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18 May 2020

Digital Tools to Streamline Sales

Digital Growth Programme consultant Martin Broadhurst is our CRM and Automation expert. Martin has given us some tips on how to streamline your sales using some simple digital tools to reach and convert your next customer.

Martin Broadhurst

Do you watch TV shows on catch-up in order to skip through the adverts? How often do you ignore calls from unknown numbers rather than answering them? When was the last time you responded positively to cold email outreach from a sales person?

Ad blockers, caller ID, spam filters and a vast array of other tools have enabled us as consumers, in both our personal and professional lives, to take more control of the things we buy and how we buy them. We are no longer beholden to the salesperson to find out information about a product because we have Google at our fingertips and a plethora of review websites catering for every niche.

This is reflected in the day-to-day existence of the typical salesperson. Research from Topo, a sales and marketing consulting firm, found it “takes 18 or more dials to connect with a prospect over the phone and call-back rates are below 1%.” The same research also found only one in four sales emails are opened. All of this highlights just how important it is to be efficient and impactful at every step of the sales process.

To help overcome these challenges, I've identified three tools that can be used for free.

Sales prospecting: Hunter.io

email marketing

Reaching the right person in an organisation can be difficult when you don’t have their email address. Sure, you can try guessing, but is it john@acme.com, john.doe@acme.com or jdoe@acme.com?

That’s where Hunter.io comes in.

Hunter lets you find email addresses in seconds and connect with the people that matter for your business. They have a database of over 100 million email addresses and can provide you with a confidence score for each email address that you find.

It’s free to sign up and start using immediately. There’s even a free Chrome extension to make life even easier for you.

Lead enrichment: Crystal Knows

Leads generation

One benefit of having a strong professional network is being able to get an insight into a person by speaking to a shared connection before a sales meeting. Is the prospective customer analytical, requiring a lot of detail, or are they a big picture person who likes broad strokes and bold ideas?

Imagine if you had a tool that meant you could get such insights about anyone. And all you would need is their LinkedIn profile. That tool is Crystal Knows.

Crystal Knows is the app that gives you insights into anybody’s personality and coaches you on how best to communicate with that person. I’ve been using the tool over many years and its insights are scarily accurate.

Video outreach: Soapbox by Wistia

In a world where only one in four sales emails are opened, it’s important to make sure those that are opened make a big impression. One of the easiest ways to do this is by using video. Specifically, personalised video outreach.

It’s never been easier to record and send videos via the web thanks to Soapbox by Wistia. This simple Chrome extension allows you to record yourself and your screen at the same time before uploading the video, capturing a custom screenshot, and then embedding that right into your emails.

In my personal experience, these emails are over three times more likely to be clicked and I received more than double the responses than I do from ordinary email outreach. It’s a powerful way to reach prospects.

These are just three tools which can be used to streamline your sales process. If you’d like to learn more about sales automation, join us at our next webinar. To see dates visit our events page

The Digital Growth Programme is managed by East Midlands Chamber (Derbyshire, Nottinghamshire, Leicestershire). It is a programme part-funded by the European Regional Development Fund, the Chamber and Leicestershire County Council designed to help SMEs located in Leicester and Leicestershire embrace new digital technology to improve productivity to aid growth. 

For the latest information and recommendations from East Midlands Chamber in relation to coronavirus – please click here