Page 144 - The Sales Acceleration Formula: Using Data, Technology, and Inbound Selling to go from $0 to $100 Million - PDFDrive.com

Ten clicks. Ten minutes. Ten leads sourced!

Using the old process, it took a full business day to source 50 new leads. Using
the Sidekick technology, sourcing 50 leads took less than one hour. That is sales
acceleration! Less admin work. More time interacting with prospects. More time
selling.

Sales technology can also create a better buying experience for customers
throughout their buyer journey. Once a company is added as a lead in the CRM,
the sales technology enriches the lead with useful context about the buyer. If that
buyer had any prior engagement with our company, such as a visit to our
website, an opening of one of our marketing emails, or a download of an ebook,
that information would be automatically added to the lead. Any recent activity
that the buyer had in social media would also be automatically added to the lead
record. This contextual information provided guidance to our salespeople about
the lead's specific interests. The salesperson would then be in a position to
engage the buyer in a more helpful way.

“Sales technology creates better buying experiences for customers by
capturing customer context and making that context readily available to
salespeople.”

Accelerate Sales Prospecting with Technology

Once the salesperson finds a list of companies to call, he attempts to connect
with these companies, leaving a stream of voicemails and emails. Most
organizations call this process “sales prospecting.”

As salespeople begin their prospecting process, many of them sort their list of
companies according to last activity date or, even worse, based on alphabetical
order. As the salesperson leaves voicemails and/or sends emails, the only
personalization in the message is the contact and company name. Aside from
those basic details, every touch represents the same elevator pitch. You have
probably been on the receiving end of plenty of these spam attempts. Have you
ever found one compelling? Despite the market's resistance to this technique, it
amazes me how many sales organizations take this approach.

Better salespeople layer in additional sophistication. Rather than simply calling
their leads in alphabetical order or based on their last attempt date, they establish
a strategic cadence based on the quality of the lead they are calling. These