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SalesChoice helps firms make better sales forecasts

Many veteran sales professionals will tell you that for the most part, their job relies on gut instincts. It’s a method that has proven effective for centuries, but as any business owner will tell, it’s not foolproof either and it doesn’t work all the time.

There have been many attempts to automate the lead validation and sales process but despite three generations of customer relations management (CRM) tools, some study’s estimate that 38 to 50 per cent of Fortune 1000 companies still find it difficult to accurately predict their sales forecasts.

Toronto-based software company SalesChoice is offering businesses two distinct software-as-a-service (SaaS) products designed to many it easier for companies to better understand their customer and their sales process in order to enhance customer interaction and increase conversion rates.

In this video, Dr. Cindy Gordon, founder and CEO of SalesChoice, talks about the company’s Sales Predictions – Insight Engine. It’s a sales analytics solution that uses big data predictive analytics and sentiment analysis to intelligently score customers and sales rep interaction patterns captured in real-time on existing CRM platforms like Salesforce.com and other sources such as email, and social media.

“We allow sales reps to focus on the entire funnel play and adjust their sales tactics based on smart opportunity prediction scoring,’ according to Gordon.

Macadamian Technologies, a user experience design and software firm based in Quebec, has found early success since deploying SalesChoice a few months ago.

“We were looking for a way to add more science to our relations-based sales process,” said Dinesh Kandanchatha, managing director of Macadamian. “One of our challenges is sales is that many sales people are emotionally attached to their opportunities, for very good reasons.

He said SalesChoices provides Macadamian the empirical data points to have a conversation about whether or not a sales person’s decision is warranted based on historical opportunity profile.

“That’s been a great benefit because it allows us to assign our resources where we will get the best value and the highest chance of closing opportunity,” said Kandanchatha.

For a more in depth look at SalesChoice’s offering, watch the video: How Saleschoice’s Advanced Reporting Engine helps sales professionals