Quick, what do the most successful sales teams have in common with the best comedians? The word “quick” in the last sentence is actually a hint.”
“Successful sales teams like the best comedians have a great sense of timing.
As we reported back in October, “good data, updated in a disciplined and consistent way, prompts the right follow up step, at the right time.”
The most successful companies understand the engagement and buying potential at each step in the customer journey. They know the right step at the right time because they have the right information in the CRM.
What CRM gives, it takes away.
Yes, timely CRM data gives you a huge competitive advantage. But at the same time, the CRM is a time sink.
Manual data entry costs the average rep four hours a week. More productive reps become less productive because they have that much more to report.
Almost 30% of all reps spend over an hour a day on data entry and administrative tasks.
Taking back data entry time.
You can eliminate the time that your salespeople spend updating the CRM. And give them more time to sell.
With Rollio’s Artificial Intelligence Engine, a rep can automatically update salesforce.com just by telling the app what transpired.
“Yo, Rollio, Jack Jackson at Jack & Jill’s wants a proposal for 20 fetchable pails of water by Thursday at Noon. Expected closing date, July 13.”
That’s it. No logging in. No navigating to account and activity screens.
The rep can update the CRM while walking from one meeting to the next.
Where spelling is important, like the first time you enter a contact’s name, the rep can simply text the information to Rollio:
“Followed up on Ipsquich Company web lead that came from Genai Batelka. I got through to the decision maker, Klara Myslivcova, the CFO. Scheduled a web demo for Thursday at noon.”
Rollio creates the record.
Turning data entry time into a competitive edge.
The average first response time of B2B companies to their leads was 42 hours; 23% of the companies never responded at all.[1]
Your rep had the time to call back. You were ahead of the game. You were also able to go right to the demo because, these days, customers are 60% through the sales process before they contact a rep.[2]
Timeliness also made a difference. 35 – 50% of sales go to the vendor who responds first and those who follow up web leads within 5 minutes are 9X more likely to get the sale.[3]
So the moral is clear. If you want to be a winner, be timely.
And if you want to see how Rollio can improve your salesforce’s timeliness, click here to schedule a demo.
[1] https://hbr.org/2015/03/what-separates-the-strongest-salespeople-from-the-weakest
[2] https://www.cebglobal.com/content/dam/cebglobal/us/EN/best-practices-decision-support/marketing-communications/pdfs/CEB-Mktg-B2B-Digital-Evolution.pdf
[3] https://www.insidesales.com/insider/lead-management/sales-psychology-self-selectiong-get-there-first/
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