After wrapping up a sales call with a prospect, have you ever thought, “Wow, I nailed that!” Or maybe you thought, “I could've guided the conversation more effectively if I had done X instead."
Either way, a recording of that call would be helpful — it’d give you the ability to learn and pull actionable insights from the conversation that could be used for your own growth but also for team-wide training and coaching.
A call recording can also help you improve the buyer's journey and customer experience by giving you insight into how you can tailor communication and interactions to specific leads based on relevant context.
The best way to obtain these recordings without adding any work to the plates of your salespeople is with sales recording software, also known as call recording software.
Sales Recording Software
Sales recording software can record phone calls in a digital format via voice over internet protocol (VoIP) — which allows you to make calls over the internet — or traditional phone. In addition to recording phone conversations, a call recording software may have other capabilities such as call logging, tracking, storing, sharing, analysis, and playback.
How Your Sales Team Can Benefit From Call Recording Software
There are a number of ways that your sales reps and sales managers and leaders can apply and benefit from sales recording software.
The software automatically logs and saves records of all calls and conversations between reps and prospects. As a result, sales reps are armed with relevant context about their contacts for future interactions. This allows them to more effectively target those prospects during follow-up interactions to increase the chances of conversion.
These recordings are also great reference points for sales leaders — they give insight into how their sales reps are performing, how they're handling interactions with prospects, if they're sticking to their scripts, and more.
Recordings are ideal for sales coaching — sales leaders can pinpoint and refer back to specific parts of a call and highlight them as actions to replicate or improve upon. Not only is this helpful for one-on-one sales coaching, but it can also be used in sales training and onboarding.
Sales reps and leaders can reference the most successful or unsuccessful sales call recordings and transcripts while updating and improving the sales process, tailoring pitches, writing sales scripts, and experimenting with what language and messaging is most effective in converting prospects.
Lastly, call recording software integrates with many of your other sales and business tools, such as your CRM. This cuts down on resources and the need for multiple software.
As a result, costs will be lower, your entire sales team will have access to contact data and associated recordings via a single platform, there will be less training required by your sales reps and leaders to learn various systems, and your call data can be integrated with your deal data.
12 Call Recording Software
Here are 12 examples of sales recording software that you can implement on your team to increase productivity and improve your sales process and the customer experience.
The HubSpot Conversation Intelligence tool uses AI to automatically record, transcribe, and analyze all of your sales calls. It identifies keywords and key topics throughout your calls so you can easily jump to those points for deeper analysis.
Additionally, since this tool is integrated with the HubSpot CRM, all of your call data will automatically be added to the associated contact records for you. Meaning, all of your call and contact data will be centrally stored and easily accessible to your sales team.
It also means you can report on call keyword data that’s tied to deal data, or initiate workflows based on call keyword data.
HubSpot’s Call Tracker is capable of more than just recording calls — it prioritizes your sales calls based on who your highest-value prospects are. It also places and records phone calls for you, all from your browser (so you never have to pick up a phone). Choose if you want to record every sales call or only specific ones.
Then, all of your phone calls are automatically saved in your CRM for easy record-keeping, sharing, and accessibility.
Fireflies.ai is an AI-based meeting assistant capable of recording, transcribing, and searching voice conversations and phone calls. The tool automatically connects to a rep’s calendar so it can join any digital voice or web conference meeting.
It then records and transcribes the conversation and saves that information to the user dashboard. Once in the dashboard, a rep can search for and access that transcription or recording at any time.
Gong is a remote sales tool and revenue intelligence platform with call recording and transcription capabilities. Gong works with any web conferencing platform, VoIP, or CRM, your team uses — simply integrate the tool and begin recording your calls.
With the automatic call transcription feature, you’ll be able to search for specific recordings as well as specific parts of those recordings. The AI behind Gong’s features helps sales reps and teams pull reports and insights that they can use to improve future calls, sales training, the sales process, and more.
Jiminny is a revenue intelligence platform meant for remote sales teams — it includes AI-powered, automated call and meeting recording, transcription, and analytics. The CRM integration allows you to save and access call recordings and data in your CRM without ever leaving Jimminy.
Jimminy also saves and pairs meeting notes with your call recordings so all contact data is organized in a single location.
CallRail is a call tracking and marketing analytics tool with conversation intelligence, a lead center, and form tracking. The call recording feature allows you to access and listen to inbound and outbound calls, and the pre-call voice announcement ensures you meet local, state, and federal call recording laws.
Thanks to CallRail’s conversation intelligence features, calls are analyzed and scored in terms of how qualified leads are so your sales reps are able to prioritize their follow-ups.
Wingman is a conversation intelligence platform for sales teams — it has sales coaching, sales pipeline visibility, and sales enablement capabilities. Wingman’s call recording feature helps you highlight specific moments from a conversation with a prospect that you can learn from or replicate in the future.
The platform also integrates with a number of CRMs, sales dialers, and video conferencing software to keep all of your conversations and contact information in a central location.
CallTrackingMetrics is an all-in-one call tracking and contact center platform with call recording and transcriptions.
The tool makes it easy to listen and refer to previous conversations with prospects making it a great option for any sales team that's looking to analyze and share calls as well as provide and receive call feedback.
RingCentral is a cloud-based communication and collaboration platform for message, video, and phone. Automatic call recording is one of the many features RingCentral offers — admins enable automatic recordings for all of their inbound and outbound calls.
Record, download, and playback recordings at any time via any device. To ensure call recordings are legal, an announcement is played prior to a rep speaking with a prospect to get consent.
Twilio is a communication API platform made for sales, service, ops, and marketing focused on SMS, voice, and video. The programmable voice feature allows you to place, receive, monitor, search, and record calls from anywhere. Your call recordings are safely stored with public-key encryption so all conversations remain secure.
Ciara captures all customer interactions for you during phone calls and virtual meetings. It then helps you determine the best next steps with each prospect based on the context of those prospect and customer conversations. This increases the chances of 1) meeting your revenue targets, 2) influencing a conversion, and 3) gaining insight into the state of your deals.
Speaking of Ciara providing context during customer conversations, the tool also provides real-time guidance during calls based on previous interactions with a specific contact to help reps more effectively target every individual they work with.
Start Using Call Recording Software
Call recording software is powerful — it gives you the necessary information to follow up with prospects effectively and in a targeted way. It also helps you improve your selling technique, sales process, training, and more. Consider the various tools above, choose the right option for your team, and start recording.
Editor's note: This post was originally published in December 2020 and has been updated for comprehensiveness.
Originally published May 11, 2021 1:45:00 PM, updated June 11 2021