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What is Sales Acceleration?

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What is Sales Acceleration?

We exist in a fast-paced world where everyone wants to get things done quickly. Businesses are expected to deliver products and services in the shortest time possible. They also have to reply to customer queries as soon as possible.

When it comes to sales operations, companies have to prioritize speed and efficiency. So most sales teams are always under pressure to meet targets. And it’s more difficult when dealing with outdated technology and inefficient processes.

What is sales acceleration?

Sales acceleration involves a set of strategies, processes, and software that help to automate and streamline the entire sales process. Such software enables sales teams to prospect, qualify leads, and close more deals in no time.

A sales CRM tool allows companies to easily manage their relationships with prospects or customers. Some CRMs provide acceleration features such as sales engagement tools, power dialers, forecasting tools, etc.

How can sales acceleration tools benefit businesses?

According to the stats, 40% of sales reps say prospecting is the most difficult part of the sales process. When trying to convert prospects into customers, you should ensure that your sales funnel is well-optimized for success. Here are some benefits of using sales acceleration tools:

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  • Increases connection and call-back rates

Sales acceleration empowers businesses with the ability to reach out to more prospects and customers. According to Intelliverse, sales reps average around 20 calls a day without sales acceleration software. This increases to around 40 calls a day with sales acceleration software. That equates to approximately 1200 more dials and 14 more appointments per month.

  • Increases efficiency in the overall sales process

According to Crunchbase, sales reps spend an average of 6 hours per week researching sales prospects. With the help of sales acceleration, sales teams won’t have to perform lots of manual tasks. It can boost efficiency in sales prospecting and every other step of the sales journey, i.e. lead scoring, sales engagement, tracking sales activity, sales forecasting, etc.

  • Improves sales and revenue generation

Since sales acceleration is all about efficient processes and automation, sales teams will be able to reach their targets more quickly. 2 out of 3 sales teams saw a return on investment in the first 6 months of implementing sales acceleration software. Over half of businesses surveyed that implemented sales acceleration software reported double-digit revenue growth.

What are the features of sales acceleration software?

Sales acceleration software often provide many features that enable sales reps to optimize their sales operations. Below are features/tools that are included in a sales acceleration software:

Email tracking tools allow sales teams to track their email marketing efforts. They can easily access valuable data such as email open rates, clicks, and attachment downloads. This helps companies to create more compelling email copy and establish more effective schedules.

  • Inbound and outbound call tracking

Inbound call tracking helps to track the source of inbound sales calls and determine which campaigns are attracting leads and prospects. While outbound call tracking software allows sales reps to track outbound calls, automate voicemails, and analyze phone conversations.

Contact management software makes it easier to organize and manage the contact details of leads, prospects, and customers. With such a feature, sales teams would keep accurate lists of contacts and track interactions with them.

After going through the process of generating and qualifying leads, sales reps have to figure out a way to manage these leads. But a sales acceleration software with a lead management feature will simplify the prospecting process.

Sales dialers are software that can dial phone numbers automatically. They help to eliminate the need for repetitive tasks such as dialing numbers and leaving voicemails or messages. With it, sales reps can focus on conversations.

Sales acceleration software often allows sales teams to predict future sales opportunities. This feature works by using prediction algorithms to analyze customer data and past performance. It helps to spot potential issues, determine favorable periods and estimate future revenue.

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Salesforce automation involves using tools or software to automate the repetitive tasks that sales teams are required to do. SFA helps to reduce their workload so they can actually spend more time on selling and converting.

Sales acceleration software should include a feature for data analytics. This would help sales teams to make sense of complex data. It allows them to gain useful insights from their numerous prospects or customer data.

Conclusion

Sales acceleration is a good way to optimize your sales process and get more done quickly. It’s also a good idea to incorporate automation into your overall business strategy to improve efficiency and scale your business faster.

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MARKETING

Trends in Content Localization – Moz

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Trends in Content Localization - Moz

Multinational fast food chains are one of the best-known examples of recognizing that product menus may sometimes have to change significantly to serve distinct audiences. The above video is just a short run-through of the same business selling smokehouse burgers, kofta, paneer, and rice bowls in an effort to appeal to people in a variety of places. I can’t personally judge the validity of these representations, but what I can see is that, in such cases, you don’t merely localize your content but the products on which your content is founded.

Sometimes, even the branding of businesses is different around the world; what we call Burger King in America is Hungry Jack’s in Australia, Lays potato chips here are Sabritas in Mexico, and DiGiorno frozen pizza is familiar in the US, but Canada knows it as Delissio.

Tales of product tailoring failures often become famous, likely because some of them may seem humorous from a distance, but cultural sensitivity should always be taken seriously. If a brand you are marketing is on its way to becoming a large global seller, the best insurance against reputation damage and revenue loss as a result of cultural insensitivity is to employ regional and cultural experts whose first-hand and lived experiences can steward the organization in acting with awareness and respect.

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How AI Is Redefining Startup GTM Strategy

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How AI Is Redefining Startup GTM Strategy

AI and startups? It just makes sense.

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More promotions and more layoffs

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More promotions and more layoffs

For martech professionals salaries are good and promotions are coming faster, unfortunately, layoffs are coming faster, too. That’s according to the just-released 2024 Martech Salary and Career Survey. Another very unfortunate finding: The median salary of women below the C-suite level is 35% less than what men earn.

The last year saw many different economic trends, some at odds with each other. Although unemployment remained very low overall and the economy grew, some businesses — especially those in technology and media — cut both jobs and spending. Reasons cited for the cuts include during the early years of the pandemic, higher interest rates and corporate greed.

Dig deeper: How to overcome marketing budget cuts and hiring freezes

Be that as it may, for the employed it remains a good time to be a martech professional. Salaries remain lucrative compared to many other professions, with an overall median salary of $128,643. 

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Here are the median salaries by role:

  • Senior management $199,653
  • Director $157,776
  • Manager $99,510
  • Staff $89,126

Senior managers make more than twice what staff make. Directors and up had a $163,395 median salary compared to manager/staff roles, where the median was $94,818.

One-third of those surveyed said they were promoted in the last 12 months, a finding that was nearly equal among director+ (32%) and managers and staff (30%). 

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Extend the time frame to two years, and nearly three-quarters of director+ respondents say they received a promotion, while the same can be said for two-thirds of manager and staff respondents.

Dig deeper: Skills-based hiring for modern marketing teams

Employee turnover 

In 2023, we asked survey respondents if they noticed an increase in employee churn and whether they would classify that churn as a “moderate” or “significant” increase. For 2024, given the attention on cost reductions and layoffs, we asked if the churn they witnessed was “voluntary” (e.g., people leaving for another role) or “involuntary” (e.g., a layoff or dismissal). More than half of the marketing technology professionals said churn increased in the last year. Nearly one-third classified most of the churn as “involuntary.”

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Men and Women

Screenshot 2024 03 21 124540Screenshot 2024 03 21 124540

This year, instead of using average salary figures, we used the median figures to lessen the impact of outliers in the salary data. As a result, the gap between salaries for men and women is even more glaring than it was previously.

In last year’s report, men earned an average of 24% more than women. This year the median salary of men is 35% more than the median salary of women. That is until you get to the upper echelons. Women at director and up earned 5% more than men.

Methodology

The 2024 MarTech Salary and Career Survey is a joint project of MarTech.org and chiefmartec.com. We surveyed 305 marketers between December 2023 and February 2024; 297 of those provided salary information. Nearly 63% (191) of respondents live in North America; 16% (50) live in Western Europe. The conclusions in this report are limited to responses from those individuals only. Other regions were excluded due to the limited number of respondents. 

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Download your copy of the 2024 MarTech Salary and Career Survey here. No registration is required.

Get MarTech! Daily. Free. In your inbox.

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