Amid market volatility, tightening budgets and widely observed burnout and turnover among sales organizations, conversation cloud platform Drift has announced four new features aimed at helping sales achieve pipeline goals.
Data suggests that sales rep turnover is 30% or higher, while an estimated 90% of sales reps report burnout. Burnout may be attributed, in part at least, to the longer hours triggered by remote working.
New features. Drift, which offers conversational support for marketing, sales and customer success through live chat, chatbots and personalization, is announcing the following new capabilities:
- AI engagement score: This will provide sales reps with an algorithm-led metric estimating a prospect’s propensity to buy based on interactions with marketing and sales initiatives.
- Live view: This gives sales reps real-time visibility into prospects interacting with the website, the ability to filter based on account priority, geography and other parameters, and the opportunity to open live conversations.
- Mobile app parity: This is intended to make it easy for sales reps to sell from anywhere.
- Sales real-time dashboard: This will provide an overview of team performance including conversation volume, team capacity, meetings booked and opportunities generated.
Why we care. Pressure is growing on both marketing and sales teams to do more with less. As budgets tighten or remain flat, performance expectations remain high. It’s hard for any business teams to meet those expectations when faced by high turnover and the ongoing “great resignation.”
In this environment, there’s a demand for tools that support performance and bring confidence and transparency to marketing and sales processes. That’s a demand Drift is seeking to meet here with enhancements to its Conversational Sales Cloud.
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About The Author
Kim Davis is the Editorial Director of MarTech. Born in London, but a New Yorker for over two decades, Kim started covering enterprise software ten years ago. His experience encompasses SaaS for the enterprise, digital- ad data-driven urban planning, and applications of SaaS, digital technology, and data in the marketing space.
He first wrote about marketing technology as editor of Haymarket’s The Hub, a dedicated marketing tech website, which subsequently became a channel on the established direct marketing brand DMN. Kim joined DMN proper in 2016, as a senior editor, becoming Executive Editor, then Editor-in-Chief a position he held until January 2020.
Prior to working in tech journalism, Kim was Associate Editor at a New York Times hyper-local news site, The Local: East Village, and has previously worked as an editor of an academic publication, and as a music journalist. He has written hundreds of New York restaurant reviews for a personal blog, and has been an occasional guest contributor to Eater.