An insight revealed in Gerhard Gschwandtner’s morning keynote at the Sales Management 2.0 Conference in Philadelphia on Monday: sales leaders need to start automating the sales process for better results.
Gschwandtner walked attendees through four categories of the sales process that all sales leaders should automate today: marketing, researching prospects, inside sales, and proposals.
There are about 50,000 companies that could benefit from automated marketing, said Gschwandtner. As of today, only 20% of those companies are using marketing automation.
Solutions cited: Eloqua, SilverPop, Marketo
TWO: Researching Prospects
How much time do your prospects spend on researching prospects and companies? How much time does it take? What many sales reps are currently doing in 20 – 60 minutes can now be done in two minutes, said Gschwandtner.
Solutions cited: Data.com, InsideView, OneSource iSell, ZoomInfo
THREE: Inside Sales
Today your inside sales team can connect with seven more people in a single hour using automated dialing solutions.
Solutions cited: ConnectandSell, Refractive Dialer, LivePerson, InsideSales.com
Automated solutions make generating proposals vastly more efficient, help reduce errors, and keep things from falling through the cracks.
Solutions cited: iQuotexpress, Steelbrick, FPX, Cameleon Software, BigMachines
Gschwandtner’s keynote included hyperlinks to more than 90 online resources to help sales leaders grow better teams. (If you registered to attend the conference, you can get complimentary access to this presentation and many more in the Sales Management 2.0 Conference Resource Library.)
Is your team currently automating any part of the sales process? Any of these areas could be a great first step in shrinking your sales cycle and boosting productivity among your reps.