Every sales rep is apprehensive about deal closure. With the new normal pushing everyone to work remotely, it has become crucial to implement the right software to close sales deals.
Most reps will say that the last mile of a sales process is where the action happens. But you cannot ignore the top of the funnel and the middle of the funnel of the sales process. And, the right sales tools will help you determine just that.
For small businesses, besides figuring out the go-to-market strategy, it is also essential to figure out your sales funnel and map it to your existing sales tech stack. This does not only imply integrating a good CRM software but also having the following tools, like an online quotation tool, scheduling tools, lead engagement, and nurturing tools, contract creation, and e-signature tools, and lastly, a useful customer success tool, etc. These will all work together effectively together for an efficient sales pipeline.
Alternatively, SMBs can also start with the right online quotation tool that is intuitive and offers features like eSignature, quote templates, integration with CRM, etc. Only the right processes and sales tools will prevent bottlenecks and overlays and enable a seamless customer journey from the website to the cart.
Getting the right prospecting and video conferencing tools
To work on your lead generation and downstream activities, it is important to know the target audience exceptionally well. The first step is to identify the right buyer’s persona to help your marketing team come up with high-quality leads. To do this successfully, you will require prospecting tools that will help you find the right kind of contact details. Once you start churning out leads, you need the right kind of scheduling and video-conferencing tools that will help your sales reps connect with your lead faster.
Customer relationship management
Begin with the right kind of customer relationship management software that will help to engage with customers in lasting and meaningful ways in your sales pipeline. The right CRM software will track, identify bottlenecks, increase retention, provide upselling opportunities, and help manage all new product releases. Some of the most popular tools include Salesforce, Hubspot CRM, etc.
Lead engagement and nurturing tools
With Covid-19 pushing everyone to work remotely, it is important to invest in tools that give businesses speed, agility, scalability, and brand consistency in sales documentation. For instance, Revv helps speed up your sales quotation processby enabling its users to draft and send quotes, proposals, and contracts to their leads by providing users an all-in-one online quotation tool. Besides these, Revv also comes with a library of legally vetted templates of letters, agreements, contracts, and quotes that help you jumpstart your sales pipeline.
Closing the deals with the right e-signature tools
To succeed in the last mile and close deals faster, it is important to have a good process flow that provides accurate information and helps both parties understand the responsibilities and obligations clearly. This is because many post-sales activities are also dependent on this information, including onboarding and customer support. Some of the web quoting tools like Revv do come with eSignature capabilities too.
Build an effective sales tech stack that works even in this new normal
The new normal demanded digitization and working remotely for many businesses. It is vital, therefore, to invest in a comprehensive set of tools that allows you to access critical business information. These tools should also be able to draft and close essential business documents like sales quotes and help to communicate effectively with stakeholders. However, while the right sales tech stack comprises CRMs, web quoting tools, and scheduling tools that are helpful, it is also important to ensure that they help close deals faster.
Here’s how you can help choose your sales tech stack for your company:
- First, look at what is missing. Identify what your team is struggling with the most, and then choose, find and analyze the right tools to help. If CRMs like Salesforce are too much for your organization, look for sales software that helps with deal closing and is intuitive and easy to implement.
- Assess your current sales software and uninstall tools that you don’t need. Don’t assume; look for free trials to help you understand how fast the tool will affect your deal closing rates.
- Look for all-in-one tools like an online quoting software or a light CPQ that also provides for e-signature capabilities.
- Lastly, and most important of all, check their customer service and onboarding options.
What does your current sales tech stack look like?
Regardless of what goals your sales team has, it is vital to include tools that are intuitive, easy to use, and seamlessly integrates with your existing tech (if any). Most sales reps are apprehensive about using new tools, which is why make sure that your tools have the required demo, onboarding, or even training materials available for reference.