• July 25, 2016
  • By Leonard Klie, Editor, CRM magazine and SmartCustomerService.com

The 2016 CRM Market Rising Stars: Bullhorn Accelerates Sales by Analyzing Digital Conversations

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Instead of relying on salespeople to guess the probability of closing existing deals in the sales pipeline, salespeople can use Bullhorn’s Pulse software to get a clearer picture of which deals they’re winning and losing, in real time.

The sales acceleration technology automatically listens to activity from both inbound and outbound email, phone, and text messaging at every point of contact in the sales relationship. It derives insights from those conversations based on the volume, intensity, and quality of communications. The solution also identifies relationships among contacts and which contacts have the most buying power within target companies. This provides “salespeople with the right information for the right stakeholder to engage in a dialogue with empowered, educated buyers,” says Kate Leggett, vice president and principal analyst at Forrester Research.

Pulse Digest pushes email and mobile app notifications to sales teams regarding accounts needing attention, pipeline forecasts, and engagement index scores. Bullhorn’s patented data capture technology automatically enters all relevant messages to the activity records of the sender and contact within the Bullhorn CRM system. Attachments such as invitations or cancellations are also automatically added or updated.

Beyond its Pulse technology, Bullhorn this past year introduced a host of other features to increase sale rep productivity: Trigger Words analytics, which flag emails identifying customer dissatisfaction or opportunities to upsell; Blueprint, an account gap analysis, penetration, and planning tool; and SalesDuel, a gamification feature that encourages best practices training for sales teams.

Art Papas, cofounder and CEO of Bullhorn, says his company’s CRM system “has fundamentally shifted the conversation around what CRM should be—effortlessly intelligent, proactive, and up-to-date, versus what it traditionally has been—manually intensive, robotic, and two-dimensional.”

Brent Leary, cofounder of CRM Essentials, points out that even though Bullhorn has been around for a while, its “evolution to a full-service CRM—powered in part by its email/SMS analytics technology—is very impressive.”

Bullhorn, Leggett adds, “is able to build on the operational efficiencies that CRM offers and extend them to understand relationships. This helps sales teams deliver better customer experiences.” 

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