Who’s Watching the Sales Tools? What Integration and Management Can Bring to Your Business Development Strategy
Sales tools are not an answer in themselves. Technology is integral to building your business development strategy, but you need to focus on which tools you use and why. Without any oversight or connection, you can fall into common mistakes like:
• Selling to the wrong people (i.e., those without the need or authority to make the purchase)
• Selling features instead of solutions to specific pain points
• Impersonal, one-size-fits-all outreach
Make tool integration and management a part of your business development strategy to avoid these issues. Someone needs to be watching your sales tools.
The world has changed a lot since March 2020. While some changes are (relatively) temporary, many have become the new norm for many parts of life. This is true for the new sales best practices for B2B: what worked in 2019 simply doesn’t work anymore. We’ve noticed changes in how we as a sales team operate and want to share three of those new sales best practices with you.
When looking at successful business operations, there are a few key factors that stand out. One of the first is people: well-trained data administrators, content creators, sales reps, and coaches are critical. In conjunction with a quality team is consumer market research. Why consumer market research? Because it brings the vital data needed for long-term growth.
The greatest development team is nothing without the right data to equip them. Consumer market research brings that data, arming teams with the information they need to build a database, target leads, and continually move their sales pipeline. Hinge Marketing found that companies that use market research saw profitability double and growth increase by 15x compared to those that don’t’ use research. Why is consumer market research so essential?
As a sales as a service (SaaS) provider, we often get the question, “Sales enablement vs sales as a service – what’s the difference?” While both have “sales” in the name, the distinction between sales enablement and sales as a service is subtle but important.
While any organization needs sales enablement to increase profits and grow their bottom line, sales as a service brings the people and skills to make sales enablement happen.
Sales enablement is precisely what it sounds like: it means to make sales happen. It requires strategy, technology, training, and data analytics, among other elements working together to engage prospects and turn them into customers. Some of the main aspects of sales enablement include:
Email marketing campaigns don’t get the attention they deserve. Though more recent communication tech, like texting and live chats, certainly bring benefits, email remains one of the most effective marketing methods. In fact, some research shows it has a 4,200% ROI – now that’s effective.
But, to gain such high returns on your email marketing campaigns, you need to put thought into how they’re deployed. One size does not fit all, and your team needs to consider how to craft the right messaging, send it at the right time, and keep improving each campaign to reach your goals.
Here are a few steps to get you started:
A google search for sales and marketing “tips and tricks” can yield thousands of results. Some highlight a specific piece of technology, while others promise an email template that’s “guaranteed” to get results. While some of these tools and strategies can help, often they’re fleeting or don’t work as a standalone solution.
If my years in sales have taught me one thing, it’s that the most effective strategies are often the most straightforward. These are the top sales best practices we use at NuGrowth that keep delivering year after year.
In late September, Apple announced the release of its iOS 15 update, a seemingly innocuous occurrence. However, this update introduced a new provision allowing Apple mail users to disable email open tracking, called Mail Privacy Protection (MPP). While this is a win for consumer privacy, it poses a challenge for email marketing campaigns across the globe.
Essentially, through MPP, Apple gives its mail users the option to disable all email tracking. Those users include anyone with an Apple mail (.me) address and anyone opening mail through the Apple mail app (i.e., those forwarding Gmail or business email accounts).
With close to one-third of all emails going through Apple’s mail client, this update will affect all email marketers.
As a sales as a service provider, we often encounter two questions about sales as a service. Those questions are: 1) how does sales as a service work and 2) how to grow business with sales as a service.
One answers the other. With an understanding of what sales as a service is, one can see how to grow business with this powerful offering.
How Does Sales as a Service Work?
Sales as a service (SaaS) is a collection of services an organization provides to grow development in another organization. At NuGrowth, those services include sales team training, CRM management, market research, and marketing campaigns, among other sales enablement services.
Research shows that anywhere from 30-60% of all Salesforce or other CRM projects fail. For the majority, the issues lie in not knowing how to set up a Salesforce CRM. While a powerful and effective sales tool, Salesforce implementation requires forethought and planning to allow your CRM to live up to its potential.
We talked with one of NuGrowth’s CRM Administrators, Patrick Bellish, about some of NuGrowth’s best practices for how to set up Salesforce the right way.
1.) Designate a point person
Patrick and his team first recommend designating a point of contact in your organization. This individual will manage the overall setup and be the “go-to” internally and externally for Salesforce-related questions and concerns. “
Though some view them in opposition, your marketing automation and CRM systems are a match made in heaven. Each system is designed to gather and use customer data to improve your sales, so how could they not be perfect for each other?
This reciprocal relationship often falls apart due to a rift between sales and marketing teams. When each team thinks they have the answer on their own, they lose out on the power of the dual relationship.