The Importance of SalesTech
SalesTech (or sales technology) is the tools and software your teams use to improve productivity, communication, and lead conversion—all of which aid reps move prospects using your funnel.
If you're new to the sales technology space, it's major to note how it varies from sales automation and empowerment. While both are the main components of a holistic sales tech stack, they each play a different strategic role.
- Sales automation utilizes technology to organize and automate your team's most tedious, repeatable tasks—enhancing efficiency and giving your reps time to focus on closing the deal.
- Sales enablement still comprises the tools, processes, training, and resources an organization gives to increase rep efficiency and success.
Sales teams who want a unified customer experience should ensure that automation and enablement technology perfectly support their overall business and marketing strategies.
The Importance of SalesTech
Investing in the correct sales technology can improve how your team engages—internally with fellow team members and externally with leads—ultimately improving your bottom line and employee and customer satisfaction.
Amongst its many benefits, SalesTech aids your team make accurate forecasts and strategically plan business activities. When leveraged properly, sales technology can also support your team to:
Increase Efficiency and Productivity
Your sales teams spend many hours a week engaging with and converting leads, wherein they dedicate a considerable amount of that time to necessary but mundane, repetitive tasks. Most companies may be surprised to learn that about one-third of sales activities can be automated, including task management, email sequencing, and lead piping.
With SalesTech, you can automate these manual tasks to enhance productivity and collaboration on a company-wide scale. For instance, using a customer relationship management (CRM) tool allows your team to access an all-in-one hub of lead and customer data.
Enable More Effective Lead Generation
As the world speeds up, sales teams want to sell faster, and SalesTech can be your reps' secret weapon for converting leads. SalesTech aids teams enhance communication and sharing the most recent updates with colleagues and customers.
Tools that support a customer-centric approach, for instance, ensure that reps have the insights to provide a personalized customer experience that better converts leads into loyal customers. With clear visibility into trending data (built from accurate, real-time information), reps can swiftly assess a lead's possibility to buy and adjust their sales strategy as needed.
Enhance Customer Experience and Engagement
Knowing your customers better makes delivering a targeted experience easier. SalesTech tools are a great way to view your company and sales journey from your customer's perspectives, allowing your team to understand their needs comprehensively.
In turn, you can offer a solution that speaks to their pain points to instill confidence, commitment, and an active relationship with your brand—all of which help boost profits. With the uphold of artificial intelligence (AI) tools like chatbots, you can answer customer questions and collect real-time feedback, ensuring your customers feel seen and valued.
Foster Better Sales and Marketing Alignment
Your sales and marketing team activities always run parallel and may even overlap. Both are important on the same page to move leads through the funnel without being duplicative or contradictory. SalesTech aids teams evaluate the entire buyer journey, from awareness to conversion, allowing you to improve various touchpoints and increase the probability of a sale. Along with improving collaborative efforts, SalesTech reduces gaps in service that may otherwise cause a lead to go cold.
Improve Scalability
By leveraging an intelligent platform that offers direct insights into which messages and sales activities are driving the best results, you can easily replicate proven techniques, standardize your process across your entire team, and increase revenue. Sales technology makes it extra easy for reps and sales leaders to follow a proven method for success backed by key data. Therefore, team members can unlock winning methods that become part of an effective, scalable playbook.
