Marketing automation is not a new concept, HubSpot, Pardot, Marketo, etc. have been on the radar for a while now. In fact, most of the companies that we work with are using one of them or some other marketing tool in their process.
Sales Prospecting — In our experience, live and die based on the quality of your data and how you organize it into a process — particularly your prospect data. Sales’ prospecting is definitely a garbage-in, garbage-out type thing. If you don’t have a decent list, then you almost certainly won’t get the results you want.
When you think of how to scale your sales process and increase revenue, hiring is usually the first idea that comes to mind. More people equal, more activities which creates more opportunities, and leads to more revenue…right?
Not always. Hiring more people comes with its own set of challenges — new talent comes at a cost of both time and money. Great people are expensive and if you cut corners here, you’ll probably regret the decision. Even great talent needs nurturing to adapt to your process before they start adding value. Count on at least 30 days+ for the new hire to get up to speed. The process of finding the right people takes a lot of time and energy away from other, more important things, and it can be expensive if you work with outsourced staffing agencies. If you want to scale without draining all of your resources, don’t put all of your eggs in the hiring basket. Instead, find ways to make your existing salespeople more productive.
Here are a few ways to scale your sales process without hiring:
Most people in sales spend a major chunk of their time prospecting and booking meetings. And then, during the later stages of the sales process, the same people shift their focus to follow-up and closing deals, making it harder to generate new leads after prospecting has taken a backseat. It’s an endless cycle.
Prospecting is not a complicated process, but it’s very time consuming. Moreover, most salespeople are not very good at it. Automating this process with a sales prospecting solution like Vista Lead Generation takes the heavy lifting off your plate by sourcing leads and automating multi-touch workflows that leads to new business. This helps your team eliminate most of the routine work and concentrate on the later stages of the funnel which actually require a human touch.
Focus on What Increases Revenue
Measuring how many hours spent on a given task in the sales pipeline makes it easier to cut out the non-performing tasks and spend more time on tasks that have a higher impact on conversions. For example, most salespeople don’t spend enough time on follow-ups, which reduces their conversion rates. Or for us, when we slow down our Vista Leads efforts, we see a drop in monthly demos. Figure out which activities move the needle the most, and make investments and adjustments to spend more time doing those things.
Most salespeople have potential to improve their game if they’re given adequate opportunities to do so. Vista Leads is one of the easiest ways to grow revenue and increase productivity without adding additional manpower. So, if you want to scale, focus on working with what you’ve got first. You’ll certainly save time and money, but there’s more to it — you’ll build the foundation for a high-performing team.
One of the prevailing themes of this from our clients is the notion that less is more. We know you love your product, and that is your flaw because when you love something you can go on for hours and hours about how great it is, how it is going to change the world and why everyone needs it. But those sales emails go straight to the Junk folder.
Most B2B lead generation is done using stale, off-the-shelf data. Sales teams spend 67% of the time on data entry and only 33% selling. At Vista Lead Generation, our teams carry out custom research to produce highly-targeted lead Vista Verified lists created specifically for each of our clients. We locate hard-to-find company information, key decision makers, and contacts in new markets.
Companies both large and small are relying more and more on their marketing departments to drive growth. Growth implies speed and scalability. “Do more with less!” is the edict coming down from the C-Suite as growth marketing leaders scramble to build the plane as they fly it with limited resources.