the way it operated. Most of the departments within the organizations have to adapt to the tech but sales and business development departments were always left behind. But the situation isn’t the same anymore. Thanks to companies like Salelytics, the sales departments can now adapt to technological advancements.
Who is Salelytics?
Salelytics is one of the nation’s leading providers of inside sales, Account Management & Inbound Support services. They help their partners drive incremental sales, increase market share and strengthen relationships with their customers. Their main aim is to strengthen relationships with the customers by understanding the issues and building healthy relations by rectifying their issues. They are focused heavily on becoming B2B Sale experts, offering high complexity and high-value sales and service. Through customizable solutions for their clients, they have become flexible to their needs and program designs. This equates to a seamless customer experience. They become an extension of their client’s sales force. They were originally identified by a small group of individuals (formerly known as TelMark Sales), with a focus on Consumer Packaged Goods (CPG) companies. From here they headed towards Health care (Pharmaceutical & Med Device Manufacturers) services.
Salelytics has 30+ years of experience with extensive client tenure (7.5 years+) and an executive leadership team with a tenancy of 15+ years. This in combination with their dedicated sales models proves a high client return on investment (3.5:1). Their CPG vertical designs personalized marketing strategies to sell products through retail stores, wholesale distributors, and non-traditional channels. Similarly, their B2B division offers a large suite of services, ranging from top-of-funnel lead generation to Full Account Management. The focus surrounds increasing revenue in small to medium-sized businesses and mid-market accounts.
People running the show
Scott Krueger, who currently is the COO at Salelytics, is an experienced Data Expert and Technical Leader who has spent the majority of his career working with web-economy businesses. Shaped by various roles in software engineering, management and leadership, Scott holds a solid record for building and operating high scale data platforms, services and teams. Regarded as an industry expert, Scott regularly speaks about Big data and Analytics. His key skills include distributed data systems architecture, team building coding, administration, and organizational culture.
He is highly motivated, an excellent communicator and is comfortable leading others. He delivers and reliable solutions using a thorough, fun and personalized approach.
Lisa Nelson is a Vice President in our B2B Division. Lisa leads and establishes a strategic working relationship with business partners, ensuring high-quality service. Lisa started her career in 2002 as a Sales Associate. She eventually moved into various leadership roles where she was responsible for overseeing the day-to-day activities of assigned staff and building strong partner relationships. Lisa has a 15+ year background in consumer inbound, consumer packaged goods, and high-velocity sales. Her focus has centered on the facilitation of business partner sales, market share, and revenue by utilizing multiple strategies.
Lisa believes in a ‘People First’ methodology and structures her teams accordingly. She places a lot of focus on getting to know each team member personally and matching their skill set to a specific job function. She is actively involved in many youth sports activities and volunteers for local non-profit organizations. In her spare time she enjoys spending time with her two children and her husband.
Challenges and innovative solutions
Speaking to CEOViews, Scott Krueger explains that many times their clients have a gap in coverage within their current business model. This can range from lack of coverage in small to medium-sized businesses, inability to grow the existing customer base, need for higher touchpoints via appointment setting or conversion of inbound leads. They have several different business strategies, with aligning subject matter experts, to fill these gaps.
By the Account Management model of Salelytics, they take full ownership over the customer base and become the main point of contact for the customer. This model has proven successful in ensuring customer retention and driving incremental growth through upselling and cross-selling. They have 3 other primary sales models, each focusing on a specific need. Funnel Development helps acquire new customers via lead generation tactics. Team Sell works with their clients inside & field teams to acquire, retain, and grow customers. Lastly, the sole Territory Coverage model centres around white space customers.
Their technology has continually advanced and is focused on providing additional leadership tools internally so that they can target coaching opportunities with each of their Sales Associates, and in turn drive incremental growth for clients. The future technology will continue to build their own tools and partner with best-in-class providers. This will help them to create the best mix of tools to ensure the highest levels of performance for their sales associates, which results in the strongest return on their client’s investments.
Strategic offerings
Salelytics has been very thorough with what their strategy would be. Their main strategy, where their customer has strong belief is solving one of the main sales challenges and this will bring more confidence to their customers. Their expertise in this space typically deploys an Omnichannel approach to ensure vast coverage over a large customer segment with low or modest individual values of the accounts. One partner in the travel and hospitality space was looking to recover commercial revenues post the outbreak of COVID-19 impacting business travel, we were able to pivot to focus on segments of their offering that were most relevant; creatively restructure the team size and solution, and ultimately have helped lead tremendous growth in 2021 to greatly exceed 2020 results and even trend higher than 2019 pre-pandemic performance through our customized approach.
SALELYTICS IS ONE OF THE NATION’S LEADING PROVIDERS OF INSIDE SALES, ACCOUNT MANAGEMENT & INBOUND SUPPORT SERVICES.
Another different offering is, they have been fine-tuning a Patient-Centric care business. Many of their clients are Medical device manufacturers, they are looking to find the gentle balance of caring for a potential patient universe, while also working within their needed infrastructure to appropriately commercialize the efforts to ensure growth and sustainability for their businesses. With almost two decades of healthcare focus and experience combined with 30+ years of sales experience, Salelytics were uniquely qualified to manage both aspects of these complex relationships and offerings.
Conclusion
Salelytics is well-positioned as an industry leader and has vast experience of 30+ years with fully integrated and development sales solutions to meet the needs of their clients and customers. The organization will also help all the start-ups to solve their issues and guide them to reach their goals. As a Midwest based company, Salelytics is an uplifting blend of hard-working individuals with diverse educational backgrounds and experience that blend together in a harmonious way to establish a firm unlike any other to meet the needs of their clients.
Bio: Lisa Nelson is a Vice President in our B2B Division. Lisa leads and establishes a strategic working relationship with business partners, ensuring high-quality service. Lisa started her career in 2002 as a Sales Associate. She eventually moved into various leadership roles where she was responsible for overseeing the day-to-day activities of assigned staff and building strong partner relationships. Lisa has a 15+ year background in consumer inbound, consumer packaged goods, and high-velocity sales. Her focus has centered on the facilitation of business partner sales, market share, and revenue by utilizing multiple strategies.
Lisa believes in a ‘People First’ methodology and structures her teams accordingly. She places a lot of focus on getting to know each team member personally and matching their skill set to a specific job function. She is actively involved in many youth sports activities and volunteers for local non-profit organizations. In her spare time, she enjoys spending time with her two children and her husband.
