Equipping Your Sales Team with the Right Technology

By Erika Sommer, Content Writer at PipelineDeals

In the business arena, having a solid sales team is integral to the success of a company. But it’s only half the equation. Without the right tools, you could find yourself pushed to the sidelines.

Luckily, we’ve teamed up with G2 Crowd to create an eBook, bringing you tips for finding the best sales software, as well as some industry standards for boosting sales. We’ll discuss key findings from the eBook such as which sales technology stacks (sales software) are best for your business. We’ll also go over ways to leverage email as a selling tool.

Define Your Sales Process

Are you overwhelmed by the sheer number of sales software platforms out there? With so many to choose from, you may be asking yourself how to find the best one for your needs. Here’s a bit of expert advice: define your sales process and needs first. From there, you’ll be able to narrow down your options and find the best software for your business. We’ve outlined four steps to follow when determining the product that will best suit your team.

1. Develop Your Sales Process

Ask your sales staff to draw a map of their sales pipeline and a typical buyers journey. Define key elements that are working, and ones that are lagging. From there, you’ll get a better grasp of how a piece of sales technology can help you.

2. Determine Key Performance Indicators (KPI)

KPIs measures factors that can help a company be successful. You’ll want to determine the KPIs that will help drive success within your company.

3. Do Your Research

After you determine your sales process and KPIs, determine how you want to achieve success, and what tools you will need. Begin with high level research on the products out there. This is where you can leverage G2 Crowd for help in the buying process.

4. Constantly Re-Evaluate Your Stack

It’s important to re-evaluate and monitor the performance of products as you add them to your technology stack. Are you getting a return on investment? Is it making your sales process more efficient? These are questions you need to ask yourself.

Finding the Right Sales Technology Stack

Once you develop and determine your sales process, you’re ready to find the right sales stack. In a recent G2 Crowd survey, it was found that, “75 percent of businesses ranked connecting with customers in a genuine way as a current or past issue.”

Without the right technology stack, sales reps will spend more time tracking and organizing their leads and prospects, than they will interacting with them. This is why implementing sales software is so important for your team.

Some key sales technology stack software to consider are:

  • Customer Relationship Management (CRM) software: This allows you to track and manage your customers as they move through the sales funnel.
  • Sales Intelligence Tools: These help to automate the process of finding quality leads.
  • Contract Management Software: This piece of software stores all your lead’s contracts in one place and automates the complex contracting processes.
  • Customer Success Software: This tool tracks orders, calls, and other metrics to gauge the health of an account.
  • Pricing Tools: Pricing and proposal tools help build a pricing quote for your prospects.
  • Web Conference Software: This tool allows you to give product demos, connect with people anywhere, record conversations, and share screens.
  • Gamification Tools: These give insight into how your performing against your coworkers.

Writing Sales Emails

Writing sales emails are another piece to the puzzle of sales efficiency. Just like finding the most effective technology for your company, you also want to find the best email practices. We were able to gather data showing how different elements of an email effect overall conversion rates. Here are our key findings, highlighted in more detail in our eBook.

1. Adjust When You Sent Emails

The time of day you send out an email campaign can play a major role in their open rates. G2 Crowd and PipelineDeals found that there were huge disparities in open rates depending on when you send the email, and the industry that you target.

2. Rethink How You Use Templates

Email templates help to create consistency across your team and user base. But where do you draw the line between templated and personalized emails? We found that there is a happy medium.

3. How Long Should Your Subject Line Be

Have you ever wondered how a subject line can affect the open rates of the emails you send out? It’s been found that an email with a 10-character subject line is more likely to be opened.

For more software purchasing, sales, and email tips, make sure to download a copy of our Equipping Your Sales Team with the Right Technology eBook.