Blog

PipelineDeals Becomes Google For Work Technology Partner

By David Baars, Marketing Manager @PipelineDeals. Follow Him @davidabaars


PipelineDeals is happy to announce that we’ve become a Google for Work Technology Partner. The Google Apps Partner Program was announced back in the Spring 2014 for software companies that build complimentary business apps and tools to Google Apps.

PipelineDeals has featured an integration with Google Apps for Business for several years. The integration is a two-way sync between your contacts and calendar in PipelineDeals and Google Apps. We recently updated this integration as a part of becoming a Google for Work Technology Partner.

Moving forward, the partner program will provide us with a number of technical, go-to-market, and support benefits. We are planning on developing a deeper integration for Google Apps customers to support syncing with Google Drive and other functionality.

Find out how PipelineDeals and Google Apps can help you stay organized and win more deals. The stories below highlight how using Google Apps and PipelineDeals can help you grow and organize your business around great software partners.

We’ll be highlighting more successful companies that use PipelineDeals and Google Apps soon. For additional information about PipelineDeals, our integration for Google Apps, or the partner program, please contact us at 866-702-7303 or email us at customercare@pipelinedeals.com.

5 Reasons Every Salesperson Should Use Yesware

By David Baars, Marketing Manager @PipelineDeals. Follow Him @davidabaars


 

A large part of a salesperson day is sending email. And let’s be honest – most of that email is (1) never read or (2) never acted upon by the recipient. We believe email is still one of the most powerful tools salespeople can use. But salespeople need the tools to send better email.

That’s why we’re excited that salespeople now have their own tool – Yesware. Our salespeople have been using Yesware for several months and we’re excited at the results. Yesware provides analytics, email templates, and other tools to help salespeople email better. Below are 5 reasons why we’ve loved using Yesware.

Full disclosure as well – we have an integration with Yesware but we’re not affiliates. We just love their product and think you’ll sell better with it.

1 – Organize Your Own Marketing Campaigns

If you are a part of a small business or involved with inbound sales, being able to run your own marketing campaigns to your prospect base is valuable. Yesware can help you think and act like your own personal marketing guru. With its analytics, you can determine if someone has opened your email, clicked on a link, downloaded an attachment, and shared with a colleague. You can even see if the email wasn’t delivered and bounces back.

Our sales team uses Yesware to help them understand when, and how, to follow-up with their leads. For example, suppose you notice a lead clicks on an article and shares it with a colleague. Now you have more insight into how to tailor your next interaction. Ask them about specific details and draw their attention to particular areas. Understanding what your prospects find interesting and valuable gives you an easy way to add value.

TIP - Use bounced email analytics. If your email bounces, it’s possible that the lead that you’ve been nurturing is no longer with the company. Use this as an opportunity to reach out to another person at the business. State, “I’ve been speaking with George and it looks like he may no longer be with your business. Can you let me know who the best person is to get in contact with?”

Any bit of information, be it an open, bounce, click, or none of the above, can inform your next interaction with your prospect. Use Yesware to start thinking like your own personal marketer.

2 – Know When to Call Your Prospects

Yesware gives salespeople analytics about when someone reads your email or downloads an attachment. If someone is reading your email or attachment, this could be a valuable time to give them a call while your business is top of mind. Take this as an opportunity to engage with your prospect and answer any questions that they may have.

TIP – Don’t be creepy. This type of analytics can also be off-putting. Don’t say, “I noticed that you just downloaded our file.” Rather, say something like, “I was wondering if you have had a chance to read the presentation I sent to you.” Additionally, as with any interaction with your prospect, you need to ensure that you’re adding value during every interaction. Answer their questions and ask intelligent follow-ups to keep the conversation going.

3 – Always Track Your Emails

It’s important to track email correspondence with your leads into your CRM so that you have a complete record of every interaction. We add our tracking address (cc@pipelinedeals.com) in the BCC field when you click on an email in PipelineDeals.

If you start your email in Google or Outlook, Yesware has a helpful CRM checkbox to add our tracking address to your outbound messages automatically. Whether your email message originates from your Inbox or PipelineDeals, it will always track into your favorite CRM!

TIP - Get in the habit of sending emails to your CRM. This feature is beneficial for when you need to reference a conversation later. By having all email correspondence tied to a certain contact, and in one central location, you no longer have to track down emails by tediously scanning your sent folder.

4 – Track Documents & Presentations

If you share a document with a prospect, it’s important to know if your lead has opened, read or shared the document. If you know someone has not opened a document you sent, it can be a great opportunity to follow-up.

We think that this is particularly important for presentations. If you notice that someone hasn’t opened up a presentation you sent them, you can reach out to him or her and ask if they have had a chance to look it over. Highlight the specific sections that you think are most important for them to review. This can be a great tool to ensure that strong leads don’t slip through the cracks due to lack of communication.

TIP - Don't be shy about giving "homework." - Your prospects are busy folks. You may have shared a brilliant case study with them but they may not have time to dive into all the details. Ask your prospects to read just one key section of your article over the weekend. Make it super easy and worth their time.

5 – Use Analytics to Find Out What Works

Online marketers have been using services like MailChimp, Constant Contact, and AWeber to A/B test email messages to figure out what works.

Use Yesware Analytics to figure out what is working and what needs to be improved.

Use Yesware Analytics to figure out what is working and what needs to be improved.

With Yesware, you can perform your own A/B tests to figure out what works and what doesn’t. For example, test out different subject lines to see which ones are most effective at getting people to open your emails. You can also try using slightly different calls-to-action on links that you share with your prospects to see what drives more traffic. With Yesware, you have the tools to increase opens, clicks and conversions, and ultimately drive more sales.

TIP - Always be improving. People are fickle with their email habits and there is always room to improve. One of the most famous subject lines to get opens is the simple, "Hey." This subject line has worked really well for some marketers, but there is no guarantee that this subject line will be as impactful in the future. Always test your email messages and work on making small improvements.

How to Get Started With Measuring Sales Productivity

By Lisa DeYoung - Follow Her @LisaADeYoung


Many opinions exist surrounding how to track sales productivity, but the process is unique to each sales team. Measuring sales productivity requires a look at all the factors that drive your sales. So, where to start?

First, define your sales process. Having a clear picture of the journey from lead to sale is the first step in understanding how to measure productivity. Next, set quotas for the team to identify a target goal. Tracking conversion rates and calculating the costs of sales are also key. Finally, take advantage of sales tools like CRM software to track and report on sales every step of the way.  

Define your sales process.

  • How do you identify your leads?

  • Once you’ve found your leads, how do you qualify them?

  • How do you present your products and services to potential customers?

  • In what areas are you willing to negotiate?

  • What are your closing tactics?

  • How and when will you follow up for repeat business or referral opportunities?

Set Quotas.

  • Sales quotas are key to establishing expectations of your sales team. When setting quotas, be sure that they are clear and measurable. Also, be specific with a time frame and make sure they are relevant and attainable.

Track Conversion Rates.

  • How many of your leads turn into sales? What factors contribute to your team’s success and where can you find room for improvement?

Calculate the costs of sales.

  • How much are you spending on salaries, commissions and other expenses? Investing in your sales is a necessity, but be sure your ROI is in line with what you need to be profitable.

Use a CRM software.

  • Using a customer relationship management software like PipelineDeals boosts your ability to track sales productivity. An effective CRM tool will tell you where you are finding your best leads, the rate of converting those leads and what is contributing to your team’s success. Identifying what works and tracking your relationship with your customers will help your team repeat the actions that lead to sales.

Tracking and measuring sales productivity is an important factor in the success of a sales team. Once you know what works, you can repeat the process to increase your sales. Stay on top of your process with the help of sales tools. Looking for a tool to to measure your team’s sales productivity? Try PipelineDeals for free for 14 days.


Lisa is a Customer Ambassador at PipelineDeals and a graduate of Washington State University. Prior to joining PipelineDeals, Lisa spent 8 years working in the wine industry.