Your sales stack is like a puzzle — a combination of pieces that come together every day to create the picture of your sales engagement process. And whether it’s modern technology and apps to keep you efficient, or you’re using physical notepads and hit lists, it’s a personal combination that works just for you.
Why is your sales stack so important? Modern sales is all about sales efficiency, and making sure you’re leveraging every single hack in the book to get as much done in your day as possible is key. By using sales engagement platforms like Salesloft, and other cadence boosters to keep prospects from falling through the cracks, you’ll ensure more converted accounts over scorched earth prospect lists.
That’s why we welcome Blanche Reese, Salesloft Mid-Market Sales Development Rep and sales stack expert for all things sales efficiency. In the video below, Blanche shares her knowledge of everything from Slack hacks, to prospecting tools and even some good old-fashioned hit lists. Tune in to today’s episode of SDR TV to learn how to take your sales stack to the next level:
Hey everybody, this is Blanche Reese from Salesloft here. I’m a mid-market sales development rep. So today I’m here to talk to you guys about staying organized and being efficient in your day. I’ve done a couple of things that have helped me reach out to the right prospect at the right time.
So, a lot of people are aware of Slack and what it does and most people use it for communicating with their peers at their company. While that’s fantastic, it has a ton of other features that you can use to make your day better, the first being reminders. So, using Slack reminders I can send a Slack reminder to another person in our company or I can send one to myself.
It automatically sends you a popup notification so that it’s in your face and not something that you can ignore. If you’ve got a specific time and date that you’re supposed to be following up with somebody you do not want to lose out on a hot prospect. So using a Slack reminder is going to be in your face. Not only in your desktop, but also making a loud noise, that it’s pretty impossible to ignore.
The second app I use to stay efficient was a recommendation from John Barrows, for those of you familiar with him. It’s called Siftery and it allows you to search products and companies and see who’s either using that product or what products that company is using, specifically. This is super helpful for me when it comes to prospecting, which is half of an SDR’s job.
So here’s what it looks like in Siftery. Here you can see a list of products that Salesloft has verified that we all use as well as, if you reverse the search, and look up who uses Salesloft you can see all of our verified customers.
The last tip here is going to be be a bit more old-school, going back to pen and paper. I like to use a hitlist at the beginning of every month of a list of people who have said, “Call me in three months,” or six months, or nine months — whatever that may be — starting specifically for that month.
So, the very start of January I wrote down 12 people who said, “Blanche, give me a call and let’s set up some time to talk.” That way, it’s holding me accountable to make sure that I get in touch with every single one of them and I can get that meeting set up. The reason I love this is because I can physically scratch that person off my list and know that it’s time to move on to the next one.
The reason this is so important for an SDR is because if you let a single prospect fall through the cracks somebody else is going to get there, whether that be somebody on your team or somebody that’s a competitor. You don’t want that prospect to miss out on what you’ve got to offer. So you wanna make sure that you’re following up at the right time and never miss quota.
Thanks for watching everybody, I hope that these tips have been as helpful for you as they have been for me. And make sure to check out our blog. As always, happy lofting.
Want to learn about a sales engagement process that works for your role as it relates to Salesforce? Download our newest series, Sales Engagement with Salesforce: The Complete Kit, and discover which works best for your sales development, sales operations, or full cycle sales process.