The sales cycle has gone digital and enterprise organizations are scrambling to compete in this new, virtual world. Sales acceleration has one purpose – to quickly move leads through the sales cycle as efficiently as possible.
Selling a B2B SaaS product is hard. It’s not like buying a monthly subscription to Netflix or Canva. It’s a more expensive tool, and it involves researching and meetings on the part of the buyer to make an educated decision.
According to StepChange, smaller B2B sales deals can take around 3 months. For larger sales, the B2B sales cycle may fall between 6 to 9 months. Sales acceleration is a method of creating a more efficient framework or platform to move a lead through the sales pipeline and dramatically shorten the time it takes a prospect to buy.
Sales acceleration software tools ultimately shorten the sales cycle. With a goal of speed, sales acceleration gets prospects through the sales cycle lightning fast, cutting down the time it takes to close the sale, boosting revenue, and improving your organization’s bottom line.
Here are 7 proven strategies to quickly and efficiently move leads through the sales cycle:
Speed up your lead times
Everything is virtual these days and that means everyone wants an answer now. Be on top of new sales leads so your buyers don’t have to wait any longer than necessary to get a response. According to a study by Lead Connect, 78% of B2B customers buy from the company that responds to their inquiry first.
Most sales leaders say that CRMs and virtual conferencing software are the most important tools for virtual selling. 61% of over-performing sales teams use their CRM to automate parts of their sales process. By automating their sales process, sales reps have more time to focus on selling. Sales acceleration that integrates with CRM platforms helps sales and marketing teams make better use of valuable data.
Share dynamic content
A content management system (CMS) enables users to create, edit, collaborate, publish, and store digital content. A CMS is typically used for enterprise content management. A CMS can provide a no-code, user interface with tools to create, edit, and publish digital content.
Your organization’s content, resources, and communications may be disorganized and siloed in different departments and divisions. A sales acceleration mobile platform can give your sales reps easy access to the information they need right on their mobile devices. Sales pros can search within the app and quickly and easily find the resources they need in real-time.
Provide sales training and coaching
Because your sales team is no longer working in the office, sales managers must find other ways to keep up on coaching and training for sales reps. In the past, sales leaders would provide in-office training and collaborate with salespeople to help them with the latest tips and tricks. Now, sales reps may feel more isolated when working from home. Enterprise organizations can use a sales acceleration mobile platform to help coach, train, and collaborate with sales reps and track their progress.
Send real-time alerts
Your sales reps are busy and on the go. It’s important that your sales team has all of the tools they need to interact with customers and prospects. With push notifications and alerts, your sales pros will know when a prospect has requested a demo, booked a meeting, filled out a smart form, or visited a website landing page. With a sales acceleration mobile platform, your salespeople can quickly and easily access the sales content they need in real-time.
Capture data and analytics
Using and engaging with analytics is important for sales reps. Due to the virtual nature of sales interactions, it’s much easier to capture data around the sales cycle. Your sales department can gather insights from sales activities, learning and training, and content. Data-driven information and decision-making shows which sales content reps are sharing and how it correlates with greater sales success. Digital feedback makes it easier to accelerate the sales process and shorten the time it takes to close the deal. The top 24% of sales teams are 1.5x more likely to used data-driven insights. Underperforming sales teams are 1.7x more likely to base their decisions on “a hunch.”
Consider a sales acceleration mobile platform
At CatalystXL, we want to help you quickly and easily share sales content and foster collaboration across your entire organization. We can deliver a no code, custom branded sales acceleration mobile platform that unlocks answers and provides insights via our Cardware™ platform — sharing categorized content in a powerful flashcard format. Our mobile platform provides Sales Acceleration and a Mobile Workplace for your sales teams and sales reps – both in and out of the office.
Book a demo today.