Page 146 - The Sales Acceleration Formula: Using Data, Technology, and Inbound Selling to go from $0 to $100 Million - PDFDrive.com

9. Create a task in the CRM.

10. Categorize the task as an email send.

11. Copy and paste the email into the task.

12. Save the task.

13. Create a new task in the CRM to follow up in two days.

14. Save the task.

Remember, this process occurs every time the salesperson prospects to a
potential buyer. This process might be conducted more than 50 times per day!

We used sales technology to automate this entire process. The salesperson
should simply inform the sales technology once he is ready to prospect. From
there, the system should cue up the first lead record to attempt. The system
should show the entire context so the salesperson can quickly absorb it and get
ready to engage in a helpful way. The system should dial the phone. If no
connect occurs and the salesperson leaves a voicemail, the system should
automatically log the voicemail. The system should suggest the follow-up email
to send, personalize the email automatically, and log the email send in the CRM.
The system should automatically schedule a task for the next follow-up
according to the optimal cadence for that type of lead.

There is no call logging. There is no admin work. The system is working for the
salesperson. The salesperson is 100 percent focused on what he does best:
selling.

“Sales technology enables faster selling for salespeople by eliminating
admin tasks and automating data capture.”

Accelerate Lead Engagement with Technology

Once traditional salespeople actually connect with their prospects, salespeople
tend to force their prospects through their prefabricated sales process. Step-by-
step, salespeople move the buyer through the process their sales manager
established for them, often ignoring the needs and preferences of the buyer along
the way. For each buyer, the same process is used. The same content is shared.
The process is based on the salesperson's behavior and perception of the deal,
not on the buyer's actions or needs. The salesperson tells their manager, “Yes, I