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Lead conversion isn’t just about a smooth sales pitch. To get from click to close faster and more often, direct time to the right work and right leads.
A brilliant sales team is a an obvious essential for success, but without the right systems and processes those brilliant salespeople may as well be shackled. To convert more leads into sales, they need to have the right tools.
Even a few years ago, 71% of successful companies cited lead scoring as the factor in improving revenue contribution. But this scoring should not be labour-intensive.
If automation means every inbound lead is scored and graded according to customer profile, leads no longer need to be researched and vetted by the sales team.
Back in 2013, 79% of top-performing companies had been using marketing automation for more than two years. If yours is still not, here’s why it should.
Once leads have been automatically scored and graded, cold leads can be added to lead-nurturing journeys, while warm leads can be routed to the appropriate salesperson based on location, industry or business type. The administrative work is covered so salespeople spend more time focused on what matters most – selling!
Companies that make extensive use of customer analytics are 126% more profitable than their competitors.
Customers expect more from brands than ever before. Every interaction – before the sale and beyond it – should be personalised to the customer and tailored to their progress through a defined but adaptable sales process.
This requires extensive data and sales analytics, and it requires breaking down traditional departmental silos to connect previously separate stores of data.
A single view of each customer – with complete historical and real-time records for every lead that ever touches the business – means salespeople aren’t wasting time hunting for the information they need before they can speak to their prospects.
To be effective, salespeople require access to all relevant information about each prospect’s recent activity and your sales team’s interactions with that person, in one place.
58% of pipeline ends in no decision or stalled deals because sales has not presented value effectively.
Prospects are now engaging in more ways than ever before and they expect their experiences to be tailored to them on any channel, whether it be email, SMS, phone, online chat, or in person.
This means your salespeople need to be able to identify and speak about the specific value of their product or service to each prospect. It also means that understanding where prospects are in the sales process, as well as how to tailor an approach to each stage and each prospect, is essential.
The right CRM makes this process a breeze by helping identify sales stages, surfacing the right data and suggesting guidance.
Network performance — how much people give to and take from their coworkers — has increased by 27% in the past 10 years.
With collaboration at its core, a CRM solution allows your salespeople to leverage the collective intelligence of your entire organisation for every deal. Cloud hosting and simple file sharing means they will always have access to the most up-to-date information and pitch decks.
If a lead asks a tricky question, it is now quick and easy to find the person in the business who knows the answer. The brainpower of every individual in the business is always available, no matter when or where.
Getting a deal past the finish line is often the most arduous part of the process. Using a CRM solution, especially one with a mobile app, allows a salesperson to be ultra-responsive during negotiations.
Easy collaboration and communication directly in the tool makes adjusting pricing or consulting the legal team a breeze. And with electronic signatures, your team can close a deal from anywhere. It’s the very definition of productivity.
It’s pretty simple - if your salespeople are spending time on tasks that can be automated, they’re wasting time that could be spent selling. Find out more about how to give your sales team their time back – download our ebook Win every deal from lead to close.
