Today’s inside salesperson is no longer tied to the phone as their only sales tool. Instead, the smart salesperson knows that their success depends on how well they understand and use many specific sales tools throughout the sales process. In order to survive and navigate the sales landscape, they must have a High Tool IQ which means being proficient with their sales tools utilizing them to engage with customers. In this video, we will make sense of all the tools out there and only focus on the must-have tools every inside salesperson should have in order to enhance the sales process and virtual relationships with their customers.
- Today there are hundreds of new sales tools that have entered the market, all promising greater productivity and revenue growth. It can be overwhelming with the choices out there. An inside salesperson sets themselves up with the basics, desk, computer, monitor, phone, headsets, and a pad of paper and pen. Great start, this is only the beginning, because your tools drive your selling success, helping you stay close to your prospects, watching, listening and tracking their every move.
Tools create intelligence, productivity and customer insight, they are the virtual hand shake, that creates relationships. Do you like to shop like I do? Good, let's go on a shopping spree for the essential tools. While I'm not going to recommend actual names of tools, we're going to discuss the major categories to include in your tool kit. The first one is your CRM, that stands for Customer Relationship Management, after contacting your prospect and having a great discussion, where are you going to document your information? Your CRM is the basic tool that sets the foundation for managing prospects and customers.
It's a central repository that records and manages all your prospects and customer transactions and intelligence. It also provides reporting, forecasting, and pipeline visibility. Everything lives in the CRM, and tracking sales metrics can all happen from the CRM. Plus, the quality of their information capture and data can be monitored. The second one is a sales intelligence and pre-call research tool.
How will you know who to call, and how much research about the company you'll do. Customers are too smart, they have lost patience for sales people who call them unprepared. Sales intelligence, plus the right people, plus the right message equals relevance. Tools provide real time access to company information, relevant news, and political hierarchy changes. The third one is calendaring, once your customer has agreed to a meeting, how will you confirm it? There's too much time being spent on coordinating, confirming and scheduling appointments and demos, presentations and proposal reviews.
Having a good calendaring tool reduces getting your appointments cancelled and saves time. The fourth one is your power dialers, if you want to cast a wide net, and call lots of prospects, you might want to consider a dialer. With connect rates dropping below 6%, salespeople are desperate for live conversations. When you invest in power dialing software, it accelerates calls and connects you with more live prospects.
Tools such as dialers will create an uptick and spike in your outbound numbers. The fifth one is marketing automation, if you want to reach out to thousands on a regular basis, or stay in front of your prospects without always calling them, you want to include a marketing automation tool in your outreach efforts. The best way to stay in front of your prospects, is with outbound messaging campaigns, either for an upcoming webinar or a weekly newsletter.
The response will provide potential marketing opportunities and leads. Web conferencing and presentation is the sixth one, if you want to demo your new product or present to a team of decision makers, the best way to get everyone on board, is through a web conferencing tool. This visual discussion gets everyone together, and increases the chances of your sale moving forward. And the seventh one is social selling, most of our customers rely on their social networks for advice and guidance, so it makes sense that social selling is gaining in importance.
LinkedIn is the primary social selling tool for inside sales, and we're going to talk about that in another video. Have I convinced you to increase you're tool IQ? Now that you have a good understanding of these various tools, spend some time testing out a few, and don't forget to keep them open and available for easy access during your prospecting efforts.
- Understanding the qualities of successful inside sales pros
- Using the right sales tools
- Social selling with LinkedIn
- Improving your response rate
- Building a foolproof qualification plan
- Getting past gatekeepers
- Handling objections
- Closing the sale