Tags: Sales Prospecting
Submitted by: Curtis DeCora, Superior Marketing
THE ONE SALES TOOL THAT KEEPS YOUR ORGANIZED AND PRODUCTIVE WITHOUT WASTING PRECIOUS TIME
The single most important aspect of any sales team is the data. We are talking about prospecting and lead data. Let’s say for one quick second that your marketing team sent you over a list of individuals who recently signed up for the freemium version of your software-as-a-service, or other subscription model.
These prospects are interested in trial testing your service, however, they may not know the exact first steps needed to truly take advantage of what you have to offer.
This is where you, as a Sales Development Rep, Account Executive, or Sales Professional would typically reach out to the prospect and do some quick fact finding. Traditionally, you would welcome them, and ask a few quick question as to what they’re looking to do with your product, service or solution.
While you engage in your sales process, you’re now in a position to move these prospects along the sales cycle and into the closed-won column. In order to move the prospects in an efficient and transparent manner, informing your team and clients, there are various tools to do just that.
Let’s say the freemium version is a 14-day trial. Over the course of 14 days, you would likely want to help them upload their data, set up their profile, and take any other first steps needed to help them maximize the results from their experience with your company. In addition to first steps, you can also include a 7 step sequences including a value-centric messaging sequence. What I mean by Value-Centric, is the fact that your drip campaigns lead with value. I like to focus on the acronym, "M.T. N.U.T." which was identified by Victor Antonio, as the "5 Reasons People Buy." In this acronym, you look at M - Money, T - Time, N - Need, U - Urgency and T - Trust. When people buy the money is right, they have time to review your information and make an informed decision, they have a need for what you're offering, the urgency indicates that using it now is beneficial, and lastly, but most important, trust. Trust, they have to trust you, your information, your reputation, and advice.
This entire process requires a system to track your activities from your team, and at which phase your prospects currently reside.
This requires a tracking system.
CRM AND PROSPECT MANAGEMENT
Most larger corporations and companies will leverage a Customer Relationships Management (CRM) software or system, meanwhile, smaller companies still leverage various tools.
I’m going to share with you a tool we have used for the last 11 years. Google Sheets. Yes, Google Sheets. It isn’t sexy, it isn’t conventional, but it is highly effective for our organization. Our organization engages in Outsourced Sales Solutions as one of our services. Companies retain Superior Marketing to perform the pipeline development and management services.
Our system is an organized sequential process which takes a prospect to a paying customer, provided the lead generation system is set up properly.
Here is that tool.
PROSPECTING TRACKING TOOL
Just to be very clear, this isn't a promotion or review of any particular product, software solution or service. This is simply sharing information on how a free tool helps keep our organization highly organized and efficient in our outbound sales efforts through our cornerstone service, "Outsourced Sales Solutions."
In this video, I'll share with you the features, advantages and benefits of how we use this tool to keep us organized, transparent and highly informed from client to project manager, right down to virtual assistant and sales development rep.
Prospecting tracking tools are absolutely essential to your sales efforts.
It is imperative to know which phase the prospect resides within your sales pipeline. If you don't have a step by step process for prospects to enter and exit, then you're leaving mounds of money on the table. Every step in the buyers journey should be accounted for, calculated, and tracked, whether they choose to buy or not.
Whether you decide to use SalesForce, HubSpot, Insightly, or any other form of CRM system to track your prospects - that's 100% up to you. However, with a team of Account Executives, Sales Development Reps, Virtual Assistants, on up to Project Manager and Client - this simple tool allows you to share real-time information throughout the entire project channel without any additional software (paid or free), and you can later import these reports directly into whatever software you use to track prospects.
The best part is that you can always import and export as needed, segment prospect lists based on lead score, buyers, non-buyers, industry, niche, role in company, or even area code.