The right tools and technology can empower your B2B sales and marketing team to secure the best possible results — all while speeding up pipelines, boosting customer engagement and experience, preparing your organization for total digital transformation, and future-proofing your existing processes. Let’s explore how to create a seamless tech stack, ready for whatever the future throws at it.
Enhanced lead generation
“Keep your sales pipeline full by prospecting continuously. Always have more people to see than you have time to see them.” — Brian Tracy, public speaker
Speeding up, automating or improving your lead generation process with powerful SaaS solutions is a sure-fire way to build your pipeline, enhance your wider sales process and see a strong ROI from marketing activity and nurturing content. Website tracking software and reverse IP trackers, for example, reveal the identity of your website visitors and track their on-site behavior, providing you with a bounty of new leads for the top of your pipeline and large quantities of data to develop the perfect pitch, follow-up and nurture content. Lead Forensics, for example, eliminates the need for on-site conversion, delivering alerts of website visitors to users in real-time, providing accurate business names, contact details and key firmographic data so marketers and sales reps can reach out.
Similarly, Lead Forensics enables marketers to follow up instantly — vital in a B2B world that increasingly demands immediacy. In fact, marketers who follow-up with web leads within five minutes are nine times more likely to convert them, according to Inside Sales. Additionally, automated website technology, such as conversion-rate optimization software, personalization technology, artificial intelligence and live web chat help to improve overall website engagement and customer experience — increasing the likelihood of conversion. According to VP Insight, 80% of marketers using automation software generate increased leads — and as many as 77% convert more of those leads into customers.
Customer Relationship Management (CRM) software
“Instead of using technology to automate processes, think about using technology to enhance human interaction.” — Tony Zambito, Founder, Buyer Insights and Buyer Personas
Effective CRM software helps marketers and sales leaders align the buyer journey to move leads swiftly through the sales pipeline. The tool enables its users to manage relationships and interactions from the first touchpoint, throughout the pipeline, and even after closing the sale. According to Stellaxius, in 2019 overall CRM usage increased from 56% to 74%. And, approximately 91% of businesses with more than 11 employees use CRM. Think about it — the larger the organization, the more people will engage, interact with and handle an individual lead. CRMs enable multiple users to add notes and information to ensure the process is seamless — no matter which person or department is involved.
“No business can succeed in any great degree without being properly organized.” — James Cash Penney, businessman
Using software to help you effectively manage, cleanse and organize your B2B sales pipeline is a must for efficiency and supercharged processes. In fact, according to HubSpot, businesses that master pipeline management see 28% higher revenue growth. This will usually be in the form of a CRM, but other pipeline management software is available. With the right tools in place, your sales team will gain access to a visual representation of your business sales pipeline, be able to estimate upcoming sales, oversee progress, manage deals, improve team and individual accountability and increase sales velocity by reducing the length of sales cycles.
“Technology is best when it brings people together.” — Matt Mullenweg, entrepreneur
According to Ascend2, as recently as in 2015, fewer than 10% of companies had a fully utilized martech stack in place. In the current climate, with B2B marketers and sales representatives still largely working remotely, the reliance on high-quality technology has never been more apparent. As these solutions become more and more advanced and vital to success, integration has never been more important. When designing a technology stack to support your business and prepare it for an entirely digital future, ensure the solutions you opt for work together in harmony to amplify results, and empower your employees to do more — rather than taking up too much of your already-busy team’s time.
Lead Forensics is an innovative B2B sales software that transforms your website into a hub of engaged sales leads. It works by utilizing intelligent reverse IP tracking software and a global leading database of business IP addresses to track your website visitors, reveal their identity and notify you in real-time. Users are provided with the business name, contact details of key decision-makers and detailed visitor journeys outlining the time spent on your site. This way, marketers and sales reps have everything they need to reach out to the right person, with the right information at the right time. Book your Lead Forensics demonstration today!