Guest post by Sean Gordon.
How much money does your business spend on new business outreach? In 2014, the average budget allocated to outreach ranged from nine and 12 percent of sales revenues and up to 50 percent for a new product launch. Sales acceleration incorporates strategies that automate processes to reduce the required spend.
To make the most of sales acceleration strategy, one must understand what it is, how it creates an efficient sales funnel and which technologies best improve results.
Sales Acceleration Defined
Sales acceleration was created to shorten the sales cycle using tactics, such as immediate response times, increased social media interaction and large databases. These methods, combined with sales automation, increase the leads contacted and converted, while decreasing the resources required.
Creating an Efficient Sales Funnel
Sales acceleration makes the sales funnel more efficient by incorporating social media messaging, tailored outreach and prompt response times. The process utilizes databases of customer information to contact leads and to record every interaction to provide detailed schedules and task lists. The increased knowledge about leads allows sales teams to be more productive.
Information is key to optimizing sales practices. Analytics of each lead can come from company software, social media platforms, etc. Incorporating tailored outreach overcomes the weaknesses of customer relationship management technology to build a bridge that quickly converts leads into customers.
About the author: Sean Gordon is CEO of Intelliverse, a leader in enterprise cloud software and managed services. His experience as director of sales at AT&T and vice president of InterCall led to his success in servicing 2,000 customers from Fortune 500 companies. A graduate of the University of Connecticut, Sean continues to stay relevant and focused on his customers.