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What is Sales Acceleration? Everything You Need to Know
TABLE OF CONTENTS
Samir Majumdar
Samir is the CEO and Co-founder of Veloxy. After spending 20+ years creating corporate systems, boosting revenue, and eliminating inefficiencies, Samir started Veloxy to help sales professionals shorten sales cycles, accelerate pipelines, and close more deals.
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Sales Acceleration is the sales enablement strategy that simplifies and shortens sales cycles. It delivers results by using a mix of sales technology and a value-driven approach to selling.
Sales Acceleration Software is being used to consolidate the sales technology stack. Using this software further streamlines and accelerates the sales process.
Will you be ahead of the curve in 2023?
In this guide, you’ll learn:
Sales Acceleration & Your Sales Enablement Strategy
Most salespeople expect to miss their quota every single year.
This is why sales reps experience high turnover and workplace stress. If you’re not bringing in revenue, the business isn’t either.
But hitting quota every year doesn’t always equate to a perfect sales enablement strategy for a few reasons.
First, quota is set too low to accommodate for sales process inefficiencies.
Second, most salespeople spend most of their time not selling.
For example, sales reps spend over 60% of their time on data entry, admin tasks, and other non-automated activities.
Third, there is a correlation between longer sales cycles and a salesperson’s suffering morale.
The goal of your sales enablement strategy is to give your salespeople the things they need to sell more efficiently.
If they’re not selling efficiently, they’re not feeling valued.
This is why sales acceleration is becoming one of the most important aspects of today’s sales enablement programs.
How to Accelerate Sales in 24 Hours
“Wait, can I really accelerate sales in 24 hours?!”
With a few insight driven decisions and clicks of your mouse—Yes, you can!
Sales Acceleration strategies may look different for every sales team, but they’re made up of the same three building blocks. These are:
Let’s walk through each of these in detail, and explain how you can enable them in only 24 hours.
1: Automating Non-Selling Activity
Non-selling activities are those daily tasks that don’t influence sales.
Typically tied to your CRM, non-selling activities include data entry, admin tasks, manually prioritizing leads, generating quotes, and more.
Non-selling activity consumes 1,372 hours a year for the average salesperson. Salespeople still have to find time to meet with customers and generate sales. This fact leads to salespeople bringing their non-selling activities home with them after hours and on weekends.
Bottomline: If you want to accelerate sales, you’ll need to find a sales acceleration software that automates non-selling activity.
2: Lead Prioritization
Lead prioritization is ranking potential customers on their likeness to engage and buy.
Because there are often thousands of leads in your CRM, salespeople are left to prioritize them manually. As a result, this costs them over 100 hours a year spent on guessing who is most likely to buy.
Nobody knows when buyers are ready to buy, but we do have Sales AI for that.
For example, artificial intelligence can analyze your sales history and buyer behavior to make more educated guesses.
In terms of how Sales AI analyzes data, they usually study past behavior, business insights, and decision makers involved.
When lead prioritization is fueled by artificial intelligence, salespeople can spend more time calling, emailing, and meeting customers in person.
Bottomline: If you want to close more deals faster and easier, you need to trust in Sales AI and perform more outreach. You also need to make sure that you can extend lead prioritization to your smartphone to maximize your selling activity.
3: Mobile CRM
Mobile CRM is when you can access customer data from your smartphone or tablet.
While the purpose of CRM is sometimes an archaic warehouse of mundane data, the aim is to use the actionable data and buyer signals to improve the lives of your customers.
For this reason, extending your CRM to mobile devices is critical (especially for field sales people).
Recent estimates suggest that customer experience is the number one key performance indicator in field sales.
Part of this is the customer’s expectation for a personalized buyer experience. Without mobile CRM data, salespeople would have a hard time satisfying expectations.
Bottomline: Spending more time with customers is only half the battle. You need to be prepared with the right data and insights to earn the trust of more customers.
What are Sales Acceleration Platforms?
Sales Acceleration Platforms is a new and growing market, and more platforms are on their way in 2023.
Below, we’ll cover three of the most popular sales acceleration platforms and whether it’s possible to have them pay for themselves.
Veloxy
Veloxy is one of the most popular sales acceleration platforms on the Salesforce AppExchange. Also known as an AI Sales Assistant, it makes the salesperson’s job easier by automating non-selling activity while optimizing selling activity.
Common sales acceleration features include:
Veloxy has 30 other sales acceleration features. It can be accessed from your inbox, smartphone, tablet, or anywhere you have internet access.
How long will it take Veloxy to give me an ROI?
Anywhere from 2 weeks to 3 months. Most of the time, Veloxy powered sales teams start doubling pipeline, sales, and revenue by month three.
Many clients point to Veloxy reducing non-selling activity by 92% in under 24 hours as an immediate return on investment.
Relayto
Relayto gives your salespeople (not marketing) the power to quickly create and send personalized content. This can be landing pages, PDFs, emails and more.
The content can also be interactive. You can send pitch decks that are more colorful and enjoyable to engage with than PowerPoints. Plus, every click of the customer’s mouse is tracked and shared with you in a dashboard.
How long will it take Relayto to give me an ROI?
Between 1 and 3 months. This of course depends on your average deal size and sales cycle length. Rest assured your customers will find your content more enjoyable than your competitors, and that alone is arguably a solid return on investment.
OneMob
OneMob goes a step further than other video platforms like Vidyard and Loom. While you can record your screen and voice, OneMob gives you more user-friendly features to captivate your customers.
Similar to Relayto, you can incorporate your dynamic videos in emails, landing pages and other content.
Lastly, you can add more call to actions by integrating your CRM, calendar app, and SMS.
How long will it take OneMob to give me an ROI?
It usually takes 1 to 2 months for OneMob to start paying for itself. However, most of their users will say the 8 to 12 times increase in clicks, views, and replies is well worth the investment.
Start Selling Faster, Easier
Read our Sales Manager’s Guide to Sales Acceleration to learn the 7 best tactics for accelerating sales.
Here are some other helpful reads on sales acceleration:
If you’re already selling faster than your competition, you’d also be interested in learning the 10 essentials KPIs for Sales Operations.