How to Choose the Best Tech Stack to Support Your Sales Team
If your sales team is to win new clients and upsell to your existing client base, it needs all the support it can get. The current financial climate means that businesses are under more pressure than ever before to perform efficiently and deliver results at a time when companies have less money to spend. For B2B enterprises, this creates additional challenges that extend way beyond the normal barriers to attracting new clients and closing sales. So, finding additional ways to support your sales team is a must. One of the most effective ways to do this is to provide them with the ideal tech stack that matches the needs of your business. Here are some of the top considerations to keep in mind when choosing the best tech stack to support your sales team:
Identify Data Silos
Many sales teams find themselves lacking the customer data that they need to ensure ongoing effective communication with prospects and current clients. Removing these silos and allowing your sales team to see a comprehensive view of your interactions with clients will enable them to get a far clearer view of where they sit in the pipeline and the action that needs to be taken to convert them.
Introducing a customer relationship management (CRM) system into your tech stack is essential to eliminate these data silos and to stop them holding back your sales team. With a clear picture of client interactions easily accessible within the CRM, it will be so much easier for your sales team to perform efficiently and with a complete picture of historic customer communication.
Build Sales Intelligence
Having a record of communication between your business and current clients and existing prospects is really helpful, and can be achieved with the help of the right CRM. But gaining information about future prospects can be harder to obtain. Building accurate sales intelligence is an incredibly time-consuming and challenging task. Unfortunately, the amount of time this takes can often be a barrier to your team gathering the information fast enough to put it to use effectively.
Eliminating the excessive amount of research usually required to build sales intelligence can have a vast impact on the efficiency of your sales team, and importantly, the results they achieve. Prospecting becomes so much easier when you have access to a database of client information that is reliable and easy to use, such as GTM AI.
Ensuring that the sales prospecting tech system that you introduce can fully integrate with your CRM is essential to building a super-efficient tech stack for your sales team to depend upon.
Save Time on Scheduling
One common issue that sales teams often run into is the need to go back and forth with emails and calls simply trying to get hold of their prospects. So much time can be wasted when your sales team is forever trying to arrange meetings and failing to speak to the right person. All this wasted time could be so much better spent in conversation with leads who have a genuine interest in hearing from your sales team.
To maximize your sales team’s time, it’s helpful to introduce solutions to your tech stack that will facilitate this. One system that should help you to do this is the introduction of scheduling software.
Allowing your prospects access to scheduling software enables them to arrange consultations at times that suit them, and without clashing with your other appointments. This proactive approach can save both parties lots of time, without the added stress continually chasing appointments.
Introduce Document Management Tools
Identifying suitable prospects, nurturing the relationship, and carefully managing the sales process, including dealing with any objectives, is often a long, drawnout process. So, when you get a new deal near the finishing line, it’s important to keep the momentum going and secure your new client as quickly as possible.
Dealing with the paperwork and getting contracts finalized quickly is essential. But trying to get paperwork completed fast can be a struggle. From delays in sending and receiving documents through to ensuring that physical contracts reach the right person and are signed on time is no easy task.
So much back and forth, lost documents, and paperwork sent in error can compromise the success of your deal. This can result in weeks or even months of hard work being lost. Introducing document management tools and electronic signature tools to your tech stack can make a huge difference to your sales team. Rather than waiting for physical contracts to be sent to and from your office, you can simply email them out and get them signed in minutes. This means that your deals can complete faster and without the stress of delays and mnountains of paperwork to take care of.
Focus on Analytics and Reporting
One essential addition to your sales team’s tech stack is analytics. All the different programs that make up your tech stack will each contribute valuable company data. But this data is only useful if it is captured and reported in a meaningful way. Ensuring that you have reporting tools within your tech stack that can gather all this data together efficiently and effectively is vital if it is to be valuable.
When choosing each program that will form your sales team’s tech stack, it’s crucial to understand the types of data that each program will gather, the usefulness of this data, and how it can inform decision-making.
Accurate reporting and metrics are necessary to check that your sales team is meeting its KPIs. Beyond this, analytics and reporting each provide a clear insight into your company’s sales performance over time, the sales strategies that delivered the highest returns, and the areas that underperformed.
Final Thoughts
The systems you choose for your sales team have never mattered more. During these challenging times, it’s essential for your sales team to be equipped with the best possible tech stack to support them. With the right tech, your sales team can simply focus on what it does best.