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In B2B sales, we’re always looking for ways to streamline our processes and increase our chance of success. Having a talented team is a start, but many also use various sales software to boost productivity. Before we dive into what types of sales solution can evolve your strategy, we need to weigh up the pros and cons, ensuring a sales software is right for your team. 6 in 10 salespeople don’t change their process when they find a system that works for them; if you’re interested in adopting a sales software, you need to be positive it’s the best move for everyone.
Pros of B2B sales software
There are so many reasons your sales pipeline would benefit from innovative sales software, it’s difficult to narrow it down to just a few. Sales software has been introduced to revolutionize process and improve results, if it didn’t fulfil these essential criteria, then there wouldn’t be so many different sales software solutions to choose from! Whilst a sales software offers many business benefits, these three beat the rest, as they remain of paramount importance to B2B sales teams everywhere.
You get more data
A vast amount of B2B sales solutions surround data, whether it’s acquiring it, or offering ways to conveniently store it, data is at the heart of sales success. A huge benefit of inviting a sales software into your pipeline stems from the data you have to gain. Those that provide data for new business opportunities continually fuel your team’s pipeline, offering them a bounty of new leads ensuring they don’t run dry. Others provide data for leads already working their way through your pipeline; whether this data surrounds their behaviour or adds further information to your current data profile, this seriously boosts your pipeline nurture and offers your team a heightened chance of success.
Increased lead quality
Teams using sales software discover new leads who are already engaged with their business and have a need for their product. This increased engagement is improved with a powerfully tailored call and before long, your pipeline is stuffed with leads that have a genuine interest in your product. This improved lead quality goes a long way, it not only increases the speed at which they rocket through your sales pipeline, it also increases their average order value. Leads that have been well nurtured spend an average of 47% more on your product- when properly looked after, high-quality leads that fully understand your product value produce bigger sales wins every time.
This offers an additional advantage- it helps bring your pipeline longevity. High-quality leads become high-quality clients who are more likely to retain, and are also likely to offer referrals. This keeps your team’s pipeline re-fuelled, and as 9 out of 10 purchases are made with peer recommendation, the quality of your overall pipeline will be better than ever.
You get clear ROI
Return on investment is a must, especially when implementing a new sales software; you want to be sure you’re gaining more revenue than the solution removes from your budget, and seeing the uplift in results you expected. In B2B marketing, attributing ROI is difficult; as so many channels can feed into just one sale, a multi-touch attribution model is the only way to gain a 100% accurate insight into true ROI.
For B2B sales software however- it’s easy! As revenue is the direct result of a sale, attributing return back to the software investment is a simple process meaning you can quickly see how soon your new implementations have properly integrated into your pipeline and how quickly they yield the desired result. Businesses want to see a healthy ROI on new technical investments within 6 months- when using a sales software, it’s likely you’ll know long before that point if a solution fits your team.
Cons of B2B sales software
Whilst sales software can offer your business so much, we must always take a measured approach and be sure it’s the right choice. Weighing up these advantages against some common challenges will help you understand whether a sales software would benefit your business in the way you hope.
As we mentioned before, a majority of salespeople dislike changing their processes as they believe it could hinder instead of help their results. This means some businesses can struggle in encouraging adoption of new software causing a difficulty in fully integrating new additions into your sales pipeline (not to mention possible technical difficulties that could also occur!). You don’t want to invest money in a new software when you team just won’t use it, but strictly policing the use of new tools during the integration period can be detrimental to team morale.
One way to combat this is with detailed training, encouraging your team to understand why you’ve chosen to introduce a sales software, and showing them exactly how it can be used to improve their results. Why not narrow your software selection down and offer your team a say in the final selection? We’re not saying you’ll win everyone over, but the more you keep them on board with change, the better your sales software will perform as part of your pipeline.
A vast amount of sales software provide your team with valuable data; whilst this is beneficial to their activity, it can quite quickly overload your current data processes and cause a struggle in properly managing and storing this new data. Businesses without a proper CRM can lose track of the new data they gain, leaving them no better off than they were before.
When investing in a sales software that provides your team with data, ensure you have the appropriate systems in place to cope with a large amount of new information, or specifically choose a tool that comes with a data management function. Lead Forensics for example comes with an inbuilt CRM called Lead Manager, ensuring your team can easily keep track of your newly identified website visitor data, throughout their sales pipeline journey. Find out more- book your free demo today!
Sometimes, no matter how much you want something to work, it just won’t. If you try to integrate a sales software into your current system as an addition, there’s a chance it will disrupt your team’s workflow and decrease their productivity. This doesn’t mean it’s a bad solution, it just means your team aren’t using it properly.
Really take the time to understand how a new software will feed into your current pipeline, and the daily activities your team perform. Can this system stay the same with a new software, or will things need to be changed? Discovering these answers as early as possible ensures your team will use the solution to gain their maximum results, helping you secure that all important return on investment.
Different types of sales software
We’ve looked at the benefits and challenges facing those interested in discovering a B2B sales software, so let’s look to your options. There are so many different types of software available to boost your sales performance, but these three are our favourites…
- Social selling tools: This new sales technique sees the incorporation of social media into the nurture process, offering decision makers a more personal, convenient medium on which to liaise with salespeople. There’s no doubt this modern approach leads to sales success, as those conducting a regular social selling technique have a sales pipeline 18% bigger, moving 28% faster than those who don’t. This is helped along by sales software offering an easy way to discover and communicate with prospects, such as LinkedIn Sales Navigator. Tools like this offer salespeople a platform to engage new business opportunities with a memorable one-to-one approach.
- Sales pipeline managers: Just as a CRM manages and segments your data, sales pipeline managers keep your pipeline organized and clear, so you know exactly where every member sits, when to contact them and how to prevent lead stagnation. Solutions such as BASE offer sales teams an enormous advantage, ensuring their pipelines remain in healthy motion, alerting users to when various actions must be taken. Without proper sales pipeline management, you won’t have an effective and lucrative sales process.
- Lead generators: Every sale starts with a lead; they bring fresh opportunity, offering your team another chance at success. Advanced sales lead generators provide sales teams with all the data they need to successfully qualify leads into their pipeline. Lead Forensics for example uses reverse IP tracking to identify the businesses visiting your website, providing contact details for key decision makers and full breakdown of each website journey. This fuels your sales team with enough real-time data to make an impactful follow-up, tailored to their business needs for powerful conversion. Find out more- book your free demo today!
So, do you think a B2B sales software will accelerate your team’s success? We certainly do!
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