I’m hoping to provide a few pointers about tools I like for salespeople.

For the purposes of this article, I’ll be talking about tools that are popular in sales environments.

Simplicity is key. It’s important to make sure any technology you use integrates seamlessly before starting a project.


Need Help Automating Your Sales Prospecting Process?

LeadFuze gives you all the data you need to find ideal leads, including full contact information.

Go through a variety of filters to zero in on the leads you want to reach. This is crazy specific, but you could find all the people that match the following:Ā 

  • A company in the Financial Services or Banking industry
  • Who have more than 10 employees
  • That spend money on Adwords
  • Who use Hubspot
  • Who currently have job openings for marketing help
  • With the role of HR Manager
  • That has only been in this role for less than 1 year
Just to give you an idea. šŸ˜€

Start with the Sales Process

Before making any changes to the sales process, you need to understand it completely.

It’s important to have diversity in the workplace, but it can be difficult for managers to find qualified candidates. The best way is through word of mouth and networking.

From recruiting to closing, technology plays a huge role in the sales process. Let’s walk through some of our favorite ways that we incorporate it into each stage.

  • There are many different ways to find new clients and generate leads.
  • Contact made
  • Appointment scheduled
  • Gathering information and assessing what is needed
  • Demo
  • The company offered me $X,000
  • Closed won
  • Closed lost

A good way to improve your sales process is by laying out an overview of what you do.

Identify areas that needs improvement

  • How do we make the sales process more engaging for prospects?
  • We need to work on eliminating any manual tasks we can find.
  • How can we keep our lead generation consistent and sustainable?
  • What are some tips to get people who visit your website or see your ads all the way through the sales process?

To close more business in less time, you need to be aware of the best sales and marketing tools that are out there.

Sales Hacker has created a complete list of 160+ sales and marketing tools to help you find the perfect one for your business.

1) Lead Generation and Tools for Prospecting

sales stack

LinkedIn (specifically Sales Navigator)

If you want to get more leads, but don’t have the time or resources for it.

Advantages:

  • It’s a great way to engage with prospects who are already qualified.
  • LinkedIn is the best place to find up-to-date information. Lead databases usually lack quality leads, but LinkedIn can deliver them.

LinkedIn is a great way to find jobs, but it can be time consuming. There are companies that will manage your profile and deliver qualified leads on a consistent basis.

LinkedIn is the best platform for B2B products, but you need to have some activity on other platforms too. If SEO is an important factor in your business strategy, then make sure that all of these are being used.

Email outreach

Targeting new groups can be a really successful way to increase diversity.

Email drip campaigns are a great way to automate your marketing outreach. They work best when combined with other touchpoints like social media.

With CRM data, it’s important to be able to personalize and segment your leads.

It’s important to personalize as much as possible when prospecting via email. This will allow you to automate without losing the personal touch.

Personal sales prospecting emails should be short and concise. You can include an image, but don’t add links or any other marketing materials such as you would in a normal email.

When you’re choosing a sales tool, it’s important to know what your funnel looks like and where there are gaps in the process.

Emails can be targeted to different parts of the funnel, depending on what you’re trying to accomplish. Mailchimp and Constant Contact are good platforms for top-of-the-funnel emails (i.e., introducing your company). If you use a CRM like Hubspot or Salesforce, email functionality may already be built in.

Be careful about how you set up your CRM. A lot of platforms charge a flat fee per contact, so if you’re running a top-of-funnel campaign through HubSpot or SalesForce it could get expensive.

Phone call

Phone calls are most effective when they’re accompanied by other touch points like email, social media and video.

Sometimes it’s just not possible to have a conversation through email. Sometimes you need to pick up the phone and talk.

Getting automation right

I don’t think automated calling is the best way to reach out for most businesses, because it can come across as spammy and turn people away.

Rather than sending out task reminders, I prefer to automate them. This ensures the sales manager is notified in their inbox when they need to make a call.

One of the best tools I’ve seen for streamlining this process is HubSpot. It has an automated email sequence that includes a task to remind you in case anything goes wrong, which can be very useful.

2) Contact Made

sales stack

Your first goal is to get a response. Most of the time, you’ll hear “No.””

Interested

Don’t be afraid to ask for an appointment with them.

Not interested

  • What are your thoughts about the company? Are you satisfied with what you’re doing now or do they need to change something for you to stay here long term?
  • Have a process in place for objections and follow it consistently.

Not right now

  • Find out when the best time to reach them will be.
  • Create a drip campaign for them based on their response.
  • Schedule your tasks immediately because you know what happens when they pile up!

3) Appointment Scheduling

sales stack

If you’re still spending time trying to find a meeting time with prospects, then you are wasting valuable selling time.

You can just insert a link to your Calendly or Acuity Scheduling account into anything you want (email, web page). The following is an example of paraphrasing in action. The original text appears first followed by the paraphrase: Original Text: “It’s not enough these days for people with disabilities to have jobs; they also need meaningful employment.”

It’s exciting when someone books an appointment with you, even if they don’t actively reach out to do so.

Before using another product, make sure it has the functionality you need. The goal is to streamline your process; not add more steps.

The new features of the calendar are more robust and offer a variety of options for scheduling appointments.

4) Gathering Information and Needs Assessment

sales stack

What type of information are you gathering?

It is increasingly common for companies to use online forms during the hiring process.

With this one process, you can cut out almost all the manual steps. You don’t have to worry about duplicate data entry or double-checking information.

I used to always take notes on paper, but I find it really useful now that my phone has a great note-taking app.

If it’s not in the CRM, it didn’t happen.

When you are rewarded for good records, it motivates to keep better records.

5) Demo

sales stack

If you sell a more expensive product, or one that is difficult to produce, they will be less likely to buy it without seeing the demo.

Zoom.us is a great tool for online demos and screen sharing because it’s easy to use, offers a free version, and has the user interface I find easiest to navigate.

Giving your sales team more flexibility to create and do their own demos will most likely help with the closing ratio, as well as shorten the length of a sale.

6) Proposal

sales stack

If you haven’t taken the time to automate your proposal process, there are many better ways.

The best way to make a proposal is by using an app that integrates with my CRM so I can see all the contact information on one page.

PandaDoc is my go-to tool. It’s user friendly and can create most proposals, within reason.

I usually let my salespeople create their own proposals. I’ve found that the more they can do for themselves, the better.

7) Closed Won

When I send a proposal, I also include the contract.

One of the best things you can do to save time is automate your workflow. That way, all approvals and roles are already set up so it’s easy for people to use.

8) Closed Lost

One of the worst feelings is when you get rejected by a potential client. But it’s not over yet! Understanding why you lost and making adjustments for future sales calls are key to long-term success as a salesman.

Recording lost reasons also helps you make adjustments to your team.

If the situation is appropriate, I like to schedule a “lost business” campaign about three months from now. This gives them time to see how well everything worked out for them.

If you’ve lost a customer and your campaign is strong enough, they could come back to you.

A Good Sales Stack Makes Your Sales Process Simpler

There are a lot of great tools out there, but you don’t have to learn about them all. Just make yourself familiar with the different ways technology can help your sales process.

The first step is to understand your sales process. Technology should make it better, not more complicated.


Need Help Automating Your Sales Prospecting Process?

LeadFuze gives you all the data you need to find ideal leads, including full contact information.

Go through a variety of filters to zero in on the leads you want to reach. This is crazy specific, but you could find all the people that match the following:Ā 

  • A company in the Financial Services or Banking industry
  • Who have more than 10 employees
  • That spend money on Adwords
  • Who use Hubspot
  • Who currently have job openings for marketing help
  • With the role of HR Manager
  • That has only been in this role for less than 1 year
Just to give you an idea. šŸ˜€
Editors Note:

Want to help contribute to future articles? Have data-backed and tactical advice to share? Iā€™d love to hear from you!

We have over 60,000 monthly readers that would love to see it! Contact us and let's discuss your ideas!

Justin McGill
About Author: Justin McGill
Justin McGill is the Founder of LeadFuze - a lead generation platform that discovers new leads for you automatically. Get 25 leads free.