Salesforce automation is non-negotiable for any revenue team (that uses Salesforce, of course).
If your team isn’t using Salesforce integrations and automation to cut down on annoying repetitive tasks, they’re not making the best use of their time.
You know it. And they definitely know it.
Salesforce has its own automated workflows (and they’re great), but there are other services and sales automation tools that integrate with the CRM and that offer far greater functionality and freedom for the user.
If you want your sales, customer success, and RevOps teams to focus on what you hired them for instead of tasks they have recurring nightmares about, you’ve come to the right place.
As a B2B sales leader, your main objective is to ensure that your entire revenue team succeeds.
Aside from coaching, motivating, and honing your team’s sales skills, there’s another factor that plays a major role in determining success.
Your B2B sales tech stack.
According to InsideSales.com, small companies spend, on average, ~$4,600 per rep annually on sales technology, followed by ~$5,200 per rep for medium-sized companies and ~$3,100 per rep for large organizations.
If your entire revenue team consists of 30 employees (including SDRs, AEs, CSRs, and RevOps), you’re looking at roughly $140,000 in sales tech stack spend annually.
That’s not nothing. That’s huge.
So how do you choose sales technology tools that are aligned with your company’s sales and growth strategy?
And how on earth do you ensure a high adoption rate of said tools?
If you’re familiar with the film The Wolf of Wall Street, you know this classic sales line. It’s where Leonardo DiCaprio, as Jordan Belfort, is trying to teach his sales team how to sell anything to anyone.
And the answer is always the same: find out what they need and give it to them.
Now, while Jordan Belfort and his team were peddling penny stocks and taking a crazy amount of narcotics, they were on to something.
In order to sell anything, you need to know what your prospect wants. You need to understand their needs, their desires, their intent.
Knowing what your prospect wants is essential to sales, but figuring it out is like attempting to figure out the ending to Lost.
Were they dead the whole time? Is the island purgatory? What even is the smoke monster?!
Just like we were never going to figure out Lost without watching hundreds of YouTube explainers, without some help, we’re never going to be able to read our prospect’s minds.
But that’s where intent data comes in.
Intent data is a crystal ball for salespeople.
It’s the difference between cold calling and warm outreach. It’s what tells you that a prospect is interested in your product before they even know they’re interested.
If you’re looking to boost your sales pipeline and close more deals, this post is for you.