How to Select a Sales Automation Solution

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Know your sales organization

Understand the unique needs of your sales organization.

  • Inside sales: Sales done remotely by phone and Internet. Needs include cadence/workflow, calling tools, email.
  • Field sales: Sales done face to face. Needs include mobile access to databases.
  • Lead generation: The process of creating leads and setting appointments for sales reps. Needs include cadence/workflow, calling tools, email.
  • Channel sales: Selling indirectly through a dealer/distributor. Needs include cadence/workflow, calling tools, email.

Sales organizations require efficiency and automation in order to be successful. For inside sales reps, this becomes even more important since they need a cadence/workflow, calling tools and email to do their jobs effectively. As a result of inside sales growth, sales automation solutions have become an integral part of the sales organizations to help streamline the sales process and close more deals. But not all sales automation solutions are made equal.

Sales automation solutions streamline the sales process and help sales reps work more efficiently and spend more time selling. When selecting a software solution, special attention should be given to prospecting since it is one of the most challenging aspects of sales.

According to Bill Johnson, president of Salesvue, “Prospecting is the most challenging and critical phase of the sales cycle. Automating it with a process that delivers insight turns the art of sales prospecting into a science.”

 

Related Topics : Vulnerabilities and Patches, Resellers, Broadcom, Broadband Services, Supercomputing

 
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