In today's fast-paced business world, sales technology plays a crucial role in the success of an organization. From managing resources to data integration, it's important to have a comprehensive and strategic approach to your sales technology. In this post, we'll discuss the key elements of a successful sales technology strategy, as discussed by industry experts in a recent panel discussion.
- Leadership and Mentorship
The first element in a successful sales technology strategy is leadership and mentorship. According to Scott Aicher, the process of learning and using new tools in sales should be tailored to the individual and their unique routine. This includes the role of mentorship, as it is often neglected in the industry. It is important to remember that each person learns at a different pace and that a one-size-fits-all approach to training and management is not effective.
Infrastructure, including your CRM and salesforce automation, is another important aspect of a successful sales technology strategy. According to Mark Winter, it is essential that these systems are integrated to avoid slowing down the sales process. He also emphasizes the importance of paying for the extra bells and whistles in your CRM system, as they can greatly improve the efficiency of your sales team.
The acquisition of third-party data is also a crucial component of a successful sales technology strategy. Jeff Pelliccio mentions the importance of connectivity and the ability to curate information at the top of the funnel, using tools such as semrush, SpyFu, and Moz rank. Anna Frazzetto adds the importance of consistency, as the sales process should be structured and have performance measures in place.
In conclusion, a successful sales technology strategy requires a comprehensive and strategic approach, including leadership and mentorship, effective infrastructure, and the acquisition of third-party data. By considering these elements, organizations can ensure that their sales technology is optimized and contributing to their overall success.