Partner Post from Outreach – Doing More With Less: Why You Need a Sales Engagement Platform
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. ...