Tools for each sales stage (Prospecting, SDR, Qualification and Closing)
Can a football player play without a boot? “No, the rule is clear” would say Arnaldo César Coelho, Globo commentator. But let’s use a little creativity, forget about this little rule and ask again “Can a football player play without a boot”?
The fundamentals of the sport are relatively simple: kicking, passing, heading, etc. So, if a player knows these fundamentals and is technically “good on the ball”, he can play without a boot, right? Wrong. From the moment that other players use the RIGHT TOOL for the job, if they have similar techniques (know how to kick, pass, head, etc.), they will perform better: they won’t slip, they won’t bruise, they’ll feel less pain, they’ll be able to put more effects on the ball, they will have easier marking, a faster sprint, etc.
In the sales area, it’s no different: good tools improve the professional’s performance.
However, the “commercial team” was always very pragmatic and discarded the use of tools. Everything was always very “handy”. This makes many teams unproductive and even outdated, because, in addition to disrupting the commercial routine, the company cannot automate processes and, therefore, cannot work with a high volume of leads, prospects and customers.
The first factor to understand is that the sales force must be “segmented” according to their “specialization”. With this, in addition to having a predictable and measurable process, you will have specialized tools for each type of sector and their respective activities.
Below, I list some sales tools that can be used by your company. Some have a very low cost and even free trials, others not. Some are valid if you have a higher average ticket, others are not. Anyway, take a look at my suggestions.
For those who prospect
In Outbound Marketing, the person who prospects must, first, know very well the profile of the ideal customer, identify the source of attracting these people, seek relevant information about the person/company and make an initial approach, to find out if the lead is interested in a more advanced conversation.
To make sense, this technique must be done massively and intelligently like team of capital smart city do, otherwise the conversion of leads into prospects will be low and, consequently, the result in sales, too. To capture contacts for those who prospect, there are several options in the market. There are so many, that I’ve summarized a few, that I find more effective (but there are several other options). Below are some suggestions for capturing leads:
- LinkedIn Sales Navigator: in it there is a function called “Lead Builder” that you literally build a list of leads according to their job title, number of employees, industry, etc.
- Prospect.io : in addition to capturing emails through LinkedIn, it enables the automation of a flow of prospecting emails.
- E-mail Hunter: “scans” the page you are browsing and helps you find lead emails.
- Clear Bit: does an incredible search to find additional contact information.
To make the approaches
- Reev: automates your sales process, while you can control the performance of your emails, control your cadence flows, manage templates and manage your contact base. It even allows a 40% reduction in time spent by sellers on sending emails, plus a 102% increase in response rate. In other words, you can generate 2.5 times more sales leads, with the same effort!
To “break the ice”
- Charlie APP: in addition to being a great “secretary”, presents you with a general summary of the lead, with interactions he made on social networks, company data, connections you have, “common topics”, etc. You’ll be able to extract insights to make a call more relevant and interesting to the contact, reducing chances of being ignored.
Extra tip: if your company is related to software, IT, etc… there is a VERY GOOD tool called Datanyze that helps you to identify the technologies used by the company, through its home page, in addition to generating other insights that, certainly, will help you find a more qualified lead to approach
Lead found, SDR time
The Sales Development Representative will receive this “ideal lead” to identify if it is prepared to negotiate. SDR works not only with leads prospected through Outbound, but also those that were converted through inbound marketing actions. This person is a Qualification Specialist!
In addition to the data already collected in prospecting, this person will seek more in-depth information from the prospect, to find out if he needs to join an automation list, for example, to become more nurtured and qualified for a future approach.
At this point, SDR uses CRM to manage the initial stages of the sales funnel.
It’s very important to remember that when a lead passes the prospecting process, it becomes a sales opportunity. For this reason, CRM is the most suitable tool: the SDR will make approaches, seek “answers”, schedule follow-up and, if necessary, qualify a little more about the opportunity.
There are several tools available, most of them international (as is the case with prospecting platforms) and with some differences that can help your company more or less, depending on the type and size of your company.
- For small and medium companies: Plug CRM which is a little more complete with regard to metrics and reports, in addition to creating teams, goals, email templates, etc. You can also take this test, which helps in your online CRM software decision.
- For large companies: Salesforce, as it has several integrations available, from social networks, to the involvement of contact with other company contact points (from marketing to support), which help SDR not only in your organization and management.
You must create fields that must be filled in according to the customer’s responses, finding out, for example, if you have the capability to purchase, who are the decision makers and influencers, if you have already consumed the product or service before. By compiling this information and qualifying the opportunity well, he can turn the business over to an Executive specializing in negotiation.
External information also helps to qualify the prospect, for example:
- Lead history in your marketing automation tool or email marketing.
“We are going to close?”
The sales executive, who can also be called “Closer” must have as much information at hand. That’s why he continues to use CRM, this time at more advanced stages in the sales funnel.
In addition, some tools are very interesting to increase the efficiency of these professionals.
If you work with online demos or have an “inside sales” team:
- Skype: most practical and popular alternative.
To schedule meetings:
- YouCanBook.Me: easy to set up and use, and integrated with Google Calendar.
If your company has a “Field Sales” team:
- Auvo: shows where customers are on the map, manages routes and routes, time spent on visits, etc. An interesting feature is that, if there is a scheduled visit to an X location, it shows other prospects that are in close driving distance.
When submitting proposals:
- Commercial Proposals.com: creates personalized proposals according to your business and can be integrated with…
- Click Sign: tool for digital signature.
Both in the qualification process and in the negotiation process, having tools to “connect with one click” and keep the records in the CRM history is a very relevant factor for closing the deal:
- Evoline: low rates and easy to use (can be integrated with Plug CRM).
A good boot makes a difference
In the short term, a good boot already makes a difference in a football match. Imagine in the medium and long term. Now, imagine a championship: all teams with boots and you without. You can predict a negative result, right?
Using sales tools, in a prospecting, qualifying and closing process, helps not only in optimizing time, recording information and organizing processes, but as a necessity for those who want to increase performance and outperform competitors. If you don’t use, or implement in the processes, you make room for a competitor to take these initiatives.
In addition, of course, to the metrics that you can capture more easily (and that make it possible to predict sales results), management reports to find the best strategy, etc. And you, which tool do you use? What does it indicate? How do they apply to your process? Share with us! =D