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5 Actionable Ways To Boost Sales


Generating a lead is easy. Converting it into a sale is not. 

What keeps the sales reps from converting a lead into a customer? Is it the lack of efforts? No. Sales teams, around the globe, face similar challenges while closing a deal. 

Challenges Sales Teams Face

A disconnect between sales and marketing teams is a problem that  companies of all sizes face. The data exchange between them rarely happens in real-time, which increases the chances of losing a potential customer to a competitor because disjointed data exchanges limit a sales rep’s access to information that would lead them to a sale.

Multitasking also causes leads to not be converted into a sale. Reps have to juggle between sourcing new leads, handling administrative tasks, making follow up calls, and more. 

Most studies demonstrate that reps are losing out on sales because they do not give enough time to convert the leads. This problem is not new, but what is the solution? The answer lies in a combination of sales time management techniques and new technological advances to free up a reps’ time so that they can focus on improving the bottom line.

Listed below are some of these new techniques and technologies:: 

1) Focus more on building customer relationships

Katherine Barchetti, a well-known retailer states, 

“Make a customer, not a sale” 

As a sales professional, your sole focus should be your customers. Let selling be an effortless process. Build a strong relationship with leads so that they feel encouraged to turn into loyal customers. Achieving this will not be an overnight process. With each new opportunity, you will need to invest a huge number of hours - guiding them, making them understand the features of your product, building trust, and then eventually convincing them to make a purchase. 

2) Use CRM tools wisely

For better management of the sales pipeline, organizations use multiple CRM tools. Pipedrive and Salesforce are some of the most popular CRMs. Though beneficial, using multiple tools simultaneously can prove to be cumbersome and time-consuming, if not carefully handled. 

Integrating these tools to synchronize data can solve this problem. With data synchronized, sales and marketing can better work together as a cohesive revenue generating unit. 

3) Reduce the time spent on administrative tasks

To allocate more time to relationship-building and closing deals, sales reps need to reduce the time spent on administrative tasks like updating the database, collation of information spread across platforms, etc. 

According to Forbes, nearly two-thirds (64.8%) of a rep’s time, on average, is spent on non-revenue-generating activities. If this time is invested in selling, your revenue will certainly witness an increase. Automation workflows are a great tool to keep the time spent on non-revenue-generating activities to a minimum by reducing the time needed to input data and information across different platforms.

4) Improve internal coordination and communication 

It’s important for the team members to know whether other teams and peers have been communicating concurrently with a lead. Miscommunication and lack of coordination between the teams can lead to the loss of a potential customer. By automating this process, communication across a company can be seamless. Just imagine when a marketing agent take action on a lead, the Sales team could be notified via Slack messages while the CRM is automatically updated and engagement metrics are sent to a real-time dashboard.

5) Strategize and prioritize 

Cold calling, on it’s own does not guarantee sales. You cannot achieve the set target by simply calling the contacts from your database. Build a strategy around each customer and stick to it. Speak to them regularly. Follow-up. Listen. Understand. Give them solutions to their problems. 

Also, make sure that revenue-generating leads remain your priority. Do not pursue every prospect that looks like a potential customer. Instead of chasing a customer who would buy a $10 product, invest the same time in the one who would be willing to buy a $100 product. 

Automation Solution

At Built.io, we make it easier for sales representatives to successfully close the maximum number of deals, twice as fast and with half the effort. We offer ready-to-use integrations that:

a) Save time spent on repetitive tasks

b) Improve internal coordination and communication

c) Provide real-time updates and reports 

Here are some examples of the integrations you should explore to learn more about all the ways we can streamline your sales process

Shopify with Salesforce, Hubspot, and Outreach

When a new customer or new order is added in Shopify, Built.io Flow automatically creates a new contact or updates an existing contact in your Salesforce, HubSpot, and Outreach instances simultaneously.

Shopify with Salesforce, Hubspot, and Outreach

Marketo, Outreach, and Salesforce

With this workflow, whenever a new user or account is updated in Salesforce, the user and account will simultaneously be updated in Marketo and Outreach.

Marketo, Outreach, and Salesforce

HubSpot with Outreach

When a contact is updated in Hubspot, this workflow creates or updates the corresponding account and prospect in Outreach.

HubSpot with Outreach

SMS, Nexmo, and Zendesk 

Whenever the status of an incoming call changes, this workflow sends an SMS via Nexmo to customer and then creates a Zendesk ticket 

​SMS, Nexmo, and Zendesk

Slack with RingCentral 

This workflow alerts sales reps on Slack about missed calls from a customer. Additionally, workflow sends a message to the customer using RingCentral, letting them know a sales rep will be in touch shortly. 

Slack with RingCentral

To start using these integration workflows, visit Built.io Flow.

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