IDEA: embrace sales automation
Before the telephone was invented salespeople sent telegrams. And before companies made cars available to their sales team, salespeople took trains to meet potential clients. Technology has always played a role in helping salespeople sell more efficiently. The last 10 year has bought us a plethora of web-based tools that help salespeople sell more effectively. It surprises me how many sales organization ignore sales automation tools.
In the article below, Dave Howe shares 3 tools created to help you sell more.
ViewedIt is a very easy tool to create personalized videos and screen shares. With the simple click of a button you can package a video up and email it to prospect, client or even use it for internal collaboration.
It’s by no means the first video email, or “vmail” tool out there, but this one has separated itself from the pack in couple key ways that make it particularly exciting.
First off, it’s available as a Chrome extension which makes it really easy to access and use. With the first click you decide what portion of your screen you want to capture and whether to include microphone and camera options. Next you click record and presto! Your personalized video is ready to send. Pretty incredible, right?
You’ll even get an email notification when the recipient opens the video! That’s super valuable because if you send an email and three days later you get the notification—bam—that’s when you know to follow up.
This is a next generation sales tool every pro should have in their stack. Separating yourself from the pack of stereotypical sales professionals is pretty hard. Buyers are fed up with all the junk they get from sales pros who don’t understand their needs. So personalizing every interaction is critical and this is a great way to do that with a cool 30-60 second video.
Also conveniently available as a Chrome extension, Profile Views notifies you of people who have viewed your LinkedIn profile even when you’re not logged in!
Rather than going a few days of not checking your LinkedIn notifications, Profile Views lets you know almost instantly who’s checked your LinkedIn profile while you’re completing other tasks like emails or market research.
This kind of visibility is really helpful because it allows you to reach out to people moments after they engage with your profile.
As a free program, I will be forward in saying it’s not without minor glitches. For some reason, there does seem to be a little bit of duplication of profile views. I’m not entirely sure why that’s the case.
But nevertheless, it is particularly valuable for free LinkedIn users who don’t get the added benefits of a lengthy profile view history. Profile Views will actually keep a running chronological order of the people who’ve viewed your profile.
Let’s say you’re sick or you go on vacation for a week. Instead of losing all that visibility when you come back, now you’ve got a running list of all the people who’ve viewed your profile at any given point in time.
I had the pleasure of seeing this cool tool presented by the CEO Elay Cohen at last month’s SalesTO event.
SalesHood solves a very valuable challenge: The scaling of one-to-one coaching and feedback. For a sales professional to continually progress, they need to regularly analyze their pitch and get feedback on it from their peers, employers and/or superiors.
But the difficulty of course is, as Elay described in his presentation, the cost. It costs millions of dollars for mid to large enterprises to fly sales enablement professionals around the world to meet with the sales team one-on-one, give them regular coaching and vet their pitch.
SalesHood makes it very easy for the average sales professional to get feedback on their pitch in a peer-to-peer review type of fashion. They provide a copy of their pitch to their network and get reviews and critical feedback from their peers. People can suggest anything such as minor tweaks in messaging or improving the value statement with a more refined approach. The tool/platform is available both on desktop and mobile so it’s also really easy to access.
For the average sales professional who doesn’t have access to one-on-one coaching, this is incredibly useful.
There you have it. Those are three awesome tools I’ve just recently learned about and have started personally using to improve my sales process.