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Understand the Dynamics of a Sales Acceleration Platform

Understand the Dynamics of a Sales Acceleration Platform

Understand the dynamics of a sales acceleration platform.

4 min read


Mateo Bilbao


Understand the Dynamics of a Sales Acceleration Platform

Information about the writer

Sales & Marketing head at Scalestack

Nowadays, to carry out a business successfully, you cannot do it without working with the proper platforms. Sales are the key department of every company, and for it to succeed, you need to give it the best you have. That is where sales acceleration comes in, where you optimize your sales processes in order to generate more revenue.

Moreover, in order to have a well-functioning acceleration process, you need an efficient sales acceleration program. It is important to know where to invest your money because if you do not count on effective software, that can end up in disaster for you.

This article will cover some useful insight into how these platforms work and how can you implement them in your business.

Sales Acceleration Process

Sales acceleration is a collection of strategies that are used to move leads through the sales pipeline in a more efficient manner. In today’s context, the top-leading strategies always involve sales software. These programs include databases, research tools, tracking tech, and analytics capabilities. They all function to increase the speed of the sales cycle and permits sales reps to close more deals in a shorter amount of time.

Sales Acceleration

The traditional sales process

This is how this process has been working practically since it started existing. It does not matter if you are in a B2B or B2C market, the basic steps to every classic sales process are the following. The first step is to do what cannot be missing: getting the leads. Prospecting is always what one has to do before anything else in a sales process. In the second place, you have to sort the leads, you have to do the qualifying and determining which ones of them are worth reaching out to and which are not that worth it, given that their conversion is a longer shot.

After that, you have to introduce yourself. The sales reps should present themselves to the leads, and do their best to establish a relationship before attempting to sell anything to them.

After having a few nice conversations and sharing some things in common, a salesperson has to present the pricing options, and if that goes well, only then you can wrap it up and try to close the deal. Once that is done, you have to measure the data and do the tracking of the process, besides closing the deal or not.

The accelerated sales process

This new approach to the sales cycle moves much faster than the traditional way, despite the fact that the steps are not that different. The appearance of a sales acceleration platform and omnipresent data have not eliminated crucial touchpoints yet, but they did make each step faster and more efficient. The steps in the sales accelerated cycle works something like the following description.

In the first place, comes the search for the leads, but this time you can do it with prospecting tools and lead generation software. Secondly, you can score and assign leads with lead management software. Then, in order to optimize outreach and quotation, you now have the option to use sales engagement platforms, which are also used for the next step, closing the deal. After finishing the contact with the lead, you have to track the performance. Now you can do it more effectively with sales analytics software.

3 types of a sales acceleration platform

In this section, we will cover some of the offers that a sales acceleration platform provides.

Sales Acceleration Platform

Conversation Intelligence Software

The process of keeping track of sales conversations involves more than just the closing or the failure to close a sale. The interactions that happen throughout the sales cycle carry a lot of data, such as the details of what was said during the calls and the average duration of them.

Conversation intelligence programs are able to record and analyze your sales calls. This software can recognize the keywords and phrases that are being used during the call to help you identify where objections arise and how they can affect the chances of closing a deal.

These programs can also make adjustments to a prospect’s lead score based on the things that were mentioned during a sales call. Basically, these platforms' role is to record key conversations with potential buyers and identify risky conversation topics that can be obtained from the analysis of a sales call.

Sales Pipeline Management Software

The management of your sales funnel is critical to the success of your sales performance. Sales directors need to know the sort of deals that are in progress and the number of deals that have the potential to be closed. With this data, they are able to determine which sales reps need some training still and the areas of the sales process that need some improvement.

Sales pipeline management platforms allow you to track the progress of your sales with a general perspective. It provides you with an overall view of your team’s sales process in action. So, you are able to keep track of all deals that are taking current place and identify the areas in your pipeline that need some work.

Sales Engagement Platform SH

Sales reps' principal role is to connect with prospective customers. This tends to happen through calls, emails, and live chat, mostly. Sales engagement software makes it viable for users to connect different sales tools and communication solutions into a single sales platform, which is better to have all things in order in the same place.

These platforms allow users to store the data of the clients plus the communication in one central location, which makes prospecting and customer engagement more personalized, efficient, and streamlined.

Besides tracking communication and helping sales reps stay ahead of their tasks, sales engagement software utilizes customer data and previous conversations to drive personalized customer communication, which also makes a huge difference when operating.


You now have key insights on sales acceleration and how to implement a sales acceleration platform in your business. Although it is hard to find the ideal software for your company, once you find it, your sales processes and systems will increment, resulting in greater revenue.