Sales is hard. Understatement of the century, right?!
Most sellers aren’t hitting targets. Buying committees are growing. Budgets are being cut. The tech you have is not built for this.
Yet you are still being asked to do more with less. You need sales tech that helps you get the most out of your entire revenue motion. Take a look at the ideal sales tech stack.
When you are considering the sales technology your team needs, these are the capabilities that top revenue leaders are looking for:
Lead Generation
To maximize your revenue motion, it’s important to get the most out of the leads you have before you turn to getting more leads.
Your inbound and outbound teams need technology that:
- Incorporates prospecting workflows with automation to ensure prospects receive the right messages at the right time.
- Makes it easy for prospects to schedule a call or video meeting.
- Offers a dialer with call recording, transcription, and analysis right within your existing workflow.
- Makes coaching easier with pre-set SDR activity goals that directly impact desired outcomes (ie opportunities created).
- Automates follow-up for meeting no-shows, prospects who don’t respond, and are rejected for bad timing.
- Reduces the amount of manual and administrative work with automatic CRM sync.
- Simplifies mass marketing and demand generation efforts.
- Automates the marketing-to-sales handoff to decrease speed-to-lead and ensure you aren’t losing leads in the handoff.
- Provides insight into a buyer’s intent, enhances contact information, and provides insight from social media.
Opportunity
Sellers and sales leaders need technology that:
- Incorporates deal progression workflows to keep pipeline visible and deals on track.
- Makes it easy for prospects to schedule a call or video meeting.
- Includes call recording, transcription, and analysis with all calls right in the account so managers can identify trends per rep and make decisions on deal strength.
- Reduces the amount of manual and administrative work with automatic CRM sync.
- Surfaces coachable moments and deal gaps to prevent end-of-quarter surprises.
- Accommodates large buying committees and account-based selling.
- Make your forecast actionable with the ability to drill down into activity and engagement data.
- Includes tools that help sellers make the right pitch, find the right content, and share the right message with every account.
Customer
This is the stage where even the best revenue motions get sidetracked, but it is crucial to maintain communication and focus on customer adoption of the new tool.
Account managers and customer success teams need technology that:
- Makes adoption easy for the revenue team because customers are not upgrading a tool they aren’t using!
- Automates support workflows that promote customer retention, with a trigger based on contract end date.
- Simplifies the handoff between sales and service so the customer’s journey starts on the right foot.
- Makes it easy for customers to schedule a call or video meeting when they need help.
- Reduces the amount of manual and administrative work with automatic CRM sync.
- Is dedicated to the unique challenges customer success managers face.
Customer Growth
There is a vast amount of revenue in the retention, upsell and cross sell to existing customers. But, adoption must precede upgrades.
Sellers, sales leaders, account managers, and customer success teams need technology that:
- Automates upsell workflows, with triggers based on content viewed and intent data.
- Makes it easy for customers to schedule a call or video meeting when they need help.
- Includes call recording, transcription, and analysis with all calls right in the account so sellers can quickly identify any issues with the account.
- Helps to deliver an accurate and actionable forecast so leaders can appropriately predict revenue from upsells and cross sells.
- Provides transparency into deal details.
- Simplifies mass marketing upsell and cross sell efforts.
- Improves speed-to-lead time when a customer shows interest.
Maximize Your Entire Revenue Motion
Getting the most out of your entire revenue motion is always important, but it is really in the spotlight in tough economic conditions. When you can’t hire more sellers, buyers are more skittish, and all your purchases are being questioned, you need to get the most of what you have. That’s why top-performing revenue teams use the Salesloft Platform. With more than 150 integrations, it is the foundation of the sales tech stack. See Salesloft in action.