Time. We all have the same 24 hours in a day. For salespeople, there never seems to be enough time in those 24 hours for them to prospect, follow-up, and close business. Many are buried in manual tasks or underutilizing the technology they have been provided.
One of the top priorities for executive sales leaders is sales engagement — the interactions between sellers and buyers — and prospecting workflow is a major component of effective and profitable engagement when trying to optimize the sales process. Having a platform that would allow sales reps to reach out to more prospects in a fraction of the time without missing a step through cadence, workflows, and advanced dialer technology (that is also TCPA compliant) is crucial to achieving sales goals.
What is sales engagement? Read this blog.
The Right Workflow Streamlines the Sales Process
With better, well-planned workflows in place, sales teams are ensured that they are spending time on the correct activities and outreach without going off track or out of cadence. They also won’t be spending valuable time looking for prospects with the proper automation from their sales engagement platform.
What Is A Workflow?
A sales prospecting workflow, or cadence, in simple terms, is a coordinated and repeatable process of sales outreach touches that go out in a set time frame. It is a routine set of steps that create a logical path to making a sale.
A typical prospecting workflow would include researching a prospective client and then reaching out to them via cold calls, texting, cold emails, and social media interaction. Each workflow would include a predetermined set of steps of when to take action on each step in the process. For instance, a normal prospecting cadence is anywhere from 12 to 22 activities that include cold calls, texting, emails and social media. This includes 5 to 8 cold calls per prospect.
Whether it’s a workflow designed for more touches that include many interactions and outreach with contacts or a lower volume of niche prospects, the workflows have to have prompt and relevant follow-ups, since timing is crucial in sales. If you are out of step or out of cadence, it could mean a lost sale. With the right cadence, you can accelerate lead-to-close ratios for the sales team.
Workflow drives engagement, which is why executive sales leaders continue to seek out and invest in technology that can deliver high-quality sales engagement at scale. Koncert allows you to accelerate workflows and drive engagement with the prospect with Agent-Assisted Dialer technology as part of our Sales Engagement platform. By allowing sales reps to make hundreds of calls in one day ensures that no call touch falls through the workflow.
Koncert is Recognized as a Representative Vendor in 2021 Gartner® Market Guide for Sales Engagement Applications
Koncert is Recognized as a Representative Vendor in 2021 Market Guide in Sales Engagement Applications. The report states that, " The vendors covered in this Market Guide efficiently facilitate seller engagement across multiple channels (e.g., email, voice, SMS, social media), rigorously prioritize daily activities and simplify CRM adoption."
Data integration is key in sales enablement, especially for multichannel vendors that seek to create optimal automation and compliance across platforms. Gartner has identified Eight Core Requirements of Sales Engagement Applications, all of which touch on workflow in some way, from simplifying the sales process for the salesperson, automation to speed up lead-to-close, to analytics derived from results of the workflow.
Summarized, the Eight Core Requirements are:
- Simplify the seller experience and increase the likelihood of completing prescribed steps across selling scenarios.
- Improve the speed and quality of a seller’s engagement based on high-intent buying signals.
- Reduce seller burden of low-value, time-consuming data entry with automation.
- Identify situationally aware, relevant messaging suggestions in the context of the seller’s workflow.
- Manage enterprise-scale implementations with protection from data and recording compliance violations.
- Increase seller adoption of multiple buyer engagement channels via product integrations.
- Optimize content, workflows and seller productivity with advanced engagement analytics.
- Augment existing revenue technology investments by integrating their use into a seller’s workflow.
We believe as a multichannel vendor of sales engagement technology with the power of Agent-Assisted Dialer to maximize your outbound calling to 150 calls an hour, the Koncert Platform reflects those 8 core requirements and is well-positioned to help sales teams increase their sales engagement and performance. You can download the Gartner report here (Accessible for Gartner Subscribers).
Close Deals Faster With Automation
With prospecting workflows that are automated and designed to recommend when in the sales process that sellers should prospect specific leads and accounts, your sales team gets to focus on high-value leads and opportunities for your company. They will also be able to recognize and identify those types of prospects in the future. This increases productivity because they spend less time with manual tasks and more time connecting with their prospects and win more business which translates to increased revenue for both the rep and the sales organization.
Equipped with the right sales engagement platform with automation that accelerates workflows, makes outreach easier with best-in-class multichannel engagement and agent-assisted and advanced dialer technology that provides your team with real-time information to optimize workflow to increase sales, your sales team is given every advantage to succeed in B2B sales.
Ready to see how accelerating your prospecting workflows can accelerate sales? Reach out to us here at Koncert today to learn more about our entire multi-channel suite of B2B sales engagement software, including Agent-Assisted Dialer.
Gartner, "Market Guide for Sales Engagement Applications", Dan Gottlieb, Shayne Jackson, Ilona Hansen, 9 November 2021.GARTNER is a registered trademark and service mark of Gartner, Inc. and/or its affiliates in the U.S. and internationally and is used herein with permission. All rights reserved. Gartner does not endorse any vendor, product or service depicted in its research publications, and does not advise technology users to select only those vendors with the highest ratings or other designation. Gartner research publications consist of the opinions of Gartner’s research organization and should not be construed as statements of fact. Gartner disclaims all warranties, expressed or implied, with respect to this research, including any warranties of merchantability or fitness for a particular purpose.