Navigating your way through your sales pipeline can be tough, since identifying who your leads are and where they are in your process is often a hectic task. You need to prioritize your time but also know as much as possible about your leads, while spending as little time researching as possible.
It’s time to adapt to new practices and tools that will save you time and increase your sales velocity. By baking more efficient tactics into your process right off the bat, you’ll have a sturdy base for revenue growth.
What does your lead pipeline look like now? Transitioning a lead from the first point of contact through the nurturing process to the sale can be complex, and optimizing this process needs to be top of mind. Since we’ve struggled with this ourselves, we’ve come up with five tricks to help you with this task.
But first, a fun fact. Salespeople spend 66% of their time not actually doing sales. Just let that sink in – that’s 2/3 of your sales reps’ day doing something other than selling. You’re probably asking yourself how sales teams can possibly hit their target’s when so much of their time is getting wasted??
There’s many optimization and productivity tools and tricks out there that will save you tons of time researching, qualifying, and targeting leads in addition to a plethora of other solutions you would have never thought of having.
1. Forms are your main point of contact with leads – keep them short.
It’s said time and time again that people bounce on longer forms. Playing the ‘21 questions’ game is not to a great way to optimize conversions off your homepage so you need to keep it short and sweet to in order to drive more signups. Check out the awesome infographic below more tips on how to do this!
2. Save time researching leads with data enrichment.
Data-enrichment tools (like FullContact or Clearbit) do the sales research for you. By pulling publicly available information using just an email address or company URL, you can save time scouring linkedIn looking for your latest lead’s job title and company size! Whether it be consumer preferences, employee data or website ranking, these tools will save you hours of time once spent researching your leads.
3. Don’t treat every customer the same.
Some leads that come in are 10x more qualified than others. So why would you spend the same amount of energy on both? Seems silly, doesn’t it? That’s why it’s key to score your leads for fit before sending them over to sales. Also, placing them onto lists, called segments, to target them in a unique, more personalized way, is a great way to drive better engagement.
4. Automate everything, period.
Do anything in a manual way is an extreme waste of time, especially when there are so many tools and products on the market that do exactly that – automate. Find the right workflows and automations that work for you, spend time building them properly and you won’t know what to do with all your free time after…oh ya, more sales!
5. Live in fewer places.
Living in multiple browser tabs all the time is a huge barrier to productivity. Integrating your inbound and outbound tools into one space allows you to quit the back and forth of using multiple platforms at once. You’ll also have better alignment between your sales and marketing activities, which means your revenue engine will run smoother. Blitzen allows for your marketing and sales teams to meet in one hub, with the ability to pull in your inbound campaign and outbound activity into one browser tab!
Now, let’s say that ‘fun fact’ backwards: only 33% of a sales team’s day is spent selling. That means that ⅔ is spent on other tasks such as manual data entry, administrative and meticulous follow-ups. Optimize your sales funnel with these 5 short cuts and you’ll never look back.
Try a free 14-day trial of Blitzen today to see how you can build intelligent forms, score & segment your leads and automate the flow of data to your favourite tools at www.blitzen.com.