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A Sales Tech Stack Isn’t The Solution to Your Problem

November 12, 2019
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by Tim Hughes | @Timothy_Hughes | LinkedIn

I’ve just put a search term into Google “list of sales tech” and spotted an article “The 45 Best Sales Tools: What You Need for 2019” here it is below

The 45 Best Sales Tools: What You Need for 2019 https://www.intercom.com/blog/sales-tools/ via @intercom

Amazing 45 sales tools, really?

Having looked down the list, I would suggest a couple, but certainly not 45.

I certainly suggest you need a CRM, the one we use, Nimble https://www.nimble.com/ we use LinkedIn Sales Navigator (and reckon this is the best on the market), we also use Leadfeeder, we use the free version of Bombora, Brandwatch and Zubtitle for subtitles on videos.

Now reading though the list, you make need tech for helping with demos if you demonstrate software, etc etc.  But, let’s get this straight.  There is a lot of Sales tech that is there because you are still selling in an old fashioned way.  And if you just came into the 2020s you wouldn’t need it.

Let’s understand where we are…

You have all seen the statistic from Gartner, what was CEB saying that prospects are 57% of the way through the buying process before they declare themselves to a salesperson.  To be honest, it does not matter if it’s 35% or 85%, either way, unless you are active on social, you are invisible to these people.

No sales tool can help you with this apart from Sales Navigator and unless you have a number of fundamentals in place you will use Sales Navigator to turn yourself into the worlds best spammer.

A client once said to us “we sent 250 inmails and got nowhere”, we agreed and said, “yes, because you look like spammers”.

The Gartner research points out that buyers are looking for “experts”.  Somebody to help them buy.  If you pick any of the products off the list.  Intent Data, for example, where would you start?

On Google of course.  This search will take you to a number of pieces of content, some helpful, some not.  All along, you will be educating yourself on what “intent data” is and if the products you find are what you want.  At some point, you are going to need to deal with a salesperson.

Who you going to pick/  The person that says “once I get my teeth into a prospect, I never let them go” or somebody you would be happy to be at a bar-b-q with?

You need a personal brand, this is so that buyers looking for help, will pick you.  This will give you “inbound”, it will also help with the “outbound” but let’s come to this.

To enable you to get more people finding you, you need an extensive network, not contacts, a network.  This will also enable you to get referrals, which is even more inbound.

To enable you to look like an expert you need contact, that’s content you have found, via a free tool such as Flipboard, or content you have written yourself.  An article like this is a great example.

If you are not doing any of this, you are leaving money on the table. Period.

Our advice is also to be on more platforms than just LinkedIn. 

The second piece of advice is that people are pissed off with being interrupted.  It could be cold calling, unsolicited emails, advertising and people now are using technology and legislation to keep away from people doing this.

Products that enable you to email and cold call faster, are not going to save you, they are just going to piss more and more people off.

Now here’s a thing.

The problem with legacy sales methods like cold calling and unsolicited email is that they are inefficient and ineffective.  Basically you have to throw shit at the wall and hope it sticks.  Time is wasted in talking to people that don’t want to talk to you.

For example, if you go to a networking event, the cold calling / cold emailing approach assumes you have to talk to everybody in the room.  Wouldn’t it be easier to find out who you needed to talk to before the event and just talk to those few people?  Focus?

With something like Sales Navigator, you can do that.

People who read this article also read these:

https://dlaignite.com/what-eriks-ipad-taught-me-about-sales/

https://dlaignite.com/what-can-ivan-pavlov-and-his-dogs-teach-us-about-social-selling/

https://dlaignite.com/take-action-take-action-now/

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AVANTAGEHeadquarters
Organically grow the holistic world view of disruptive innovation via empowerment.
OUR LOCATIONSWhere to find us
https://dlaignite.com/wp-content/uploads/2019/04/img-footer-map.png
GET IN TOUCHAvantage Social links
Taking seamless key performance indicators offline to maximise the long tail.

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Copyright by BoldThemes. All rights reserved.