Even though it appears that COVID-19 is slowing down, it does not change the fact that the virus has changed the world around it. Nobody saw a crisis of this magnitude happening, but it has opened our eyes to expose some of the flaws in the current ways we do things.
The economy will likely be dealing with the impacts of COVID-19 for years to come. The way in which business is conducted has changed right before our eyes, but is that a bad thing? While change is scary, it usually is necessary to grow. As businesses reopen, change must be made to accommodate the new world we live in.
One of the main ways that businesses will be different in the post-COVID-19 world is that there will be an even larger emphasis on using technology in day-to-day operations. There are hundreds of business tech tools available, but not every tool will be helpful for every job. Knowing which tool to use and when can be tricky! Luckily for you, we put together this quick overview of some of the most popular tools to use in the sales space.
Customer Relationship Management Software
Customer relationship management (CRM) software is a must-own tool if you want to take your sales team to the next level. CRM helps manage all of your company’s interactions with any customer, or even potential customers.
CRM tools allow you to document everything about a customer. From the first point of contact with a customer to when they leave, it will all be documented on a platform. The value of this information is immeasurable. After this data is collected, you can better understand a customer’s wants and needs.
Your sales team will benefit the most from CRM because of these key features;
- Document each and every interaction with a customer
- Allows teams to track leads improving conversion rates
- Email integration as well as email tracking
- Sales forecasting based on data analytics
- Completely remote platform with internal and external messaging capabilities
A CRM program gives you a complete overview of all of your company-client interactions in one convenient location. The real value comes with what your company decides to do with this information. Say you realize that a large number of customers leave after two years, could there be a reason? Or is it just a coincidence? CRM software will help you answer these questions.
If your company is not using a CRM tool already, we recommend Salesforce. Salesforce is an industry leader among CRM providers. Their platform is extremely powerful, yet simple and easily customizable to fit any sales team’s needs.
An industry-leading platform will come with a hefty price-tag, however. Salesforce’s pricing scheme is dictated by how many features you want and by how many users will be on the platform. A company will need to pay per person using the platform, and prices can range from $25 each user a month to $300 each user a month.
If you are interested in trying a CRM tool, but you are not sure if it is worth paying loads of money for, there are alternatives available.
Hubspot offers a free to use CRM tool. This tool is great for very small sales teams, or for sales teams who are on the fence about paying for a CRM tool at all. The free version of Hubspot’s tool is rather basic but will provide a good overview of using a CRM platform. As you use the platform, you can add on features, but for a cost. Depending on how many features you add, Hubspot can be just as powerful as Salesforce, but just as expensive, too.
Whatever choice you make, expensive, cost-effective, or somewhere in between, CRM software is a must for your sales team.
While Salesforce and Hubspot are great at tracking leads, they are not used to discovering leads. Finding relevant leads can be the most time consuming and tedious process of a sales professional. There are tools today to help cut down on the time wasted qualifying leads, resulting in a more robust sales funnel.
Finding leads has never been easier with the advancement of technology. Almost any person’s title, email address, home address, and phone number can be found online. Most companies do their best to keep their employees’ information private; this is where prospecting tools are helpful.
Tools such as Zoominfo can optimize your team’s sales process by alleviating the time spent at building up the top of the sales funnel. Zoominfo will allow you to discover different B2B prospects based on a set of criteria. Sales teams can find companies based on their location, revenue, NAICS or SICS codes, employee count, and more. Once a list of companies is established, Zoominfo can pull specific employee contact information from each company.
If there are any issues people have with Zoominfo, it is that their pricing model is rather vague and non-transparent. Each company pays for a number of credits. One credit equates to one contact discovered. The thing is, each company is given a different price for a bulk amount of credits, so knowing an exact price is tough. It is agreed that one Zoominfo credit equals about $1.12. Depending on how many leads you need a month, Zoominfo can become quite costly.
There are alternatives to Zoominfo in the prospecting space, but Zoominfo is generally seen as the industry standard. If your company is looking for a cost-effective alternative to Zoominfo, we recommend hunter.io.
Hunter is a less-extensive version of Zoominfo that can be used for free. Just like Zoom, users can find a person’s contact information using Hunter, but the tool is less reliable. Hunter is a great introduction to prospecting tools as each user gets fifty free credits to use each month. Similar to Hubspot’s CRM tool, Hunter can be upgraded to be more efficient, but at a cost.
Building your sales funnel has never been easier than now with the invention of prospecting tools.
As remote work becomes more of a regularity in the workforce, sales pitches will need to evolve. In-person, PowerPoint, or Google Slides still suffice, but if you are going to be sending sales decks to prospects online, a more sophisticated software offering is recommended.
Most people probably do not even realize that there are other presentation software options available to them. For years, people have just used PowerPoint and thought nothing of it. Today, there are other platforms that offer more features than the software that comes already installed on your computer.
Online presentation software, such as Digideck, are capable of creating beautiful presentations that deliver meaningful immersive experiences. Digideck allows users to create presentations that are media-heavy and just stand-out amongst the crowd.
Besides being great to look at, Digideck presentations come loaded with back-end features that are useful for the presenter. Once the deck has been presented, or once it is sent, Digideck will track how the prospect digests the information. If the viewer spends more time on one slide over another, or if they keep reopening the deck, the presenter will be able to see. This data can be helpful when pitching a similar presentation, or when trying to close a deal.
Digideck will be the product with the steepest learning curve. To truly harness the power of online presentation software, the user must be well versed in technology as a whole, but more specifically; graphic design, video production, have a basic understanding of UX/UI and be a great public speaker.
If you are more interested in seeing what Digideck can do for your sales team, request a demo today.
Just keep in mind that these tools are costly and that your business may not have the money available to purchase each tool you want right now. If there is a tool that you need, but cannot afford today, an online-based business loan may be worth exploring. An online loan can be used the same way as a regular business loan, but applicants typically receive their money much faster than a traditional loan.
Remember, the software offerings and tech tools do not stop there! There are so many more tools and resources available to take your sales team to the next level. Always keep improving your business and you will be able to handle anything thrown your way.
If you want to learn more about any of the resources mentioned in this article, or if you want to continue to explore other resources available, check out the company lookup tool over at Crunchbase.com.