Using Technology in the Sales Process
Technology has become a powerful force in the sales arena today. Cold calling is long gone as software programs help businesses understand the needs and preferences of their target audiences as never before.
If you’re not taking advantage of these technologies, you must give them a try. In saying this, I’m totally aware of the constant need to establish and foster personal relationships with clients. Nothing is more important in the sales equation, but technology can get you there faster.
Some of the ways to manage your interaction with current customers and prospects include email marketing (no surprise) plus relatively newer options like Customer Relationship Management (CRM) with sales automation technology such as Oracle CRM on Demand, HubSpot, Streak or Salesforce.
by Scott Arnold
CEO, Concord Sales Leadership
Data analysis is key
These tools rely on data analysis to increase your knowledge of customers or prospects before meeting them. This has demonstrated the ability to improve business relationships, increase customer retention and drive sales growth. Forrester, one of the most influential research and advisory firms in the world, has plenty to say on this topic. Some major points are highlighted here.
The use of sales automation software can increase close rates between 8 and 10 percent – not too shabby! This is achieved with software that lets your people track prospects, learn about their behavior, know their preferences and deliver personalized service.
A second Forrester point is that you’ll reduce the time to sell by 10 to 15 percent. This technology will increase your ability to reach the right customer at the right time.
Also, continuous follow-up messaging with clients and prospects can make a difference between retaining or losing customers. Also, and this is a vital point, the software can weed out contacts who are not worthwhile to pursue from a sales stand point.
Information always accessible
In addition, this technology gives your managers the ability to access every salesperson’s activities, including meetings, successes, customer complaints and more. Now you can upload all this information on to an easily accessible platform, which sales reps can access on-the-go, a handy resource as they head to a new client meeting.
To recap
Want to increase close rates, reduce selling time, boost revenue from your sales team, pump up customer retention and enjoy round-the clock management? It can happen with sales automation technology. Take it from a reliable and respected resource – Forrester Reports.