Technology can help you manage your sales pipeline like never before. But if you’re still missing sales opportunities, it might be time to strengthen your selling muscles, so to speak, with a CRM suite that harnesses the latest advance in modern mobile technology: predictive sales enablement.
Missing sales opportunities isn’t about lack of effort. It’s about lack of information. Nine times out of ten, sales reps don’t know about nearby leads, prospects, clients, and other opportunities to make contact or cultivate a relationship. Again, this isn’t for lack of research, but when you’re in the field, correlating all the details and pinpointing where you need to go can feel like a problem that can only be solved by a supercomputer.
Add to that the fact that not enough touches are being made when and where they need to be made, and conditions are ripe for your sales pipeline to weaken. The unfortunate thing about both of these variables is that the two together make for a particularly vicious cycle. They each feed off the other and grow more and more problematic until your sales pipeline is all but falling apart.
And while this may seem like an insurmountable problem, the solution is actually simpler than you might think. All it takes is a tablet or smartphone and that predictive sales enablement software mentioned in the opening paragraph.
So what exactly is this predictive sales enablement software we keep talking about, and why is it so special? Here are the answers.
What it is
Predictive sales enablement software combines the power of many apps into one powerful tool for sales professionals. The best of these suites (e.g., Veloxy) are built on a cloud-based, SaaS platform that collects and aggregates data from a vast array of both internal and external information sources. After bringing all the data together from systems such as corporate websites, geo-location, social media, and a host of others, tools like Veloxy present this information contextually at the touch of a button or the tap of a screen.
Why it’s So Special
Aside from bringing all the important information sources together in one place and being mobile, predictive sales enablement apps and software can actually tell you what you need to do next in real-time.
The real-time feature of apps like Veloxy means that you don’t have to go sifting through the various information sources to find updates. When changes are made—by you, another salesperson, or someone in your pipeline, predictive sales enablement software updates everyone associated (i.e., all the salespeople involved) so they all have up-to-the-minute accurate information.
Then, things get really cool because apps like Veloxy incorporate the “predictive” part of the equation to give users incredible control over their pipeline and insight into what needs to be done when. Apps like this provide notifications based not just on your schedule or your organizer, but on your tasks, what’s coming in through your email, what your team is doing, what you’ve searched recently, and even the geo-location of you and your leads, prospect, and clients.
A Personal Assistant in the Palm of Your Hand
Now you never have to miss an opportunity to make a sale or strengthen a relationship again. Your tablet or smartphone teamed with predictive sales enablement software can put all the information you need at your fingertips and even tell you where and when the best opportunities are.
So whether you’re a salesperson or a team manager, strengthening your pipeline is as easy as downloading an app and taking advantage of the advanced technology that the 21st century has to offer.