Sales Best Practices

Doing More with Less: Why You Need a Sales Engagement Platform

Audrey Weber's Avatar

Audrey Weber

Associate Content Editor

Navigating a global pandemic is new territory for all of us. In this new era of working from home and shrinking budgets, many sales organizations are struggling with the sudden loss of face-to-face interactions and are taking a closer look at their sales tech stack to make the most of each.

But how do you decide which tools are worth paying for and what should be cut? It can be a little daunting to figure out how to lean your sales stack, and it requires thoughtful precision so it doesn’t collapse like a JENGA tower. To help you, we've created a list of sales functionalities that you might already have, and how you can do more with less by implementing a sales engagement platform.

Too Many Tools = Missed Opportunities

Data can get bottlenecked or even lost with too many sales tools. Just ask Lindsey Liranzo, Director of Online Sales and Sales Development at Zoom, everyone’s must-have platform during the pandemic. Before they switched to Outreach, Lindsey explained that they “had disjointed tools and none of them talked together.” The different tools had multiple data sources, each with conflicting data, or none at all, making it difficult to share insights across teams. But after implementing Outreach, the platform gave Zoom’s revenue teams a single place to look at engagement and prospect data, allowing them to fine-tune their strategies.

Be like Zoom and opt for a leaned tech stack that does more with less, and putting a sales engagement platform at the heart of your tech stack to pump out new strategies across teams.

Here’s our list of the powerful functions that any SEP should provide, how Outreach's advanced features can take your team to the next level.

1) Strategic Bulk Action: Ditch the Spreadsheets

Yes, you could put all your prospects, accounts, and emails in a Google Doc or spreadsheet, and send them one by one. But your ability to test and automate is severely limited without an SEP. This was one of the main reasons Zoom looked to adopt Outreach. Before Outreach, Zoom’s marketing and sales teams were forced to manually relay information to the sales team, and reps were using spreadsheets to track successful messaging. But there was no data to determine if that messaging could be successfully replicated for a different customer, and managers couldn’t identify what was working or when a follow-up was needed.

With Outreach, teams can A/B test messaging and engagement strategies, and seamlessly pass--and track--leads across the customer journey.

 

Pro Tip for Outreach Users: Save time by using Templates, Snippets, and Sequences to create uniform messaging across email and SMS, rather than utilizing Word docs and copy and pasting. Deciding what experiments to run, well, that’s up to you.

2) Email Tracker: Monitor Your Relationships

For those of us with an ever-overflowing inbox, email tracking is essential. It allows you to see who is engaging with your content and reach out to them at the most impactful and relevant time, as well as drop prospects into Follow-Up Sequences to maximize every opportunity. Outreach provides real-time activity feeds and desktop notifications so you don’t miss a beat and provides deep functionality without ever leaving your inbox.

Pro Tip for Outreach Users: Outreach is also taking sales orgs to the true intent of a prospect email by using machine learning to classify replies into positive, negative, or neutral replies. Learn more about Sequence Intent Reporting and our Beta program here.

3) Meeting Scheduler: Goodbye Scheduling Woes

Did you know the average salesperson spends 12% of their time scheduling calls and meetings? That’s 5 hours a week in a 40-hour work week! Imagine all the time you could be having meetings instead of scheduling them. With Outreach Meetings, reps can drop their availability right within Gmail and let prospects choose the time that works best for them.

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Pro Tip for Outreach Users: Reps can book meetings on behalf of other reps, so SDRs can book meetings for AEs and keep the momentum moving forward by scheduling the next step. Screen_Recording_2017-11-06_at_02.11_PM.gif

4) Call Tracker: Don’t Miss a Single Call

It’s happened to all of us--you’re on a call with one prospect when another calls you. This problem is especially common where interactions are all happening across channels, online or over the phone. Call trackers monitor all incoming phone calls to make sure that no one slips through the cracks.

Pro Tip for Outreach Users: With reps working from home, Outreach Missed Call Notifications lets you filter for missed calls, and what’s more, call them back right away.

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5) Dialer: Get Your Calls Answered

According to the Bridge Group, sales reps make 52 calls each day on average and spend 15% of their time leaving voicemails. Dialers make this process a little less painful and way more effective. For example, a dialer minimizes human errors such as calling the same person twice or dialing the incorrect number (whoops!). It also automatically matches an outgoing call with a local phone number - more than doubling the likelihood of a call being picked up,

Pro Tip for Outreach Users: Outreach Voice and Voicemail Drop helps sales teams make as many calls and custom messages as possible.

6) Daily Task Management

Let’s be honest — it’s hard work to manage a sales team, especially remotely. When you can’t swing by someone’s desk for a quick chat or get everyone in the same room together, what’s the best way to keep on top of who is doing what? You guessed it--Outreach!

With Outreach, reps can organize their days by task--email, calls, action items, and more--or by accounts. However teams decide to work through their days, Outreach outlines a rep’s day to keep their productive and organized.

Pro Tip for Outreach Users: Managers can track how their teams are performing with the Team Performance Dashboard. Here, managers can sort by activity type, reps, or task due date, allowing them to gauge the health of the business and better determine which actions to emphasize or which reps might need more coaching or support.

Save Time and Land Sales with Outreach

Not only do the native functions of a sales engagement platform empower you to do more with less, all within a single platform.

Having a streamlined sales tech stack allows you to be more productive and efficient, whether you’re at the office or working from home. Why reinvent the wheel if you’ve already invested in a sales engagement platform that covers all your bases? If you’re underutilizing your SEP, now more than ever is the time to brush up on all its capabilities and implement what can truly make you more efficient and successful.

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