Customer Follow-up Improves With Automation

Fill the Funnel

Why is customer follow-up important? One key to doing this effectively is to offer sincere, timely follow-up customer service. Smart business people spend a great deal of time, work and effort on effective customer follow-up, and this is why automation can help.

Inside Scoop on Lead Follow Up Strategies

Your Sales Management Guru

Inside Scoop on Lead Follow Up Strategies. Ken: This is a guest blog with wonderful insights from a detailed study on Lead Follow Up Strategies by Accounting Software. Would some people be turned off by the quick follow up?

Trending Sources

PowerViews with James Obermayer: Why Don’t Sales Reps Follow Up On Leads? The Real Issue


An important question all sales and marketing departments should be asking themselves is how they can better communicate in order to follow up on leads. Why Don’t Sales Reps Follow Up on Leads? When sales reps don’t follow up on leads, what questions should we be asking?

Why we shouldn’t demand (or want) marketing to give us sales-ready leads

Smart Selling Tools

While Marketing should not be blamed for generating unworthy leads , they most certainly convey a misguided conviction when demanding that Sales should follow-up on these leads. Most importantly, it could be setting your sales team and your company up for failure as well.

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Incremental Sales and the Art of Following Up

The Sales Hunter

After the customer has placed their order and everything is set in motion, you should reach back out to the customer and follow-up with them first to give them a status update, and second to explore for more sales. You’re a salesperson and you sell software systems.

How High-Growth Companies Buy Leads


Here are five tips for getting the most out of your purchased leads: 1) Follow up ASAP. Make sure you are not only following up fast, but also persisting beyond the first few contact attempts with multiple channels of communication. Leads are expensive!

Today my wish came true: New Revolutionary Sales Software Introduced

Smart Selling Tools

It’s a revolutionary sales productivity software tool designed for companies of all sizes and budgets – and I do mean revolutionary. Unanswered calls are logged automatically in the CRM system as an “attempt” when the rep hangs up. Is the software I describe out there?

Four Tips to Tune Your Sales Process in 2013


The Ultimate Contact Strategy provides a ready-to-use road map to rev up your sales process in 2013. For many, December means finalizing plans and forecasts for the New Year.

Is Automation the Key to Modern Selling?

Smart Selling Tools

The article that follows is a reprint from my column in the July Top Sales World magazine, the one online magazine I never miss. At one point, it became neither possible nor desirable to have a salesperson follow-up on each lead for two reasons.

Non-business hour sales leads are more valuable


Leads360 recently published a new study, the Ultimate Contact Strategy, highlighting the importance of sales lead follow-up including prompt response, appropriate persistence, and optimal timing between attempts for both phone and email communication.

To Manage Sales You Must Manage Sales Leads


Once this question of “why it is a sales function” is answered and agreed on, and once the sales manager realizes that the percentage of sales lead follow-up is a competitive advantage, then he or she can finally begin to understand that to control sales, he or she must manage sales leads.

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We Analyzed 1,000 Emails & Voicemails to Understand How the Top SaaS Companies Chase Enterprise Deals.


A new study from Process Street in partnership with sales email tool PersistIQ reveals the inside sales outreach of the world’s 281 top SaaS companies, and how they respond when a high-ticket lead (in this case, we used Vodafone) signs up for a free trial or demo.

How Not to Buy Leads


Lower level workers give up their digital body language (score points in marketing automation) while more senior executives do not. However, it is much easier to navigate from the top down than it is to navigate from the bottom up. During another PointClear prospect call, the contact stated that his source of leads, appointment setting, ended up with just four out of every 10 leads delivered being qualified. They both sold relatively expensive software solutions.

Winning contact strategies used by high-performing inside sales teams


But how quickly should sales follow-up? New Leads360 study analyzes the contact practices of more than 400 inside sales teams, identifying the methods and actions that drive best-in-class sales performance.

5 Ways to Identify a Masquerading Salesperson

The Sales Hunter

They fail to follow-up on leads. In fact, not only do they fail to follow-up on leads, but they also fail to follow-up on virtually everything. The typical response is, “I’m too busy with paperwork to follow-up with the prospect.”

Is Automation the Key to Modern Selling?

Smart Selling Tools

The article that follows is a reprint from my column in the July Top Sales World magazine, the one online magazine I never miss. At one point, it became neither possible nor desirable to have a salesperson follow-up on each lead for two reasons.

The Worst Sales Call of 2013

Sales Benchmark Index

Learn the differences between simple software training and true social prospecting adoption. I used a search to identify IT Directors and started connecting with them” (Robert sells enterprise software). I certainly haven’t bought your software. Follow @MarkSynek.

Study: Is Your Team Prepared for the Coming Wave of Sales Tech Innovation?


Pipeline management or CRM (customer relationship management) software has become a primary pillar for sales teams, so it’s no surprise that participants reported it as their most used technology. To see how your organization’s sales technology stacks up, read the full report.

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What Should the Sales Close Rate Be?


If you do the math, this tells us that sales reps are expected to work 1000 marketing qualified leads down to 14 to 48 sales qualified leads and close 20% or 30% of those leads respectively; and end up with 3 to 14 deals. One of the biggest software companies in the world has a division that spends over $200,000 per year on leads that sales refuses to follow-up on. Why don’t they follow-up?

Low MQLs? 7 Digital Marketing Tricks to Keep Leads Coming Back for More

DiscoverOrg Sales

It’s easy to give up after a few tries. You run ads, bring in leads, and then follow up. Here are seven tricks you can use to follow up with leads and, eventually, turn them into customers. What keeps them up at night?

Increasing Revenue: The ONE Measurement That Matters Most

Smart Selling Tools

Think about how much time is spent on each of the following activities and what the implications are to productivity. Consider how much time your reps spend on the following activities and ask yourself whether they could be selling more, not by getting better, but by getting faster.

Words Do Matter!

Jonathan Farrington

Think of the many times you have heard versions of “ We provide unparalleled customer service, innovative solutions and strong follow-up to help you grow your business.” Just once, I would love to hear someone say, “ We provide lousy customer service, vanilla solutions, and haphazard follow-up”, just to see how the client will react…! When used at the appropriate time, they are incredibly powerful – but only if you can back them up with hard evidence.

What Every Sales Leader Needs to Know and Do to Turn CRM into a Strategic Advantage

Smart Selling Tools

Examples where execution is paramount are: timely follow-up, following-up with the right people at the right time, making every activity count, always being relevant, and making every conversation count (58% of customer loyalty is derived from sales rep interaction).

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Rant: It Doesn't Take a Genius to Spot a Goat in a Flock of Sheep


The goat isn’t the CRM system; it’s the person who set it up, probably long gone. Or it’s the manager who doesn’t enforce sales lead follow-up, probably on his or her way out the door. Find a leader who understands that sales lead management is a system; it isn’t software.

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The Flavors That "Sales Ready" Leads Come In


At one point he got so angry that he offered sales management the following choices for spending a $100,000 budget to generate leads. They could choose one of the following: 200,000 targeted contacts (name and title) in the right vertical (no email addresses).

Announcing Our 3rd Annual Guide to the Best Sales Acceleration Tools #TopSalesTools

Smart Selling Tools

There are hundreds if not thousands of sales software applications to pick from. If you’re seeking smart tools to drive sales performance, I’ve got great news for you. We’ve just released our 3rd annual Top Sales Tools of the Year Guide.

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Low MQLs? 7 Digital Marketing Tricks to Keep Leads Coming Back for More

DiscoverOrg Sales

It’s easy to give up after a few tries. You run ads, bring in leads, and then follow up. Here are seven tricks you can use to follow up with leads and, eventually, turn them into customers. What keeps them up at night?

Why Should the CEO Actually Lead a Referral Program?

No More Cold Calling

Ernest recognized he had a problem: He lacked a plan for consistent follow-up with current clients. However, he was too focused on building out the bells and whistles on his software to worry about follow-up. Sales responsibility starts at the top.

How many leads are enough?

Smart Selling Tools

To examine the question in detail, and using my typically ‘digital’ frame of mind, let us say we are discussing an organization where salespeople handle the complete spectrum, from front-line lead follow-up all the way through to a close. Let us also assume that some of their calls result in meaningful conversations, and some are simply quick hang-ups or voicemail messages. I am a genuine, bon-a-fide, card-carrying numbers freak.

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The One Word Top Sales Performers Rarely if Ever Use

Increase Sales

” Do you try to pick up a pencil? I tried to follow-up. What is your process for follow-up? Are you using a calendar with a checklist or a some other software program? Follow her on Twitter or check out her profile on LinkedIn.

Team selling – the need for more shorter, better meetings

Sales Training Connection

The good news is new software tools are available that can help. Easy-to-use and inexpensive software from companies, like Less Meetings , can help salespeople set agendas, keep minutes, automate follow-up and build in accountability.

The insider’s guide to choosing the best CRM for your sales organization


But first let me get the basics out of the way to get everyone up to speed on the terminology and what a CRM is. A CRM or Customer Relationship Management tool is software used by sales and marketing teams to track the interactions you’ve made with your contacts and customers, and manage follow-ups. The CRM software market is expected to grow to a $36.5 It ensures customers are always followed up with and more deals are closed as a result.

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Sales Energy Audits: How to Increase Revenue by Shifting Your Sales-Energy Use

Smart Selling Tools

Business owners and corporations are stepping up their efforts as well, recognizing that saving energy adds to the bottom line. Tallying up the sales capacity for your team or entire organization will give you your over-all sales capacity. Preparing post sales-call follow-up.

The Sales Leader Pledge: Will You Take the Oath?

Smart Selling Tools

It is all too clear that there are specific, fundamental elements of sales leadership that seem forever unresolved, no matter which ‘linkage’ attracts the greatest number of ‘followers’. . The second set of five declarations will be posted in a follow-up blog post.

Top 20 Sales & Marketing Vendors to Follow on Twitter @Dreamforce ’14

Smart Selling Tools

Whether or not you’ll be attending, you’ll want to keep up on the latest and to help you with that mission, we’re naming the top 20 Twitter handles to follow at Dreamforce. Act-On Software. Accelerate Sales Ramp Up. Seismic Software ToolSkool.

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Content-Marketing Doesn’t Go Far Enough to Drive Sales

Smart Selling Tools

They need content for sales call follow-up and for leaving voice-mail messages. Long sales cycles consist of long stretches of follow-up and information-sharing, intermixed with relatively fewer occurrences of live conversations.

[TEMPLATE] How to Start a Conversation Using the “Foot-in-the-Door” Email

DiscoverOrg Sales

By now, you’re probably wondering why we decided to test this email in a not-so-english-speaking city that throws people in jail (up to a year) and fines them ¥30 million for sending email without permission. If this email template works with busy start-up founders in Tokyo, then there’s a good chance it will work for you and your list. A few examples of CTA’s you can use: If you sell b2b software…. “Hi

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Lead Progression: The first element of the Sales Cycle Triad

Smart Selling Tools

” The ‘quality’ of leads is of paramount importance, no matter how, or who, winds up doing the ‘processing’ Consequently, you need to move beyond merely knowing whichaspects of the process are working. Take a minute now, to answer the following question.

Your Greatest Sales Tool (It’s Not What You Think…)


Effective follow-up. Do you do what you say you will for follow-up? It is the attitude for initiating the right activities, believing in themselves and what they are doing, clarity on their goals, and their desire to work through the emotional ups and downs.

Avoid Maybe Purgatory: Turn Maybes into Small Yeses

Smart Selling Tools

The conversation was prompted when Heidi phoned to follow-up after Jonathan signed up for a free trial. As President of Smart Selling Tools , she consults with many of the top sales productivity software vendors as well as end-user organizations looking to select the right tools.