2. Sales Acceleration Technology is an exploding $12Bn sector. The purpose of the sector is to increase the
velocity, quality and efficiency of the sales process, resulting in better business outcomes.
The sector is diverse and highly integrated, consisting of a long list of solutions; data visualization, gamification,
predictive analytics, sales intelligence, email, chat, text, video, social and tools to speed up paperwork and
contracting processes. The best solutions are aggregating key aspects into a single solution.
Top performing teams are 4.9x more likely to leverage mobile technology to dominate sales.
This eBook will focus on key pillars that will supercharge your sales and marketing organization toward faster
deals, higher quota attainment, better customer management, reduced risk and increased operational
efficiency.
Introduction
3. Every sales organization can benefit from sales acceleration
technology. Smart teams are leveraging technology to remove/
automate mundane tasks, manage customer relationships on the
fly and leverage data to know where best to invest time.
Consider these 7 best practice solutions that winning teams use
to increase efficiency and effectiveness of sales executives:
Mobile CRM; Manage the pipeline, customers and prospects
on the fly, regardless of device or location.
Sales Analytics; Add science to the art of sales with data to
reduce risk, increase effectiveness and understand
performance, attainment, activity, opportunity and reduce risk.
Lead Management; Increase lead interest to opportunity
conversion, handling and nurture.
Pipeline Management; Templates to ensure best practice
methodologies are followed to maximize time and effectiveness.
Enterprise Collaboration; Enable the team collaboration
across the business on accounts, opportunities and projects.
Again mobile enablement is key.
Business Social Networks; Stay connected to keep a pulse on
what is happening in the customers world and to build a
personal brand as a influencer in your space.
Contract Automation: Point and click price books, quote
generation, digital contract creation & approval will reduce error
and time wasted in the procurement process.
What are the
winning teams
doing?
4. High performing teams are 3.5x more likely to use sales
analytics. In addition, there’s a 58% increase in planned
sales analytics use from 2015 to 2016*.
Unlike traditional enterprise business intelligence, Sales Analytics
or Sales Intelligence solutions are specifically built and tailored
for the every day needs of the sales and marketing organization.
On-demand, mobile enabled Sales Analytics solutions bring
scientific data to the sales party. Enabling sales executives and
leaders to make more educated, faster decisions on where to
invest time, identify opportunity outliers, reduce risk in the
pipeline and understand real-time attainment.
Some best practice examples of Sales Intelligence:
Pipeline management, opportunity outliers
Analyze performance, attainment and activity
Pipeline aging and velocity
Deal distribution by type, product, geography, value
Campaign effectiveness
Lead management, handling and conversion
Although Sales Intelligence is a relatively new field, data experts
are seeking the utopia: Accurate, predictable revenue.
Sales Intelligence
* According to the 2015 State of Sales Report by salesforce.com
Spotlight:
5. Increased win rate
Increased rep efficiency
Increased pipeline velocity
Increased quota attainment
Increased conversion of ‘leads’ to opportunities
Faster contracting/procurement
Greater self-service efficiency across all sales channels
Better audit activities -- reduce overlap and identify gaps
Increased collaboration and coordination between marketing and sales
Reduced pipeline risk
Better customer management
Reduced time spent on CRM activities
The path to Return
Sales Acceleration technology is the key to staying competitive, closing deals faster, reducing risk
and better managing customers. Oftentimes, the effect of deploying sales acceleration solutions will
be seen almost immediately.
6. About the Author
Father, husband, software technology businessman, change agent,
innovator, overachiever, motorcyclist, outdoor enthusiast.
Mark Dwyer is the Chief Marketing & Sales Officer of CRMflow.
“2015 has proven that competition has never been higher and
customers are more empowered than ever before. Yet, salespeople
and marketers have the opportunity to modernize and evolve into a
high-tech, high-efficiency profession that yields record results, or be
left behind”.
Connect with Mark
@mc_dwyer
mark.dwyer@crmflow.com
https://ca.linkedin.com/in/markcdwyer
About CRMflow
For over a decade the team behind CRMflow has been
building better business software.
We believe that providing a better flow of key business data
enhances productivity, increases revenue and allows people
to make better business decisions.
CRMflow is the gateway to faster deals, in a single solution.
Built using mobile first technology, CRMflow is well
integrated with Salesforce, Chatter, LinkedIn, Twitter and
includes on demand sales analytics technology.
Free Trial available at www.crmflow.com
Connect with CRMflow
@_crmflow
#SalesAccelerationTechnology
https://www.linkedin.com/company/pvelocity
