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Automate This: Handwritten Notes in Your CRM

For years I suffered from having handwritten notes in physical notepads. That presented me with several issues:

  • too little time to transfer handwritten notes into CRM;
  • having to flip through pages and pages to get to the right note about the right client;
  • not knowing which specific notepad the notes were in;
  • …and worst of all, not having all the notes with me on the go.

As you can imagine I’d been seeking a good solution for years. There are several offerings out there and several ways, and through testing I’ve settled with the following, which will get you centralized digital notes and allows you to store everything in your favourite central storage location.

Here’s what we need for the full solution:

The Tablet

There are ways to get handwritten notes from physical notepads digitalized, but they almost always involve manual action. Manual action is time consuming at scale, prone to errors, and the worst is that it’s inconsistent – despite all good intentions it sometimes doesn’t happen at all.

That’s why instead we need a way of taking our notes digitally. Enter the stylus-equipped tablet. You’ll probably be choosing between iOS on iPad vs and Android tablet.

Let’s look at the iPads available at the time of writing. The only iPad you certainly should not pick is the 2018 iPad as the screen makes for a poor experience in combination with the Apple Pencil. Also you’ll notice reflections a lot more on this old screen. To me the only right choice is an iPad Pro because of the Apple Pencil latency (time from you physically writing to your writing appearing on the screen). In addition the Pro supports Apple Pencil 2, which you don’t have to plug in to the side of the iPad.

In the Android space there are several options as well and some of them come with the best stylus on the market: the Samsung S-Pen. Both Samsung Galaxy Tab A 8.0, as well as both the Samsung Galaxy Tab S3 and S4 support the S-Pen. Alternatives include Huawei Mediapad M5 Lite and Pro which come with solid styluses as well.

Finally if you’re a Windows 10 fan, the Microsoft Surface Go or the Microsoft Surface Pro 6 with their styluses, which seem to work really well too.

Note-Taking Software

There are SO many apps around for note-taking. Most of them work really well. Our pick is Microsoft’s OneNote, because it works with almost everything – with Windows 10, Mac, iPad, iPhone, Android, and Web for everything else.

It has a killer-feature most other note-taking software does not: Zapier integration.

This puts OneNote in a small exclusive club of what looks like three offerings:

The following will work with all three, and of the three OneNote is clearly the offering with the easiest access to and feature set for handwritten notes.

Shifting to Automatic

If you’ve run through everything above you now have your notes in one digital place for you to reach anywhere when you’re on the go. It’s easily available on all your devices and searchable for flexible access to the right data. In other words it’s a significant step in the right direction from physical notes, which are lost in the flood of other papers, notes, and general busyness.

How about other members of your team, though? And what if you leave? And how about meetings other members of your extended sales teams have with clients?

We really do want all this data in one place, and we really don’t want that to cost any effort.

That’s why you must automate the collection of notes into a single location. Preferrably where all your other communication with clients goes automatically: Your CRM.

Certainly in the example of Salesflare the entire aim is to maximize client time and avoid admin. Here’s how we’ll do that. Go login to your account at Zapier.

  • Under “Connect this app…” select “OneNote”. Under “with this one!” select “Salesflare” and click “Make a Zap!”
  • As Trigger select “New Note in Section” from the less used options. Make sure to select the correct Notebook and Section.
  • Move forward to the Action step. Zapier will suggest that you create a search in Salesflare. Do that.
  • In the search setup, head for the field called “Name (optional)”. Have it look for the “Title” from the OneNote note. If you like, you can define that if no company with that name exists, one must be created. This ensures that in the event no account with the precise name exists one will be created and thus your notes will still find their way into your CRM. When done, hit Continue.
  • Now you need to select “Create Internal Note” as a Salesflare action.

Since you can’t have an image of your note saved in Salesflare, you need to create a link to your note on OneNote. Here’s how to do that.

Salesflare internal note creation through Zapier.

Note that you must include the URL as part of a little HTML code – it will otherwise not be clickable. Using this method, it will be. If you wish you can include a Note Date. If you use the date field as displayed there will be a data stamp in the actual note. Thanks to the guys at Salesflare for stellar support in figuring this out.

And that’s it – your handwritten notes now appear in your CRM effortlessly.

Have fun working less with your CRM and searching less for your notes – and good selling !

The post Automate This: Handwritten Notes in Your CRM appeared first on YourSales Sales Outsourcing | Outsourced SaaS Sales Force.

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BEST OF: SALES PODCASTSSALES PODCASTS FOR
INSPIRED SALES
BEST OF SALES PODCASTS
BEST OF SALES PODCASTS

Most professionals exercising their craft will be on a continuous journey, seeking to improve how they operate. Sales Professionals, too, will be looking for new techniques and tools, tips for their mental game and inspiration they can make their own.

One of the ways to stay inspired is through the use of podcasts, which can be consumed while mentally idle: during exercise, while driving, during a commute, or cleaning up around the house.

We’ve gathered a selection of some of the best podcasts for busy Sales Professionals, and will continue to add to this list on an ongoing basis.

What’s a Good Listen for Sales?

For a podcast to belong on this list it needs to be inspirational for sales and improve their understanding of their World.

That means they can be industry podcasts, sales technique podcasts, or otherwise related to the Sales Professional’s exercise of her craft.

Flip out your smartphone. Use the links in each podcast description to subscribe or find more information. Have a good listen.

Best Sales Podcasts
 
All Things Sales
  • The Advanced Selling Podcast
    Probably our favourite show on B2B sales has got to be The Advanced Selling Podcast by Bill Caskey & Bryan Neale. We enjoy it because it teaches detachment from the outcome, natural curiousity, and focus on the client’s problem. It contains a few ads, but is bite-size, pumped with valuable content, and the immense archive features literally hundreds of nuggets for your sales podcasting pleasure.
    Give them a listen – details are available here. Subscribe here:

     

  • Salesman Podcast
    One of the greats clearly is Will Barron‘s SALESMAN PODCAST. Will hosts this B2B podcast, shares insight from years and years of B2B sales AND interviews an army of B2B sales influencers and sales leaders from all over the World. Episodes are generally 35-45 minutes in length.   I enjoy it for it’s variety of Will sharing his own experiences and guests sharing theirs. You’ll always have take-aways from the Salesman Podcast.   
    It’s clearly another must-listen if you’re in B2B sales, and you’ll find it here.
     
 
 
Leadgen / SDR / BDR
  • The SDR Chronicles 
    If you spend your sales time mostly at the top end of the funnel, possibly doing SDR work, boy does Morgan J Ingram have a thing for you. His SDR Chronicles podcast is legendary in the top-funnel space, and contains highly practical tips and tricks, which you can make your own, implement and test in a way that works for your sales funnel. It’s bite-size, high energy, and in short super useful!!   As you can tell, I enjoy Morgan’s work for the length and because he’s just sharing solid advice that delivers value immediately.   Grab his podcast below or here.
     
  • The Sales Engagement Podcast
    On the topic of lead generation, Outreach is already grabbing a fair bit of attention as a provider of software to facilitate – well – outreach
    That provides plenty of insight and network for them to share their Sales Engagement Podcast. You’ll find the podcast here. In a sub-30-minute format it features interesting interviews with sales leaders and influencers. It’s a small world, so in fact one recent guest was previously mentioned Morgan J Ingram
    We enjoy the podcast very much for its length and the stories from guests, which often take you behind the scenes of how all those companies and individuals think about engaging with clients.
     
 

The post Best of Sales Podcasts appeared first on YourSales Sales Outsourcing | Outsourced SaaS Sales Force.

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4 Best Practices for Aligning Sales and Marketing Internationally

For many salespeople out there, remote sales work is a decidedly attractive dream.

And working from home is often as far from being a dream as possible. In sales, efficiency, progress-tracking, and team-alignment are paramount. Once you go remote, each area can take a hit. This makes many employers unhappy about ditching offices.

But if you find the right approach to it, remote work can be more productive and definitely more healthy. As more salespeople work from home, it’s important to solve a few practical challenges.

Here are some tips to help you get the first couple of months right:

Establish Clear Goals — and Stick to Them

Remote work means evaluating results and not the time people spend at the office.

Working towards results is obviously the most productive approach, and in the absence of clear goals, it can lead to confusion. It’s no fun spending a hard weeks’ work pursuing a lead… only to learn that your employer doesn’t care.

Once a remote sales team settles into their processes and tools, managers should discuss a fairly strict 30-60-90 day sales plan with them. Agree on ways to approach possible bottlenecks and challenges. Focus on actions you want to take.

Leaders should make sure that everybody on the team fully understands what the goals and required actions mean. At this point, consistent over-communication is your best friend. Make sales objectives and your expectations obvious.

Type caption (optional) Under-promise, Over-deliver

Remote workers, for their part, should be clear about the time and resources they need in order to complete a task. Don’t over-promise during the initial stages of setting up a remote work process.

Instead, dedicate approximately 20% more time to each task (compared to the time you think it would take). This will give you a bit of a leeway to act upon unexpected challenges without hurting your relationship with the team leader.

On a related note, remote sales reps should always speak up about the challenges each task presents them with. As employers can’t follow their work the same way they would at the office, it’s on remote workers to notify direct managers and other stakeholders if a task takes more time than planned. You’ll note that also for the remote sales team member over-communication is an important tool.

Scheduling an end-of-the-week report is a good practice. This will motivate remote workers to get things done while giving them an opportunity to share their progress. For managers of remote teams, weekly reports are an unobtrusive way to track results and keep everything in check.
Remotely located salespeople will find that consistently providing updates on progress results in fairer and more positive management assessment of their progress. In short, communicating on progress is a stellar way to do all-important upward stakeholder management.

Learn to Manage Time

Remote workers, listen up.

When working from home, time is your worst enemy. It’s as easy to overwork as it is to not work at all. Distractions, procrastination, and lack of judgment are a real, permanent threat to your sales productivity.

Here’s a tip from productivity expert Cal Newport that will set you up for long-lasting success. Instead of a to-do list, block off working hours in your calendar. What gets planned gets done!

Try to defend that time as much as possible: block distracting websites and ads, put your phone on DND, and so on. It’s not easy, but you’ll get more things done. It’s a great feeling to switch off the laptop when you know you were on top of your game.

Employers should urge their sales reps to spend some time thinking about the way they work. Without clearly defined working time remote employees risk working more than they should. This is a nightmare for sales motivation, as employee productivity peaks at 3-4 hours of work and falls sharply after 6-7 hours.

Regular overtime leads to burnout, stress and failed deadlines, which are never fun.

Invest in the Right Tools

Remote work is all about the tools you use and the processes they support. Without the right tools, it’ll be impossible to set your sales reps up for success. Employers should make it as easy as possible for a remote team to work and track progress.

Modern CRM like Pipedrive or Salesflare should also be considered. Their developers included tools aimed at working with remote teams.

Of course, team communication platforms like Slack, HipChat or Microsoft Teams are absolutely essential.

You’ll find more sales tools to integrate into your workflow in this post. In any case, spend the first week or two making sure that your remote sales team knows and likes tools they will use. Otherwise, they won’t engage with them — and you’ll learn about it too late.

Promote Social Interactions

Number one challenge for remote workers, besides distractions? Lack of social interactions — the ‘watercooler moments’ so essential to office culture.

As we mentioned before, employers can mitigate this by using tools like Slack and HipChat. Promote interaction between remote sales reps. Create channels and groups for them to discuss both work and their downtime.

Organizing meetups and social events should also be encouraged when working with a remote team. Even though digital communication is valuable in terms of achieving productivity, socializing in real life is significantly better for building trust and exchanging ideas.

For example, GitHub brings the whole team to meet each other in person twice a year. GitHub’s co-founder Chris Wanstrath believes that such get-togethers are essential for achieving positive company culture.

Team leaders should schedule time for video calls. Discuss progress and challenges in person! This will help you establish trust and see if your team members are happy with their work. Norman Behar, the founder of the Sales Readiness Group, is adamant that video calls are one of the best tools to make your remote team more efficient.

Resist the Urge to Micromanage

This one goes for the employers. When you don’t see your employees in the office, it’s tempting to track every little thing they do.

Don’t!

Micromanagement is intrusive, and will only succeed at demotivating your workers. If you don’t let your hires go about their daily tasks without reporting to you, they won’t feel trusted. What’s worse, they’ll be inclined to take fewer risks and stop at a bare minimum of work.

Instead of telling team members what to do, hint at the direction they should be thinking in. Even if they stumble on a deal, compliment things they got right. Try to act as a coach and learn how to motivate your sales team.

In the absence of office, it’s that much important to guide them. But remember that people choose remote work because they want more freedom, not less.

Conclusions

By 2027 more than a third of all global employees will work from home.

Which is good, all things considered. Studies are adamant that remote work increases employee’s happiness and productivity. 77% of remote workers report achieving more in less time.

The work is going remote — and more and more people want to try it. If you’re working in sales, it’s important to start adapting to this new reality as soon as possible. Hopefully, today’s article will start you on the right track!

The post Survival Tips for First 90 Days in Remote Sales appeared first on YourSales Sales Outsourcing | Outsourced SaaS Sales Force.

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4 Best Practices for Aligning Sales and Marketing Internationally

Sales and marketing alignment is already a challenge, but it’s even more difficult when your company is expanding internationally. In addition to thinking about how to adapt sales content and processes to account for new markets, you also have to consider how to keep sales and marketing teams on the same page across time zones and large distances. The following four sales and marketing alignment best practices will provide you with the tactics you need to encourage sellers and marketers to work together and overcome the challenges that come from expansion and internationalization.

1. Set a Foundation at Home

An organization’s sales and marketing alignment needs an established foundation at home before it succeeds in a new country. Research shows that organizations with tightly aligned sales and marketing teams have 38% higher sales win rates and 36% higher customer retention rates. So, before you set your sights on globalizing, be sure your sales and marketing strategies have proven to be effective on your home turf.

Organizations may also benefit from tools that help assess sales and marketing alignment. This can help companies identify what works and what doesn’t. Once established, they can then take that information to form a set of unique sales and marketing alignment best practices for their organization. When the company expands, these practices can serve as a foundation to build upon so they don’t have to start from scratch.

A simple foundation for sales and marketing alignment might include:

  • Active and regular communication
  • Sharing metrics and data
  • Clearly defined processes, roles and expectations
2. Study the New Culture Together

For marketing and sales alignment to work smoothly in a new country, the entire sales and marketing team needs to understand the new culture inside and out. Sales and marketing strategies should reflect the unique cultural context to which they are selling, and to do that well, sellers and marketers both need to have extensive knowledge of the area.

Marketing and sales alignment is just as important as getting each individual team on board. These teams can work together to understand the culture. Sellers can advise marketers with their cultural knowledge of what works and what doesn’t. Marketers can then set sellers up for success by providing them with well-researched sales content that will reach that specific region.

Because sellers will interact more with individuals, they should study cultural norms and taboos to avoid embarrassing themselves or insulting potential customers. For example, while gift exchange is not a common business practice in England, it is expected in Japan. But not all gifts are created equal, and certain gifts carry negative superstitions and can leave a bad first impression. If sellers do not realize these types of cultural expectations, they can damage a sale without even knowing why.

What Do Customers Value in Dubai? Time for sales and marketing to study – together!

Marketing teams must also understand the cultural expectations. If an organization is setting up a marketing plan in Dubai, they should know that people there appreciate modesty and sophistication. Sales content, then, should reflect these values. Instead of having flashy, boastful content, marketers should create sleek, modern, and understated material. Since people in Dubai often value long-lasting professional relationships, marketers may also want to brush up on their social selling practices.

Both teams can also benefit from keeping up with users or buyers on the internet or through follow-up conversations. Check Twitter posts, Facebook reviews, and other online content in the new area to see how people have publicly responded to your content. Feedback survey programs can help gather information to see what specific content, strategies, or tools were most positively received. Marketers can use that data to provide sellers with more content that will work every time.

3. Make Adaptation Easy With a Sales Stack

Just like any new business venture, research can only take you so far. The real work happens in the action, and the action is often unpredictable. Business practices constantly evolve across the world, and as new information comes into play, companies must adapt their sales and marketing strategies. When marketing and sales alignment is off, adaptation becomes much more difficult.

Having the Right Tools is Essential

Adaptation requires regular, productive communication between teams. Sellers should be able to reach out to marketing while staying focused on the sale. They need easy access to sales content, playbooks, and other sales tools that they may need at any point in the field. Modern communication tools allow marketers to easily send updated content to sellers and access older material if necessary. They can even analyze a piece of content’s effectiveness and receive feedback from the sellers who use it.

In a globalized business, a good sales stack is essential to keep your teams aligned and give them freedom to adapt. With the digitization of these tools, any organization can greatly improve their sales and marketing team structure by giving them easy access to one another. Software can help simplify adaptation with tools like customer relations, sales enablement, or email marketing, making communication efficient and accessible.

4. Create a Habit of Communication

All aligned teams communicate with one another. This may sound simple or obvious, but even teams that work in the same building struggle with this. It only gets worse when there are time zone differences, language barriers, and distance.

It’s important that to have a sales and marketing team structure that fosters open, productive communication. Marketers need access to the sellers, and vice versa. Organizations can use communication tools, scheduling apps, or sales enablement software to help eliminate confusion and make communication clear. Sales enablement even offers simple ways to share metrics and data analytics between departments, which can greatly reduce the amount of confusing or miscommunicated information. When both teams can keep up with each other, they can know how to best help get the product or solution into the customer’s hand.

Expanding a company includes new challenges and difficulties, but at the core, sales and marketing team responsibilities remain the same. They are there to show how a product or solution meets the buyer’s needs. Following these four sales and marketing alignment best practices will help any organization reach their customers no matter where they are headed next.

Author Bio

Talia Vestal writes for Highspot, the industry’s most advanced sales enablement solution. You can follow on Twitter @Highspot and @YourSales.

Solid Communication Trumps Everything

The post 4 Best Practices for Aligning Sales and Marketing Internationally appeared first on YourSales Sales Outsourcing | Outsourced SaaS Sales Force.

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Sales Tools: Made in Belgium

Tools for sales are flooding the market and the flood seems to increase in strength every year. That said, few know there’s a vibrant community of sales tools and sales tech stack vendors packed together in Belgium.

They’re Solving Puzzles in Gent, Belgium

You may have visited and studied our sales tools overview – the most recent version for 2018 can be found here.

When we set up a sales workflow a bunch of challenges need to be addressed. There are many ways to describe the selling & buying stages we all go through on our path to solving a problem through buying software. A path I like is from creating “Awareness” to “Education”, “Selection”, “Commitment”, “Handoff/Onboarding”, “Use/Impact/Utilization”, “Expansion” and finally “Renewal/Repeat business”.

An interesting way of describing this comes from Rob Jeppsen‘s method, which I found on Burke Alder‘s post on “How to Build Out Your Customer Experience Journey“. It goes like this (see Burke’s post for full details):

The Experience Customer Journey (Jeppsen’s Approach) Pre Sales

1. Ugh! I’ve got a problem and it needs to be better—Awareness
2. Aha! There’s actually a solution that works—Education
3. This is the place! There are actually experts here—Selection

Sale Occurs

4. Let’s do this! I’m committed to success from both sides—Commitment

Post Sales (Customer Success)

5. I’m in good hands! They clearly know what I want and need—Handoff
6. Boom! They did what they said they would do—Onboarding
7. Yeah! This is working—Utilization
8. Awesome! I’ve got to share with others—Expansion
9. ROI! I have tangible results and I’m excited to work with you again—Renewal

Sales Tools “made in Belgium”

We’ve covered a rough outline of the journey our sales tools-supported process must be able to guide companies through. In future posts we’ll dive more deeply into what that process specifically looks like and how a selection of tools can do that.

Here are some of the best-in-class Belgium-headquartered companies that have an impact on the sales process:

Story Chief – create awareness and gather initial interest
Salesflare – capture & manage leads & opportunities
Teamleader – capture & manage leads & opportunities
Prospect.io – Sales Automation Platform for modern sales teams
Plann3r – Finds the Best Moment to Meet
Vectera – collaboration, demoing, and video conference
Showpad – Sales Enablement for the Modern Seller
Dink – High Impact Sales Interactions
Connective – Electronic Signature
PieSync – Integrate your Apps

Naturally it remains incredibly important to understand what each tool can do for your sales process. There are other tools from Belgium as well, and we’ll include them as time allows.

At the Core of it All

A functional “stay-out-of-my-way” CRM system has always been my preference. Sales Professionals aren’t made for data entry and are usually too expensive to it too. That’s why we’ve been working with Salesflare for an extended period of time: To make sure any company’s most expensive resource – Sales Professionals’ time – is invested in talking to customers.

In this case, as we’ll show you how to do in a future post, Salesflare let’s you automate an amazing amount of tedious data entry and integrates with a long range of tools that support various parts of the sales process. In Belgium, of course, there’s plenty to choose from in the CRM space. One could have picked Teamleader’s CRM instead.

Pre Sales

1. Awareness
2. Aha! There’s actually a solution that works—Education
3. This is the place! There are actually experts here—Selection

Story Chief makes it a lot easier to generate inspiring thought leadership content and distribute it to blogs, social networks, influencers, email marketing software, etc. Using Story Chief makes it easier for your company to help potential become aware that they may have a challenge in their organization AND that your company can help them fix it. Story Chief CAN play a role in Pre Sales in both Awareness, Education, and Selection. Whether content generated and distributed via Story Chief’s channels is the only component in this part of the customer journey really depends very much on the way you solve the problem you solve.

Also Prospect.io could be utilized on its own or with others in the sales process to tackle the Awareness, Education, and Selection phases. Use Prospect.io to research and verify email addresses. When you’ve verified them, use Prospect.io to change your prospect’s awareness of a looming problem and enlighten about your ability to solve it. This can be done smoothly using Prospect.io’s sequence builder.

Making sure to use PieSync at this point to sync Prospect.io with Salesflare makes good sense.

It’s natural to have several appointments throughout the sales cycle. Meetings take place and appointments need to be made. 10 years ago we may have done all that manually, shuffling emails back and forth. working on the futile task of finding time where everyone is available for those critical conversations.

In the Pre Sales stage Plann3r changes all this. Just send a scheduling link with a collaborative message of “here’s a faster and easier way to schedule time to talk”. This takes all the tedious trouble out of scheduling. Here’s the use case: Imagine how much valuable sales time goes into scheduling one appointment. A solid Sales Professional will have hundreds of appointments throughout the year. Now multiply the number of appointments by the time you think it takes to schedule one appoint. Now you have the total amount of WORKING DAYS this will take per year. You should feel free to wonder what might have been achieved with all that time. How many more clients? Or you calculate what the cost of just scheduling appointments is. For yourself. For your combined sales force. Either way, this is likely to be the easiest business case to make in sales. Ever.

When it becomes time for the Education and Selection parts of the Pre Sales section of the customer journey, enriched communication becomes essential. Your clients and you may not always have time to get together. Using technology to shorten the distance between people who may be 1000s of kilometers/miles apart quickly seems like a solid idea.

Coffee: all you need to bring to your Plann3r-scheduled, Vectera-powered meeting.

Vectera to the rescue! Vectera helps you not only set up video rooms to enrich human communication. It adds flexibility by equipping the video room with what you’d expect from a regular meeting room: whiteboards, document sharing and collaboration on content be it presentations, documents or literally anything else that runs on your computer. All you have to do is bring your favourite coffee.

Ever so often, though, it just so happens that potential buyers like and need to flip through any relevant collateral on their own time. In Belgium there’s plenty of ways to NOT provide PDF or paper collateral. Both Showpad and Dink offer intelligent ways to present customers with the content, which will help them onwards on their journey and with ways for Sales Professionals to have additional value once the collateral has been delivered. No more guessing about whether content has been viewed or whether the buyer has read it all.

Sale Occurs

Alright – it’s all discussed. Let’s do this! Time for commitment. Just send over the paperwork – we’ll print it out, review, send over some email comments, negotiate, sign modified contract, scan it, send it back via email. Then you’ll print out, sign, scan, and return all the signed paperwork. Right!? Wrong!!!

You won’t need one of these when it’s time to Commit – use Connective !!

Commitment time has been subjected to the process developed by Connective. Unlike many others in this space Connective allows you to be absolutely 100% certain of the identity of signees, since they make use of services around the World, which securely ensures that you can trust all signatures are valid. You’re all set to progress and get on with the real work of making the customer successful!

Post Sales (Customer Success)

5. I’m in good hands! They clearly know what I want and need—Handoff
6. Boom! They did what they said they would do—Onboarding
7. Yeah! This is working—Utilization
8. Awesome! I’ve got to share with others—Expansion
9. ROI! I have tangible results and I’m excited to work with you again—Renewal or Repeat business

Post Sales will vary greatly depending on the complexity and nature of both your solution and the problem being solved. Either way, you must walk your new client through the process above.

Professionally orchestrated creative setups with all the software mentioned above help you through successful Post Sales. Here’s a quick example:

Use triggers in Salesflare to set in motion a process, which delivers a Prospect.io delivered sequence of onboarding messaging. If conversations are required for success, use Plann3r to schedule them and Vectera to actually have the meetings. If the meetings take long or are high in complexity, you might want to meet with your client. Bring either Showpad or Dink to share customized content related to the client’s onboarding.

A well-executed onboarding process for clients who get their problems fixed should result in happy customers. Use Salesflare actions to trigger Prospect.io sequences strengthening the client’s success with the solution and at the same time making it really easy for them to share their success with others.

And so you can restart the customer journey with this Made in Belgium sales stack.

Good selling !

The post Sales Tools – Made in Belgium appeared first on YourSales Sales Outsourcing | Outsourced SaaS Sales Force.

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SALES STACK 2019SALES TOOLS FOR
PROFESSIONAL SALES
SALES STACK 2018: THE TOOLS
SALES STACK 2018: THE TOOLS

It’s 2019 and we’re back at the sales tools workshop, working out the best sales tools for your sales process. It’s going to be an exciting year. You’ll get lots of content from us along with advice for your sales process. The focus for 2019 is going to follow this prioritized order:

  1. Which customer journey experience are you creating?
  2. Which sales process works best with your customer experience journey?
  3. Which sales tools best support your sales process?
What do we mean with “best”?

When it comes to the “best” sales process, we’re talking about sales process effectiveness: which sales process has highest conversion from any stage to the following stage?

When it comes to the sales tools that “best” support your sales process, we’re aiming for efficiency: which sales tools will support the best sales process AND allow that process to happen at a maximum rate. This typically happens by following our mantra: “automate where you can, go manual when you must”.

This content contributes to you staying ahead of your competitors. It’s relevant for companies and individual Sales Professionals. As a company you really don’t want to fall behind. Same goes for Sales Professionals. In both cases, not knowing what’s possible leaves you behind in the global sales tools arms race.

  • Let’s not wait any further. Sign up to updates using the box and let’s dive into looking at the sales tools, which will take you to your next level of growth.

    The sales tool categories below aren’t set in stone and will be updated from time to time.

    As in previous years we’re still sharing what we’re using. During this year we’ll also start sharing the country sales tools stacks series entitles “Sales Tools made In…”.

    Finally all that is being tied together in integrated tool stacks with some of our friends at the companies listed here.

  • Sales Tools Updates Full Name Email Address *
The 2019 Sales Stack Tools List
 
CRM

CRMs We Use

  • Salesflare – Simple yet powerful CRM for small businesses selling B2B 
    Our preferred CRM, Salesflare became one of the CRMs we tinker with back in 2017. It’s mainly very good at allowing sales professionals to not spend much time at all updating the CRM and maximize sales time. It’ll track any Google-based Sales Professional’s efforts across email, calendar, and phone, and share interaction clients have had with emails, websites, or when they’ve called back. Sales Pros are reminded to pay attention to opportunities before they grow stale. Also we’re seeing early success with this non-suite player’s ability to act as a suite as part of a workflow using Zapier.
    • Salesforce.com – The Customer Success Platform To Grow Your Business
      Obviously, Salesforce.com is the gorilla in the CRM-room, having been around since the beginning of SaaS. It’s interesting – it’s both the CRM everyone aspires to be like and be different than.

    Other CRMs

     
     
    Social Selling

    We Use

    • Discoverly – Put Social to Work
      Discoverly’s Chrome extension lives in your Gmail, looking for profiles that match individuals you receive email from.
    • LinkedIn Sales Navigator – The social selling era starts now.
      LinkedIn Sales Navigator is the regular LinkedIn on steroids. Work with anyone, anywhere, now.

    Other Tools

     
     
    Collateral Tracking

    We Use

    • DocSend – Find and share the documents that close deals.
      We currently use Docsend as part of our sales process. It provides an easy way to show off your content, track views, and build process workflows (using Zapier and IFTTT).

    Other Tools

     
     
    Web Visitor ID/Tracking

    We Use

    Other Tools

     
     
    Smart Scheduling

    We Use

    Other Tools

     
     
    Prospecting Leadgen List Creation

    We Use

    Other Tools

    • 360 Business..
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    Smart Scheduling for CalDAV
    SMART SCHEDULING FOR CALDAV
    SALES STACK 2017: THE TOOLS
    Sales 101: What is Smart Scheduling?

    One of the benefits of the rise of sales technology has been to allow Sales Professionals to spend less time on low-value tasks. With “low-value” we mean tasks which do little to help clients make healthy, well-informed decisions.

    An example is the task of finding slots in a calendar that work for both or all parts of such meetings. Smart scheduling reduces that task from endless back and forth to a matter of sending a link and plotting in time. Easy.

    You can imagine that in our business doing SaaS Sales Outsourcing we come across all sorts of platforms, and in some cases we just have to make things work one way or the other. Smart scheduling is one of the tools we’d want to use regardless of platforms. Without it, getting times right simply takes too long.

    Scheduling can be easily done with the likes of Calendly, which we’ve used here for the past few years, booking North of 2000 appointments for our small team and many more for clients.

    Also Drift provides interesting innovation in the scheduling space and are on track to start delivering fairly hefty competition to Calendly once their scheduling matures a little.

    Sounds good. What’s the Problem?

    Most of the current scheduling software provides integration with the likes of Google Apps and Office 365.

    What if you’re using something else? What if you’re using Zimbra or another calendar solution from this list using CalDAV for calendar sync.

    One of our clients uses Zimbra. Our preference was to use Calendly to provide smart scheduling of appointments. Calendly doesn’t have CalDAV support, but it’s possible. If you have an Android phone. And with a couple of sync apps and a dummy Google account we did get it to work.

    While we were at it it became obvious that more people were sitting with this issue, and so here come to solutions:

    CalDAV Smart Scheduling – the HARD Way

    At first we were hell-bend on making Calendly work. After all it’s the software we know – and which we know works really, really well.

    After a bit of testing here’s how it worked out:

    1. Throw out your iPhone, get an Android or install an Android player like NOX on your PC or Mac. We used a process that required the Android OS to be running a few apps.
    2. Get DAVdroid installed on your Android device.
    3. Get Calendar Cloner (Free) installed on your Android device.
    4. Get a Google account here or create a new email alias on your Google Apps account.
    5. Set up Google calendar sync for the newly created account.
    6. Get a Calendly using your newly acquired Google email address here.
    7. Upon setup DAVdroid starts syncing  the CalDAV calendar entries from the CalDAV server to a calendar locally on the Android device.
    8. When configured correctly Calendar Cloner copies the synced appointments from the local CalDAV calendar to the Google Calendar.

    So now – when someone wants to book an appointment with you via calendly it’ll really work – the appointment will get booked and make it through the various apps and systems into your CalDAV calendar.

    We promise.

    But – there’s an alternative:

     
    CalDAV Smart Scheduling – the EASY Way

    Recently we came across Harmonizely. In short Harmonizely is similar to Calendly. It’s nice, too: You can have it support several parts of your sales process through the integration with Zapier.

    Zapier, of course, allows you to send data from a calendar entry into almost any piece of software. Tools in the sales tech stack are particularly likely to integrate with Zapier. This means there’s a decent change you can send that data to your CRM, email outreach software, applicant tracking system, social media software, collaboration software, and so on…

    The process to get Harmonizely working with a CalDAV-based calendar isn’t too tricky.

    Ready?

    Here we go:

    1. Register with Harmonizely here.
    2. Configure Harmonizely to work with your CalDAV calendar.

    That’s it. And that’s what we’re doing now. Maybe you should too.

    Have fun with that – and good selling !

     

    The post Smart Scheduling for CalDAV appeared first on YourSales Sales Outsourcing | Outsourced SaaS Sales Force.

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    CUSTOMER SERVICE &
    SUPPORT SOLUTIONS
    CUSTOMER SERVICE &
    SUPPORT SOLUTIONS
    SALES STACK 2017: THE TOOLS

    Customer Service and Support have long had a wide variety of tools to enhance the experience of customers as well a increase efficiency and ability in customer service and support teams.

    The profession is changing and evolving with clients increasingly expecting remote and digital support. At the same time many of these tools enable increased virtualization in both remote and distributed customer service and support operations.

    It’s meanwhile unthinkable to not expect help by email and telephone, and a plethora of messaging tools – like Whatsapp and Telegram – and social platforms like Facebook or Twitter – increasingly present organizations with both opportunities and challenges – also in customer service and support.

    WIth  YourSales being especially in the SaaS sales outsourcing business, we encounter several of these companies.

    As a means to provide an overview, we had already started listing and classifying the software tools in the sales stack.

    This post serves as our overview of the tools for customer service and support.

    The tools list below is categorized for easy viewing and searching and will also be updated as inevitably these tools – some of them features posing as products – will fail or be acquired and assimilated into actual products. Equally quite a few of the current tools for B2B selling on this sales stack list will eventually die as they fail to create a revenue generating model.

    Do you have tools that belong on this list? Let us know, and we’ll make sure to include and categorize them to everyone’s benefit.

    Here we go:

    Presenting: The 2018 Customer Service & Support Tech Stack
    Retired from the Customer Service & Support Tools list:
    • None here – come back later. We’ll update as software starts to get acquired, fail, pivot, etc.

    If you work for a company, which has a software offering or you simply know of a software tool, which should be on this list, do let us know!

    Edited and categorized by YourSales. I’m making sure to keep a copy, so this list of tools for the Sales Stack remains as relevant as possible. Send me a message or comment here if you have any problems whatsoever with that.

    The post Customer Service & Support: The Tools 2018 appeared first on YourSales Sales Outsourcing | Outsourced SaaS Sales Force.

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    SALES STACK 2018SALES TOOLS FOR
    PROFESSIONAL SALES
    SALES STACK 2018: THE TOOLS
    SALES STACK 2018: THE TOOLS
    Want the 2019 list instead?Then click here!

    In an ever evolving world, we in the business of selling SaaS have to embrace and stay ahead with the latest sales tools that are emerging in the market. These tools are what we use to deliver elite services to our clients and strengthen our B2B sales processes.

    That’s why we started listing and classifying the software tools in the sales stack to look forward to in the coming year. This year we’ll be sharing parts of the YourSales outsourced sales stack tools as part of the list. You’ll learn what some of our reasons are to use the sales tools on this list and why you might want to consider any of the players on the list. As a B2B sales outsourcing company, we’re using several of these tools to gain an edge when doing SaaS sales on assignments for our clients and for ourselves.”

    We are big on using smart tools and working with the sales stack to help our clients increase win rates, deal sizes, and shorten the sales cycle. With this software, we operate with more insight, and help them be better SaaS companies. We’ve learned a lot since the first YourSales.com sales stack tools post. The 2018 edition is as usual a live document,  similar to the 2017 edition.

    To maintain sales velocity and competitiveness, Inside Sales and Field Sales Professionals and teams alike need to continuously assess the tools they have in their sales stack so as to stay ahead in outsourcing and generation of leads for the business. B2B sales and selling have become synonymous with continuous change at an increasing speed. Keeping an overview of the flood of new tools in the sales stack is increasingly difficult.

    The sales stack tools list below is categorized for easy viewing and searching and will also be updated as inevitably these tools – some of them feature doubling for products – will fail or be acquired and assimilated into actual products. Equally quite a few of the current tools for B2B selling on this sales stack list will eventually die as they fail to create a revenue generating model.

    Do you have tools that belong on this list or belong in multiple categories? Let us know, and we’ll make sure to include and categorize them to everyone’s benefit.

    Here we go:

    The 2018 Sales Stack Tools List
    CRM

    CRMs We Use

    • Salesflare – Simple yet powerful CRM for small businesses selling B2B
      Our preferred CRM, Salesflare became one of the CRMs we tinker with back in 2017. It’s mainly very good at allowing sales professionals to not spend much time at all updating the CRM and maximize sales time. It’ll track any Google-based Sales Professional’s efforts across email, calendar, and phone, and share interaction clients have had with emails, websites, or when they’ve called back. Sales Pros are reminded to pay attention to opportunities before they grow stale. Also we’re seeing early success with this non-suite player’s ability to act as a suite as part of a workflow using Zapier.
    • Hubspot CRM – Close More Deals with Less Work
      We’ve started working more closely with Hubspot for a couple reasons. Hubspot provides a very broad set of tools for the sales stack as well as, of course, for marketing. Since a client kicked our then favourite CRM tool out in favour of Hubspot a few years ago, we’ve ben studying its progress and now test out the suite’s ability to really deliver on workflows.
      • Salesforce.com – The Customer Success Platform To Grow Your Business
        Obviously, Salesforce.com is the gorilla in the CRM-room, having been around since the beginning of SaaS. It’s interesting – it’s both the CRM everyone aspires to be like and be different than.

      Other CRMs

      Social Selling

      We Use

      • Discoverly – Put Social to Work
        Discoverly’s Chrome extension lives in your Gmail, looking for profiles that match individuals you receive email from.
      • LinkedIn Sales Navigator – The social selling era starts now.
        LinkedIn Sales Navigator is the regular LinkedIn on steroids. Work with anyone, anywhere, now.

      Other Tools

      Web Visitor ID/Tracking

      We Use

      Other Tools

      Collateral Tracking

      We Use

      • DocSend – Find and share the documents that close deals.
        We currently use Docsend as part of our sales process. It provides an easy way to show off your content, track views, and build process workflows (using Zapier and IFTTT).

      Other Tools

      Prospecting Leadgen List Creation

      We Use

      Other Tools

      Sales Intelligence / LeadGenSmart Scheduling

      We Use

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