The role of technology in Sales is an art. But, it’s also a science. Where technology might never come close to mastering the art of the close- I mean, it’s not like AI is gonna start running demos and handling objections- but, technology can help with the science of sales.
With the rise of technology and call recording systems, sales functions have evolved. As a result, sales teams can now work together like a well-oiled machine. If you own or operate in a business that makes B2B sales, then surely by now, you know how essential technology in sales is (just think about your CRM for instance). Let’s look at the two most critical reasons why businesses should invest in sales technology.
1. Tracking Deals from Cold Outreach to Close
Whether it’s to keep track of opportunities being worked or forecasting, sales technology helps sales teams stay on top of their customers, their pipeline, and their number. It’s essential for reps (and even more so for managers)to know what is happening in their deals. That’s what sales technology lets them know at a glance. Things like:
– Contacts being worked
– Active opportunities
– Next steps
– Win rates
Once you’ve got this kind of info at your fingertips, it’s easy for your sales team to make some headway. They can quickly tell what they need to do to get their deals moving. All businesses should take advantage of technology in sales.
2. You Can Analyze All Your Sales Processes
If you run all your sales calls with the help of software, you will track all your sales processes. Here are some of the things you can follow with a sales software tool:
– Engagement: are buyers engaging with your team’s activity, and which individuals are engaged on the buyer side (decision-maker? Individual contributor?), from cold email to close.
– Next steps: Track where each deal in your pipeline is, what next steps are set, and what you can do (as a manager) to be proactive on deals before they go south.
– Reporting: Generate reports on your team’s day-to-day activities (emails, meetings, calls) and the impact on your bottom line. – Forecasting: Gain insights into your pipeline and build accurate forecasts of which deals will close (and which ones will slip into next quarter).
3. Proposal and Quote Systems
Technology is helping sales teams boost performance. When you provide proposals and quotations frequently using a sales system, you present your products and services early before buyers have time to look for other service providers.
You can maintain accurate pricing information that you use to prospect sales and speed up conversions for your business.
There’s a lot you can achieve with the right technology for sales and marketing. Different processes will work for your business, so you have to keep practicing until you find the right one.