Outbound sales technology
Outbound sales
technology
4 essential tools to adopt
A successful outbound sales operation is much more than a team of gifted salespeople – technology, too, is vital to sales development and can help maximise the potential of your people.
The saying a bad workman always blames his tools is an oft-cited one. It has stuck with us ever since it was first cited in French during the 13th century, but in today’s sales sphere, technology can be the difference between a successful or poorly executed outbound campaign.
In order to maximise results and make optimum use of employees’ time, powerful and reliable systems are required.
And while some of these technological tools are costly, they are necessary and should, if used properly, deliver a significant return on investment. From ensuring effective engagement with prospects to generating qualified appointments, a range of outbound technologies can drive your campaigns forwards.
Here, we recommend four essential sales tools that your organisation should adopt…
Sales automation tools
Time is money, especially in a sales environment. According to a study conducted by InsideSales, around 15 percent of a sales rep’s time is consumed by completing mundane administrative tasks – this equates to well over an hour of each working day.
Against this backdrop, sales automation tools should be seen as a necessity as opposed to a luxury.
By enabling software to swallow up tedious, repetitive tasks, sales representatives will have more time to focus energy into what they do best – making strong personal connections and delivering deals.
To help decide which automation tools work best for you, begin by analysing where efficiencies can be made. That way, you will ensure the greatest gains are made.
Sales automation tools
Time is money, especially in a sales environment. According to a study conducted by InsideSales, around 15 percent of a sales rep’s time is consumed by completing mundane administrative tasks – this equates to well over an hour of each working day.
Against this backdrop, sales automation tools should be seen as a necessity as opposed to a luxury.
By enabling software to swallow up tedious, repetitive tasks, sales representatives will have more time to focus energy into what they do best – making strong personal connections and delivering deals.
To help decide which automation tools work best for you, begin by analysing where efficiencies can be made. That way, you will ensure the greatest gains are made.
Outbound sales CRM
Customer relationship management (CRM) software is a must for most sales operations.
CRM is the process of managing interactions with existing, past and potential customers, and CRM software helps to keep track of all this through an easy-to-use system. Sales CRMs not only keep track of your contacts and accounts, they can also track and log all opportunities, deals and clients, making it the vital epicenter of your sales operation.
This is especially true of outbound sales. Because they are made up of many components and processes, an effective CRM is a crucial tool to help manage and track outbound campaigns, cutting through the complexity.
Data collection tools
Sourcing high quality data is fundamental to the success of an outbound campaign – without it, the campaign is hindered from the start and will never achieve fully optimised results.
Technology can help to build a solid data-driven foundation. Sales intelligence tools offer valuable, actionable insight into target companies by presenting key information such as organisational charts, revenue and the most up-to-date contact details.
Having such intelligence at your sales reps’ disposal is vital if they are to successfully generate and qualify leads, prepare pitches and, ultimately, make sales and deliver successful outbound campaigns.
Data collection tools
Sourcing high quality data is fundamental to the success of an outbound campaign – without it, the campaign is hindered from the start and will never achieve fully optimised results.
Technology can help to build a solid data-driven foundation. Sales intelligence tools offer valuable, actionable insight into target companies by presenting key information such as organisational charts, revenue and the most up-to-date contact details.
Having such intelligence at your sales reps’ disposal is vital if they are to successfully generate and qualify leads, prepare pitches and, ultimately, make sales and deliver successful outbound campaigns.
Communications platform
As discussed in the Growthonics white paper, How to Optimise your Outbound Strategy for Success, there are many communications channels which help to make up a truly optimal, omnichannel outbound sales campaign.
From email and video to LinkedIn and call, it is important to engage potential customers through their preferred channel of communication, which can vary from person to person and business to business.
Of course, there are simple tools such as Gmail which can be utilised with minimal training, but a unified, automated communications system can do a lot of the heavy lifting.
Similar to the case made for adopting automation technologies, communication platforms can free up valuable time for your sales reps to focus on higher value tasks such as closing out deals.
You can download
our E-Book here…
to access a step-by-step guide on how to
optimise your Outbound Sales Strategy.
You can download
our E-Book here…