Today, sales professionals have to be tech-savvy to stay connected to customers who are always mobile and distracted. In order to manage the sales team’s activities and ensure a steady flow of leads, inside sales managers must provide their team with the necessary tools and technologies. This will not just help in moving the prospects forward with ease but also improve the quality of work of the salespeople.
Having the right tools in place increases the productivity of the team to a considerable degree and reduces their frustration level which can build up due to inability to complete important tasks efficiently. Right from getting engaged with a prospect, having quality conversations to closing a deal, sales reps require the correct tools to execute the entire sales process in an efficacious manner.
Let’s have a glance at 6 critical tools that an inside sales manager must have for his team to deliver their best:
LinkedIn is the best platform to grow your professional networks. This social tool increases your online business presence and helps you connect with business people around the world. Sales reps can easily generate and nurture leads via LinkedIn. One can effortlessly identify relevant prospects, ask for referrals and build long-term relationships with them. It makes it simpler to reach decision-makers and influencers, regardless of the industry.
With LinkedIn premium, sales representatives can have a better access to the profiles of suitable prospects and you can also have the liberty to unlimitedly look at who is viewing your profile.
As the whole purpose of having an inside sales team is to communicate with customers over a phone call, an auto dialer can certainly aid in sourcing more opportunities and closing more deals effectively. It reduces the manual effort of the sales reps and ensures that they call the right people at the right time. It increases the probability of a customer picking up the call by creating a local presence so you show up with the same area code to whoever you are calling. Depending on your target audience, length of sales cycle and type of sale your organization is pursuing, you can choose the best suitable auto dialer out of many options available such as power dialer, predictive dialer, progressive dialer or preview dialer.
User-friendly CRM System
Having a quality CRM system is critical to the success of any sales professional. This tool organizes and manages your leads and important information. It enables you to have a complete view of your customer’s journey and sales pipeline with informative dashboards. You can easily track and route leads, personalize customer communication and prioritize sales tasks. CRM system allows you to build long-term customer relationships and increases your productivity and sales.
Salesforce CRM is ideal for small businesses that need to make the most of all their assets, including their people, customers, and technologies. As there is no big up-front investments in hardware or software required, it turns out to be really cost-effective. It is a cloud-based technology and works on a pay-as-you-go model, thus involving very low risk. Your data is protected so you don’t need to invest in security.
Email Productivity Software
Using this technology will allow salespeople to send mass email messages and track them. You can see if your email is clicked, read or opened. These solutions provide valuable insights of your email campaigns and determine their success rates.
By integrating emails capabilities with voice calls, sales reps can extend the conversation easily. For example- if a prospect asks for a price sheet over the phone call, an email can be sent automatically with the desired response.
Inside sales teams have to often offer remote demos. By providing a demo instantly while on the call with your prospect can be the most effective way to get him interested in your product. Implementing a screen sharing tool such as GoToMeeting and iMeet can help you a great deal in achieving the same.
Sales Acceleration Technology
Sales acceleration software accelerates your sales process and offers scalability on demand. It empowers sales reps to sell more intelligently and faster. It increases the velocity of identifying hot prospects, connecting with them more successfully and increases productivity. It fills the gap between marketing automation and CRM technologies. Sales acceleration tools can also provide teams with predictive analytics and real-time insights that help managers coach the reps to success. Inside Sales Box is an all-in-one inside sales technology to help businesses to build, manage and accelerate their sales processes.