building your sales technology stack - smart selling tools · marketing & sales alignment...
TRANSCRIPT
Your Complete 3-Step Guide to:
Pick from nearly 100 sales challenges to identify your unique needs and then match those to technologies
Building Your SalesTechnology Stack
There are nearly 50 categories of sales tools and close to 1,000 solutions. While there’s no shortage of directory sites that catalog sales technology, there hasn’t been a way—until now—to self-diagnose one’s own organization and determine which solutions can help best.
Smart Selling Tools has created a framework
to think through your own unique challenges, and then identify specific categories to fit those needs.
This guide offers specific steps for using the models so you can be on your way to a high performing organization using the perfect digital sales technologies for your company.
Sales Stack Maturity
Building Your
Sales Technology
Stack
Technology matters only to the
extent that it can help you improve
revenue performance.
In the end, selling more in less time is precisely whattechnology should help a sales organization do.
Sell More. In LessTime.
SECRETS TO REVENUE PERFORMANCE
Let’s get Started
Follow These Steps
Step OneUnderstand the Hierarchy of
Revenue Needs
HOW TO CLOSE
WHEN & HOW TO ENGAGE
HOW TO SELL MORE
WHY BUY & FROM YOU
WHO TO SELL TO
Manage, Forecast, Analyze
Develop, Coach, Onboard
The Hierarchy ofRevenue Needs™
These are the basic needs required toincrease revenue. And where technologycan help you sell more in less time.
Review the Needs for each
Hierarchy level and check those where improvement is needed
Step Two
Build prospect lists Determine ideal customer profile based on success Ensure high-level of lead follow-up Facilitate outreach through social networks Find email and phone contact data Identify connections to prospects within your network Increase call connect rates
Maintain and refresh database Map buyer political landscape Marry online inquiries to existing account records Prioritize prospects for optimized activity Respond to Leads quickly Route Leads to the ‘right’ person Score Leads and qualify them for sales Test & verify email addresses in database
CHECK ALL ITEMS THAT ARE HOLDING YOU BACK
Who to Sell toDo salespeople have the technology neededto discover opportunities in the market,prioritize selling effort, target all decisioninfluencers, and maintain and grow yourdatabase?
A/B or other message testing for sales rep emails Alert reps when sales steps or activities missed Auto Dial on phone numbers Automate email outreach Automatically log calls Build buyer Consensus Coordinate meeting times and schedules
Have instant online meetings Know optimal number of touch points Know what technology prospects use & when they change Know when prospects engage Know which content progresses deals Log emails, tasks, and opportunities through email client Nurture future opportunities
CHECK ALL ITEMS THAT ARE HOLDING YOU BACK
Present, show product catalog, and capture leads Provide prospect-specific call scripts Record live calls Send email to a full list of prospects Send video email messages Share & Track Video demos Understand prospects' business and challenges
Create customized prospect or deal portals Create email/call sequencing workflows Create, Share, Customize email templates Define the sales process & specific steps Facilitate the online selection of content or products Facilitate the sending of swag, or other marketing assets Get email alerts/digests on key accounts & the market
When & How to EngageDo salespeople have the technology to build interest and momentum, to get prospects to engage (get emails opened and calls accepted), to know what works and why?
CHECK ALL ITEMS THAT ARE HOLDING YOU BACK
Align solutions with buyer challenges Auto recommend relevant content to buyers Auto recommend relevant content to salespeople Build buyer consensus Create customized prospect or deal portals Easily send swag, or other marketing assets
Get alerts/digests on key accounts & market intelligence Map buyer political landscape Plan account-specific strategies Quantify ROI and value Share & Track Video demos Understand prospects' business and challenges Share, access & collaborate on a knowledgebase
Why Buy, Why From YouDo salespeople have the technology neededto discover opportunities in the market,prioritize selling effort, target all decisioninfluencers, and maintain and grow yourdatabase?
Collaborate on account activities & responsibilities Configure quotes and proposals Facilitate the online selection of content or products Get contracts signed electronically Identify referrals to help close deals Plan account-specific strategies Track and monitor changes in deal status (and causes) Track contract workflow Track signature statues
CHECK ALL ITEMS THAT ARE HOLDING YOU BACK
How to Close the DealDo you have the technology to enable the sales rep to create contracts in real time, generate quotes, and capture signatures.
Configure proposals with complimentary systems & solutions Create customized prospect or deal portals Map account white-space Measure customer satisfaction Nurture future opportunities Understand and monitor the delivery of purchased services
CHECK ALL ITEMS THAT ARE HOLDING YOU BACK
Do salespeople have the technology to nurture current customers for up-sell and cross-sell purposes? Do they have the ability to map the white-space for their solutions within target accounts. And, do they have the ability to track customer satisfaction and fulfillment to secure a renewal?
What Else to Sell & How to Repeat
Circle all items that are holding you back Analyze activities to auto-assess deal probabilityAnalyze territories and assign to reps Analyze win/lossIdentify at-risk deals (and why) Identify where reps are spending time Judge forecasts on past and predictive analytics
CHECK ALL ITEMS THAT ARE HOLDING YOU BACK
Know optimal number of touch points Know which content progresses deals Monitor & analyze pipeline velocity & underlying factors Quota planning, scenario analysis, & AdministrationRoll-up the forecastTrack and monitor changes in deal status (and causes)Track Sales rep activity metrics
Sales Management, Analytics, Forecasting & Operations
Do you have the technology needed to roll-up the forecast quickly, dive deep into forecast movement, identify at-risk deals, coach the right people at the right time, and measure KPIs?
Identify where reps are spending time Motivate sales performance and reward behavior Provide prospect-specific call scripts Quiz on, and reinforce skill-set and knowledge Role-play and feedback via video Track and monitor changes in deal status (and causes) Train salespeople on the use of internal sales technology
CHECK ALL ITEMS THAT ARE HOLDING YOU BACK
Skills Development,Coaching, Onboarding& Reinforcement
Do you have the technology to automate skill-set assessment,record and share best practice skills, onboard new reps to fullperformance quickly?
Step ThreeReview the items you checked in step two. Determine which hierarchy level
to focus on. See the Sales Stack Maturity Model for technology ideas.
Account Based Marketing
Account Based Selling
Account Management, Strategy & Planning
Artificial Intelligence
Buyer Communication & Engagement
Cadence Tools (automated outreach sequencing) Channel Partner Enablement
Coaching Tools
Contract Management
CPQ (Configuration, Pricing & Quoting)
CRM
Customer/Prospect Portals
Customer Success ManagementData Cleanse & Append
Dialers
Email Plugins (Templates, Tracking)
eSignature Tools Forecast Analysis & Roll-up
Gamification
Guided Selling
Internet Lead Clipping
Lead Management
Lead Scoring and Routing
Marketing & Sales Alignment
Mobile Sales Enablement
Online Meeting
Opportunity Management
Pipeline Management & Deal Flow
Predictive Analytics
Prospect/Lead Prioritization
Presentation Tools
Proposal Creation & Sharing
Renewal Management
ROI Calculators
Sales Coaching Sales Compensation, Planning & Admin.
Sales Enablement (content relevant to opportunity/stage) Sales Follow-up
Sales Performance Management
Sales Intelligence (databases, lists, news & alerts) Sales Playbooks
Skills Development, Measurement &
Reinforcement
Territory Planning
Value Visualization Tools
List of Solution Categories
White Belt Blue Belt Purple Belt Brown Belt Black Belt
Internet Search • Lead
Clipping • web forms
Sales Intelligence
Clipping • web forms
Predictive Lead Scoring
Marketing Automation
Data Cleanse &
Append AI Lead
Follow-up
Account-Based Selling &
Marketing
Predictive Analytics
Phone & Email (wing it)
Online Meeting
Email Plugins Email
Dialers
Lead Management
Buyer Engagement
Sequencing or Cadence
Tools
Lead Management
Email Pitch Live Pitch
Automated Demos
Mobile Sales Enablement
Customer Portals
Generic PowerPoint Presentation ToolsBuyer Engagement ROI
Calculators
Account
Management
Guided Selling
Sales Enablement
Value Visualization
Spreadsheets
Documents EmaileSignatures
Proposal Creation
Pipeline Management &
Deal Flow
Opportunity
Management
CPQ Contract
Management
Nothing CRM Email Sequencing Account ManagementAccount-Based Selling
Renewal Management
Spreadsheets CRMPipeline Management &
Deal Flow
Sales Performance
Mgt
Sales Compensation
Planning & Admin’
Forecast Analysis & Roll-
Up (machine-learning)
Territory Management
Face-to-face Training, Sales Portal
eLearning, Gamification,
Knowledge
Reinforcement and
Coaching,
Sales Perfor’ Mgt,
Assessment-
certification,
Video Role-Play &
Practice,
Prescriptive Performance
Analytics/Insights
Someone to Sell to
A Way To Engage
Compelling Value
Execute to Purchase
Buy Again
Management, Admin
Forecasting & Ops
Skills Development,
Measurement &
Reinforcement
Sales Stack Maturity Model
Account Based Intelligence:
Account Based Selling:
Account Mgt, Strategy & Plan’:
Artificial Intelligence:
Buyer Comm’ & Engagement:
Cadence Tools:
Coaching Tools:
Contract Management:
CPQ (Config’, Pricing & Quoting):
CRM:
Customer/Prospect Portals: Data Cleanse & Append: Dialers:
Email Plugins (Templates, Tracking): eSignature Tools:
LeadGnome
Altify, Membrain, Revegy,
Altify, Membrain Revegy
Conversica, Companybook
ClearSlide, LiveHive, Yesware
LiveHive
QstreamApttus, CallidusCloud Apttus, CallidusCloud
PipelineDeals, VanillaSoft, Salesforce
Folloze, SKURAAvention InsideView, RingLead FrontSpin, VanillaSoft, Velocify LiveHive, Yesware, LeadGnomeDocuSign, Adobe
Gamification:
Guided Selling:
Internet Lead Clipping:
Lead Management:
Mobile Sales Enablement:
Opportunity Management:
Predictive Analytics:
Sales Coaching:
Sales Comp, Planning & Admin.
Sales Enablement:
Sales Follow-up:
Sales Performance Management:
Sales Intelligence:
Skills Development:
Value Visualization Tools:
CallidusCloud, GamEffective
Highspot, SKURA, Seismic,
RO|Innovation,LiveHive
FrontSpin, VanillaSoft, Velocify
App Data Room
Altify, Membrain, Revegy,
SalesPredict
Altify, Qstream
CallidusCloudHighSpot, KnowledgeTree, Seismic, SKURA, RO|Innovation LiveHiveAltify, Membrain, Qstream, Revegy
Avention, DiscoverOrg, InsideView
Qstream
Alinean
Sample Solution Providers
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Next Steps