50 Innovators of the Year 2021
Businesses need proper exposure to grow and earn revenue. There are a lot of challenges that clients have to overcome, like inside sales and customer challenges. Salelytics is a leading company that provides inside sales and multi-channel communication. They have three decades of experience and superior sales methodologies with advanced technology to deliver extraordinary results for their clients.
From funnel development and team selling to account management and sole territory coverage, they provide solutions that help their partners drive incremental sales, increase market share and strengthen relationships with their customers. Salelytics' commitment to excellence has allowed clients to overcome various common sales challenges across multiple business segments. They have impressive tenure at all levels which translates into superior knowledge in selling, customer care, leadership, training, and technology. We had a conversation with AJ Olander, the Vice President, Sales at Salelytics. Here are some excerpts.
What are your sales methodologies?
We combine a blend of 'Consultative Selling' and the 'Challenger Sale' to help our partners think about effective ways to support their business, grow revenues and increase customer satisfaction.
What is Salelytics strategy to drive incremental sales, increase market share and strengthen relationships with their customers?
"Driven by Data, Powered by People" has been the firm's mantra since we rebranded to Salelytics almost two years ago. We believe it embodies how we best partner with our clients and support their goals. At the company's core, we focus on finding hard-working, talented, overachieving individuals. From there, we leverage a combination of sophisticated sales platforms, enablement tools, and data practices to give them the best tools and resources to succeed.
Talk about your solutions in detail.
We provide five key service offerings to clients, all of which can be customized:
Funnel Development: Outbound appointment setting or demand generation (date and time with qualified decision-maker)
Team Sell: Clients Field Sales and our Inside Sales resources collaborate to acquire, retain and grow revenues.
Sole Territory Coverage: Our Inside Sales Associates independently acquire new customers for our clients.
Account Management: Our Inside Sales Associates take over a client's specific set or segment of customers to retain and grow through Upselling & Cross-selling efforts.
Customer/Patient Care: Our dedicated care associates support Inbound and Outbound needs tied to educating and supporting clients, customers, or patient groups.
Which industries do you cater to? How satisfied are your customers with your service?
Any company that has a product or service they are taking to market is a potential customer who could benefit from our services. We work with Fortune 100 companies and venture-backed startups trying to get off the ground. The fact we can customize any one of our service offerings to our clients' specific needs has made us highly successful in a broad range of industries.
The firm was founded over 30 years ago to support manufacturers of consumer packaged goods (CPG). From there, we branched into Healthcare to include medical device & pharmaceutical manufacturers. Some of our largest client partnerships today exist in the business to business space for financial, logistics, industrial supplies, travel and hospitality, and distribution, to name a few.
Overall we have a highly satisfied customer base. The best evidence to support this is the average tenure of top clients and total client base. The top 10 clients have been with us an average of 10+ years & the overall customer base averages over five years of partnership.
Tell us about your innovative solutions that evolve business needs and yield customer expectations.
As a firm, we are constantly evolving the technologies and processes that intermingle cohesively to yield positive results for our talented sales and service professionals. Part of the 'secret sauce' is our experience and expertise in managing the appropriate mix of tools and technology into the solution to achieve the best possible result. In this day and age, with a seemingly limitless number of options, it can be exhausting for sales and service leaders to sift through and organize their options. A significant value add many of our clients speak to is the comfort they have with outsourcing not only the human capital need but also the related technology needs to pair with it. At Salelytics, we can solve for both in a highly customized way.
To call out one specific and proprietary solution, we've developed a patented 'Super Associate' application to provide real-time call scoring for associates leveraging our Speech Analytics platform to listen to a selected group of keywords and phrases as specific points within a call. We have doubled down on this application to tie directly into our Gamification platform to provide scoring and tracking to keyword adherence at the Associate level that correlates directly to the sales or service goals of the client. This direct tie-in has dramatically shorted the speed to ramp for new associates by up to 50% in some cases.
Meet the Vice President, Sales
AJ Olander joined Salelytics in 2005 as a Sales Associate. Over the following years, he held multiple roles of increasing responsibility in Training, Quality Assurance, and Sales Management. He was instrumental in the launch of the Travel & Hospitality vertical in 2009. In 2013, he was promoted to Vice President, which expanded his oversight into operations for Telecommunications, Logistics, and Building Products clients. He now leads new business development efforts for Salelytics in addition to supporting operational oversight in these areas.
AJ holds a bachelor's degree in Communications from the University of Wisconsin - Eau Claire. He is a highly motivated and energetic leader who takes great pride in providing highlevels of support to all employees, clients, and his community. He also serves on the Board of Directors for Appleton Downtown Inc.