Sales automation was a great game changer for sales teams, now is the era of sales acceleration. When sales teams combine the knowledge of sales professionals with the best technology, sales can be accelerated at an alarming rate. This is great news for sales teams as their strategy to contact leads is more informed and systematic. The result is a higher profit and a much shorter sales cycle.
What is sales acceleration?
Increasing the contact to prospects is the best method to driving sales. Sales reps are now contacting more of the right prospects at the right time, by using sales automation and CRMs. Software as a service, SaaS, is the name given to software being rented out to B2B customers as opposed to being sold.
What is the purpose of CRM in sales acceleration?
CRM, Customer Relationship Manager, forms the foundation to create a sales acceleration process. It makes a customer database in a cloud, e.g. Salesforce, and helps inside sales teams to organise customer data. The value of utilising CRM software for sales teams is 17% more revenue to be exact. InsideView and ZoomInfo, along with social media platforms like LinkedIn form a highly useful collection of real-time information. With this wealth of data, sales professionals can begin to accelerate the conversion rate. So, this is a good place to start and now the sales team needs to drive sales rates higher.
The process of sales acceleration
To increase revenue, sales teams need to promote and accelerate their sales cycle. They need to pick up speed with conversion, so a CRM alone is not enough to have a healthy pipeline. Sales acceleration technology lets B2B companies shorten their sales cycle. How? Inside sales teams use remote selling, selling over online meetings and webinars at times that suit the buyer. Sales teams contact more prospects in less time than before with a new power dialler technology. The number of calls can increase from 20 to 200 per day with this sales acceleration.
How sales teams execute sales acceleration
Inside sales teams contact the prospect, engage them in conversation about a trending topic which is important to the buyer. The communication is all about real-time data which is relevant to the prospect. The sales teams contact leads without stopping, constantly pitching to their prospected buyers. With new specialized software, the teams can then analyse the effects of the acceleration, e.g. when prospects open or respond to their email. Sales teams can also automate an instant call-back as soon as the buyers shows interest.
Why do B2B companies need sales acceleration?
This process is highly useful to B2B companies as it maximizes conversion rates, boosts revenue and gives a panoramic view of buyer interest and sales teams’ activity. We can think of the automation of sales as a conveyor belt enabling constant targeting of potential clients. Sales acceleration is like a machine gun with multiple cartridges hit almost instantaneously, as opposed to a pistol, which wastes time to reload. Sales reps can now contact as many clients in as close a time proximity as possible.
What are the tools needed for sales acceleration?
Robotics, a wealth of data and highly skilled sales professionals all create successful sales acceleration. Furthermore, predictive analysis, richer databases in combination with artificial intelligence are driving the future of sales acceleration. This is where computers and people will be able to overlap to create the most influential data-driven sales acceleration.
New technology allows sales teams to set their caller ID to appear as a local number, as leads are more likely to answer from a recognizable number. New software also allows sales teams to predict which prospects to contact and at what time. Rather than guessing how trends in the market will change, the sales experts can extrapolate data and applying statistics to support their work.
Personnel are taking priority
Sales and marketing experts are the number one priority when it comes to accelerating sales. Leads are taking a back seat for once. Successful sales personnel form the core of the future of the sales company. This is because inside sales teams need to respond to leads quickly as soon as the lead appears. There is a five-minute window in which the sales rep needs to contact the lead, so timing and personal are crucial.
The old way for sales teams was to make one call in response to a lead, but now sales teams are required to call up to 10 times that amount. B2B companies can now profit greatly from utilizing the best sales software and analytics. The future sets poised to increase the investment into sales acceleration, increasing from $12.8 billion last year to $30 next year.