Hello! Welcome to this Lead Forensics educational video. Elevating your marketing and sales success. Educational insights brought to you by marketing and sales leaders.
In this video, I’ll be helping you answer the question — could a B2B sales software accelerate your team? In B2B sales, we’re always looking for ways to streamline our processes and increase our chances of success. Having a talented team is a start — but sales software can also be used to boost productivity. Before we dive into what types of sales solution can evolve your strategy, we need to weigh up the pros and cons. Since 6 in 10 salespeople don’t change their process when they find a system that works for them, it’s important to make sure it’s right for your business.
Let’s start with the pros.
There are so many reasons innovative sales software can benefit your business that it’s hard to narrow it down. But, these three reasons really stand out!
1.) You get more data.
Data is at the heart of sales success. A huge benefit of using sales software stems from the data you gain.For example, some software provides data for new business opportunities, and others provide data for leads already working their way through your pipeline.
2.) It increases your lead quality
Teams that use sales software discover new leads that are already engaged with their business and have a need for their product. This increases the speed that they rocket through your sales pipeline, and their average order value. Leads that have been well-nurtured spend an average of 47% more on your product. So, improved lead quality goes a long way.
3.) You get a clear ROI
Return on investment is a must. In B2B marketing, attributing ROI can be difficult. But sales software makes it easy! Because revenue is the direct result of a sale, you can simply attribute return to the software investment. Businesses want to see a healthy ROI on tech investments within 6 months and with sales software it’s likely you’ll know long before that if a solution fits your team. So, it’s clear that B2B sales software can offer your business so much. But, it’s time to weigh up the advantages against some common challenges to help you understand whether a sales software would benefit your business in the way you hope.
Let’s look at the cons.
1.) Pipeline integration
A majority of salespeople dislike changing their processes. So, some businesses can struggle to encourage the adoption of new software. This can make it difficult to fully integrate. Not to mention the possible technical difficulties that can occur. You don’t want to waste money on software that won’t be used. But, policing its use could be detrimental to team morale. Keep your team onboard by offering a say in your software selection to ensure best performance.
2.) Data management
Valuable data is beneficial to your team’s activity, but it can overload your current data processes. This can cause a struggle in properly managing and storing new data. Ensure you have appropriate systems in place to cope with large amounts of information, or choose a tool that comes with a data management function. Lead Forensics, for example, comes with an built-in CRM called Lead Manager, which ensures your team can easily keep track.
3.) Disrupted workflow
Integrating a sales software into your current system could disrupt and decrease your team’s productivity. This doesn’t mean it’s a bad solution — it just means your team isn’t using it properly. Take the time to understand how a new software will feed into your current pipeline. Can the system stay the same with a new software? Or, will things need to change? Discovering these answers as early as possible ensures your team will gain maximum results.
Now that we’ve looked at the benefits and challenges of B2B software, let’s look at your options! These three are our favorite.
Social selling tools
This is all about incorporating social media into the nurture process. Those conducting regular social selling techniques have a sales pipeline 18% bigger, that moves 28% faster, than those who don’t. Platforms like LinkedIn Sales Navigator offer an easy way to engage new business opportunities with a one-to-one approach.
Sales pipeline managers
These keep your pipeline clear and organized. So, you’ll know exactly where every member sits, when to contact them, and how to prevent lead stagnation. Solutions like BASE offer sales teams a huge advantage by ensuring their pipelines remain in healthy motion.
Every sale starts with a lead. They bring fresh opportunity and offer your team another chance at success. Lead Forensics, for example, uses reverse IP tracking to identify the businesses visiting your website. It also provides contact details for key decision makers and a full breakdown of each website journey. This fuels your sales team with enough real-time data to make an impactful follow-up, tailored to their business needs for powerful conversion.
So, do you think a B2B sales software will accelerate your team’s success? We certainly do!
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See you next time!