Sales is a fast-paced, dynamic industry that’s constantly evolving. Advances in technology and software are driving new efficiencies and streamlining sales techniques and processes.
In this blog post, we’ll explore how sales technology is driving the selling process and helping sales teams improve their productivity, profitability and reach their revenue goals.
Salesforce automation systems: driving sales and revenue
Sales teams without Salesforce automation systems in place waste a great deal of time on arduous, repetitive tasks including scheduling appointments, supplying follow-up content, customizing templates and sending out updated proposals. These admin-related tasks take them away from the key task of driving sales and productivity and profitability are suffering as a result.
Salesforce automation (SFA) technology takes the admin out of the hands of sales teams by automating many of these tasks, freeing them up to focus on selling. Sales managers also use SFA technology to keep their teams up to speed with the latest sales data and new product information to optimize and assist the sales process.
Big data: driving customer insights
The more your sales team knows about their customers, the greater their competitive advantage. The advent of big data enables your sales team to discover key information about their prospects before they even reach out.
A recent study by DataMeer found that customer analytics dominates big data use in sales and marketing departments. It’s used to support four key strategies: increasing customer acquisition, reducing customer churn, increasing revenue per customer, and improving existing products.
Sales technology like big data analytics tools enable sales teams to focus their sales on those prospects who are most likely to respond to their products or solutions. They can also use analytics to segment their target market and their messaging, and to approach prospects with messaging that’s most relevant to them. They can even use the data to determine which prospects are most likely to become customers.
Social platforms: driving sales built on trust
Before today’s millennial customers make a sale, they’re inclined to go online and do research. A leading study reports that 73% of millennials say it’s important to read others’ opinions before making a purchase, while 51% of Americans look for user-generated content before they make a purchase.
Sales teams that tap into the latest sales technology to provide millennials with the engaging, relevant content are more likely to see positive results. In fact, a recent study reports that 78% of salespeople using social media technology outsell their peers.
CRM technology: driving integration for greater efficiency
Customer Relationship Management (CRM) systems offer sales teams a tremendous advantage by providing a 360-degree view of customers, and have been reported to increase sales by up to 29%. CRM integration can empower sales systems by improving efficiency and boosting productivity with key timesaving solutions like personalized templates for proposals and contracts, populated with all the client’s details and branding.
CRM systems that are based in the cloud give sales teams up-to-date information based on real-time data wherever the salesperson may be – sitting behind their desk, on the road, or at a customer’s office.
If a CRM is integrated into all the divisions of business, including sales, marketing, finance, and support, sales teams can immediately tell where a customer is on their sales journey. With the relevant data from their CRM, sales teams can nurture customers with relevant content based on the sales their customers have already made, and persuade leads further down the sales funnel with accurate, engaging information.
PandaDoc: bringing the latest sales technology to sales teams
For sales teams to be effective in 2018, they need the latest sales technology that manages sales content from start to finish. PandaDoc an all-in-one software tool that helps you create, send, track, and eSign proposals, quotes, and contracts and increase productivity by up to 800% and cut document creation time by 50%.