To develop meaningful sales relationships, you have to build trust by getting to know your prospects, their needs, and the potential solutions that can help them solve their problems. But with the abundant amount of sales technologies out there, it’s easy to lose track of what your prospects (and their companies) are up to.
These next three tools can help the best sales reps and SDRs personally connect with prospects, on both an individual and account-based levels, by filtering the noise and providing much-needed context in a content-dominated world.
Get wise with intel from Owler.
Owler‘s crowdsourced data helps sales professionals outsmart their competition while they monitor prospects and customers. Founded by the creators of Jigsaw, this free service has become a must-have tool for all sales professionals.
“Owler gives me more insights into my accounts. I like that I can add companies to my portfolio, which allows me to keep up with recent news, funding, and insight into their industry and competitors.” – Patrick Tracy, SalesLoft SDR.
As one of our Strategic Account Development Reps, Owler is Patrick’s go-to resource for understanding new accounts.
His favorite feature? Owler’s Competitive Graph — it provides him with context around the companies he’s prospecting in a similar industry, along with competitive intelligence on company info, recent news, funding, social stats, and more.
The “My Portfolio” and “My Companies” features are also great for Account Based Sales Development because the intel provided gives you more insight into a target account’s competition.
And vice versa, an account’s competitors are also potential companies that you’d want to target in the future. For example, if a company’s competitors are customers of your product, then you can leverage that information to help set a prospecting appointment or demo to see if your product would be able to fill a similar need for them.
Social selling works.
LinkedIn Sales Navigator helps you locate the right people and companies faster, keep track of status changes, and engage with prospects. Incorporating LinkedIn activities into the selling cycle helps salespeople create stronger, more authentic connections, which leads to more closes at scale.
The TOPO 2017 Sales Development Touch Report states that more than 80% of sales professionals are leveraging the triple-touch approach of email, phone, and LinkedIn in their sales cadences. Over 50% of touches outside of email and phone are through LinkedIn.
Our new LinkedIn Sales Navigator steps allow cadence configuration and execution to match the workflow that is already in place. Social selling made easy!
Clearly communicate with a prospect using CrystalKnows.
“Crystal gives you a better sense of who you’re trying to communicate with. It gives you the context needed to open a conversation.” – Brad Ansley, SalesLoft SDR.
Crystal is a new technology built on the age-old principle of healthier and more productive communication through empathy. This Chrome Extension is great for emails, meetings, and relationships, as it quickly organizes personality profiles into one easy-to-access place in Gmail.
Crystal analyzes and shares how two people might interact and relate before a meeting. It gives access to personality profiles to learn the best ways to communicate with coworkers, prospects, and customers based on public data analysis, as well as user and peer reviews.
Using personality profiles, Crystal offers real-time suggestions and corrections to your emails as you type – helping translate your communication style to resonate with that of the recipient’s.
And last but not least, through Crystal, you’ll receive a daily email that helps you prepare for the rest of your meetings — and make them more productive.
Bonus: Conversation Intelligence
With Conversation Intelligence, you can share recorded meetings and clips directly with your sales team and your customers. It will even send notifications to make you aware of their engagement and insights from their areas of interest.
What’s in your sales stack?
Owler, CharlieApp, and CrystalKnows are three of the top tools available to help Account Execs and Sales Development Reps create more personal connections with prospects during conversations.
Looking to improve your sales development process from start to finish? Download the free Sales Development Playbook to start seeing immediate improvements: