Sales Acceleration TechnologyQuick Start Guide

Sales Acceleration Technology is an exploding $12Bn sector. The purpose of the sector is to increase the velocity, quality and efficiency of the sales process, resulting in better business outcomes.

The sector is diverse and highly integrated, consisting of a long list of solutions; data visualization, gamification, predictive analytics, sales intelligence, email, chat, text, video, social and tools to speed up paperwork and contracting processes. The best solutions are aggregating key aspects into a single solution.

Top performing teams are 4.9x more likely to leverage mobile technology to dominate sales. This eBook will focus on key pillars that will supercharge your sales and marketing organization toward faster deals, higher quota attainment, better customer management, reduced risk and increased operational efficiency.

Introduction

Every sales organization can benefit from sales acceleration technology. Smart teams are leveraging technology to remove/automate mundane tasks, manage customer relationships on the fly and leverage data to know where best to invest time.

Consider these 7 best practice solutions that winning teams use to increase efficiency and effectiveness of sales executives:

Mobile CRM; Manage the pipeline, customers and prospects on the fly, regardless of device or location. Sales Analytics; Add science to the art of sales with data to reduce risk, increase effectiveness and understand performance, attainment, activity, opportunity and reduce risk. Lead Management; Increase lead interest to opportunity conversion, handling and nurture. Pipeline Management; Templates to ensure best practice methodologies are followed to maximize time and effectiveness. Enterprise Collaboration; Enable the team collaboration across the business on accounts, opportunities and projects. Again mobile enablement is key. Business Social Networks; Stay connected to keep a pulse on what is happening in the customers world and to build a personal brand as a influencer in your space. Contract Automation: Point and click price books, quote generation, digital contract creation & approval will reduce error and time wasted in the procurement process.

What are the winning teams

doing?

High performing teams are 3.5x more likely to use sales analytics. In addition, there’s a 58% increase in planned sales analytics use from 2015 to 2016*.

Unlike traditional enterprise business intelligence, Sales Analytics or Sales Intelligence solutions are specifically built and tailored for the every day needs of the sales and marketing organization.

On-demand, mobile enabled Sales Analytics solutions bring scientific data to the sales party. Enabling sales executives and leaders to make more educated, faster decisions on where to invest time, identify opportunity outliers, reduce risk in the pipeline and understand real-time attainment.

Some best practice examples of Sales Intelligence: Pipeline management, opportunity outliers Analyze performance, attainment and activity Pipeline aging and velocity Deal distribution by type, product, geography, value Campaign effectiveness Lead management, handling and conversion

Although Sales Intelligence is a relatively new field, data experts are seeking the utopia: Accurate, predictable revenue.

Sales Intelligence

* According to the 2015 State of Sales Report by salesforce.com

Spotlight:

Increased win rate Increased rep efficiency Increased pipeline velocity Increased quota attainment Increased conversion of ‘leads’ to opportunities

Faster contracting/procurement Greater self-service efficiency across all sales channels Better audit activities -- reduce overlap and identify gaps Increased collaboration and coordination between marketing and sales Reduced pipeline risk Better customer management Reduced time spent on CRM activities

The path to ReturnSales Acceleration technology is the key to staying competitive, closing deals faster, reducing risk and better managing customers. Oftentimes, the effect of deploying sales acceleration solutions will be seen almost immediately.

About the Author

Father, husband, software technology businessman, change agent, innovator, overachiever, motorcyclist, outdoor enthusiast.

Mark Dwyer is the Chief Marketing & Sales Officer of CRMflow.

“2015 has proven that competition has never been higher and customers are more empowered than ever before. Yet, salespeople and marketers have the opportunity to modernize and evolve into a high-tech, high-efficiency profession that yields record results, or be left behind”.

Connect with Mark@mc_dwyermark.dwyer@crmflow.com https://ca.linkedin.com/in/markcdwyer

About CRMflow

For over a decade the team behind CRMflow has been building better business software. We believe that providing a better flow of key business data enhances productivity, increases revenue and allows people to make better business decisions.

CRMflow is the gateway to faster deals, in a single solution.

Built using mobile first technology, CRMflow is well integrated with Salesforce, Chatter, LinkedIn, Twitter and includes on demand sales analytics technology.

Free Trial available at www.crmflow.com

Connect with CRMflow@_crmflow#SalesAccelerationTechnologyhttps://www.linkedin.com/company/pvelocity