4 Methods To Manage Remote Sales Teams

With the world increasingly going online, it’s no secret that sales activities are now shifting to the digital world as well. Many companies no longer limit their sales teams to geographic boundaries, opening doors to a new breed of salespeople who work remotely.

As with all good things, remote workers also come with their own set of problems. When not managed well, remote teams can be messy, disorganized, and even disengaged. Thankfully, there is a range of methods that sales leaders can do to keep their teams happy and productive.

Expectation Management

All salespeople are familiar with targets. They’re the goals that keep either brings teams together or pulls them apart. Employees are often more engaged when they know what they’re exactly supposed to do and how to do it.

When it comes to incentives, sales managers should also make sure that their teams know the specific standard that they expect and what defines good performance. When expectations are clear, accountability becomes easy.

Create Trust & Transparency

Remote workers are a special breed of salespeople. They need to have a natural degree of independence to succeed with minimal supervision. Trust naturally builds when competent people work together in proximity. However, in remote settings, it takes a little more work.

Trust grows when employees feel part of the company’s mission and can be encouraged by creating a shared sense of ownership through including them in the strategic planning process and providing a safe space to share both failures and successes.

Establish Communication Channels

In remote settings, you can’t just drop by the next cubicle to talk about targets. Sales teams need a designated channel for communication for every level of engagement. Sales managers must also walk a fine line between providing guidance and micro-managing.

Remote teams that come from different countries also have to manage boundaries when I come to work hours, weekends, or public holidays. There should also be dedicated channels for feedback, collaboration, and casual interactions that can help build relationships within a team.

Give Salespeople the Right Tools

Teams also need the right tools to succeed. They need to arm themselves with knowledge on how to utilize company resources such as equipment or software that are necessary to fulfill their roles the best way possible.

Hey DAN helps resolve a myriad of issues that are typically encountered by salespeople. From making sure that they never miss out on meeting notes to help them file for their expenses, companies can outsource the time-consuming operational actions that are not essential to their role.

With Hey Dan, managing remote sales teams become a lot easier with a single call. Through voice-to-CRM technology, you can be sure that your sales teams are taken care of at every stage – from meeting prospective clients to closing a deal.

When these things are out of the way, you can focus on things that technology can’t do – mentoring salespeople to their full potential, managing relationships, and closing sales.

Qualified vs unqualified leads

From prospecting clients, managing relationships to closing sales, they are a million things on salespeople’s minds. For them to do what they do best, they need to know the right direction. They need to know the best relationships to nourish at the right time to convert the right people.

Digital and outbound marketing teams help the sales segment leads into either qualified or unqualified leads.

Qualified versus Unqualified Leads

Unqualified leads are not necessarily bad leads. It just means that they are not yet at the point of their buyer’s journey when they are ready to purchase. Sometimes, it just means that they currently don’t know about your product’s benefits and how you’re different from your competitors. Other times, it means that you are offering a solution that they don’t need yet or that they currently can’t afford.

With enough time, effort, and coordination, unqualified leads can be converted into paying customers. But even after they are acquired, they are less likely to repeat their purchase or remain loyal to your brand. On the other hand, qualified leads are like low hanging fruit. They are often in the process of being nurtured by your campaigns or have already completed it.

Qualified leads are those who can afford your offerings and can make the final decision to purchase. They are likely to have already researched on you or your competitor’s products with an intent to buy.   They have a problem in mind with your product or service as a possible solution; They are more likely to repeat their purchase and be loyal customers.

How to have more qualified leads

Each company will have a different way to segment and define their version of qualified leads. A combination of historical data, industry knowledge, and internal marketing studies can help companies identify their ideal customers. The more defined your company’s ideal customer is, the easier it will be for sales and marketing teams to find them.

Getting qualified leads require seamless work between sales, marketing teams and even customer services teams. For every stage of the sales cycle, there needs to be enough information to help them make a decision. Even qualified leads need education on why they need your offer and why they should purchase from you and not your competitors. It’s also important to keep track of why customers buy from your competitors, or just don’t buy from you again.

Handle your leads more effectively with the use of crm enablement platforms like Hey DAN. With their data entry, management, note-taking, and profile management, you can make sure that you’ll never lose sight of a qualified lead even after they convert.

By utilizing Hey DAN’s Voice to CRM technology, your sales teams can work on the things that matter. Instead of wasting their valuable energy on time-consuming administrative work, they can focus on what they do best. They can make sure that each nurtured lead into not just purchase but lifelong loyalty.

4 Key Stages of Lead Generation

Leads are the potential customers that each business wants to start a relationship with. From online to offline campaigns, lead generation campaigns find prospective customers, segment them, and then nurture them into a purchase.

So, how does a customer become a stranger into an advocate for your brand? There are four keys stages that they have to go through:

Attract

Customers don’t just show up in your store. They need to know who you are and how you can help them with their problems. The first step is building the right channels that represent your products and services. It should show information that any customer will need at every stage of the buyer’s journey.

The next challenge is to make sure that the right people know about you. Using a mix of online and offline campaigns, marketing teams start the process of separating strangers from potential customers. One of the main goals is to build trust with your brand through engaging and relevant content. Customers who take the time to view your channels want to know more before making any commitments.

Convert

Once companies have their potential customer’s attention, it’s time to engage them. To continue the relationship after you first meet, companies need to get their contact details. In this lead generation stage, a call-to-action asks for their personal information in exchange for access to a benefit such as freebies, special promo prices, or exclusive sales.

Often going from the conversion to the closing stage is not instantaneous, and many customers need time before they move into the next level of their buyer’s journey. This time should is filled with educating the customers on just what the products and services are, but how they are relevant to their individual needs.

Close

Once a customer believes that you might be the right answer to their problems and give you their personal information, then companies have now captured them as leads. Unfortunately, not all leads are the same. Some leads are better than others, but great leads are nothing without proper relationship management.

A great CRM system will tell you exactly which leads to prioritize and where they are in their journey. CRM systems help companies keep track of their movement along the sales pipeline.

Delight 

Once a lead has converted into a sale, the relationship is far from over. Companies that pay attention to their customer’s after-sales journey make them more likely to be repeat customers.

Simple actions such as engaging them again through smart content, asking them for feedback on how to improve your offers, or even cross-selling other products can improve the customer’s over-all lifecycle value.

Leads don’t just happen; they come into fruition through the various joint efforts of marketing and sales. They’re also continuously moving across the sales pipeline and always on the lookout for better offers.

Luckily, companies don’t have to worry about the lead generation process by themselves. Sales performance management can be improved partnered with companies like Hey DAN that does CRM Data Entry with their voice to crm solution. Your sales team may now focus more on nurturing their leads, and closing sales.

5 Qualities Of A Great Sales Lead

Marketing teams do their part to make sure the world knows about your company’s offerings. Ideally, they gather leads from a sea of prospective customers from various lead-generating campaigns.

From digital ads to on the ground activations, the marketing department brings in leads for the sales teams to analyze and prioritize. Afterward, sales teams determine which sales lead to pursue.

Up-to-date, relevant data

No matter how great a lead, you can’t build a relationship with them if you can’t keep in touch with them. Some of the information that each prospective sales lead worth pursuing include names, contact details, demographics, and purchasing behavior. Without accurate data, a sales lead can turn cold in days if sales teams don’t follow up on time.

Expressed interest in your product or service

Customers who are interested or in need of your product will likely have a moment they’ll express interest in it. From clicking on an ad to signing up for your company’s mailing list, there are plenty of ways to identify people who have already seen the value of your offer.

Already did their research on your company’s offerings

Sales leads that are serious about the purchase will make sure that they know everything they need to know about your product or service. A good sales lead will search for themselves what your product is, what makes it different, and how to purchase it.

History of replying to your sales teams

Customers need time to decide on whether or not a product or service is the right fit for their needs. However, too much time might also signal a dwindling lack of interest. A way to test how serious they are with their purchase is if they actively reply to your salespeople who reach out to them.

Capacity & authority to pay for your services

It’s not enough to want to avail of a product or service. The customer you are engaging with must be able to make the final decision. Great sales leads have the financial capacity to pay and the authority to make the purchase. It’s great to be an aspirational product, but at the end of the day, businesses need paying customers.

Great sales leads don’t just happen. They’re a combination of marketing efforts, sales strategies, and an effective customer relationship management system. Staying ahead of the competition means making sure that your data is correct. It’s then followed by extensively profiling your leads and identifying which relationships are worth pursuing. Despite being the gold standard, great sales leads are not a guarantee for conversion into paying customers.

Building an effective CRM system is a daunting task for any company. It requires teamwork, consistency, and effort. Luckily, companies don’t need to go through the journey of nurturing your sales leads alone. Sales enablement platforms like Hey DAN can help you on sales performance management. From the data entry, profile updating to even consulting, and identifying new opportunities, Hey DAN can help you nurture your prospective leads into paying customers improving sales.

Inbound versus Outbound

With the rise of the internet, the way companies reach their ideal customers is changing practically overnight. Before companies can even begin to think about sales, they first need to generate leads.

Why is lead generation important?

Lead generation is useful because it allows companies to segment and prioritizes customers that need their products and services the most. There might be a million possible customers, but not all of them will have the need and capacity to purchase right away.

Sales teams need to know which customers are more likely to convert, so they can focus their efforts on giving them the information they need. Being a salesperson requires juggling multiple tasks such as nurturing relationships, closing deals, and admin work. These are all aside from searching for prospective customers. Lead generation creates the demand for the present and future offers of the business.


What are the two kinds of lead generation?

There are two main types of lead generation – inbound and outbound. Inbound and outbound lead generation are differentiated by who starts the relationship.

When the customer leaves their personal information in exchange for freebies, exclusive sales, or special rates, this is called inbound lead generation. Through campaigns such as SEO, informative blogs, how-to videos, and content marketing, companies built trust with their prospective customers. When customers see your brand throughout their buyer’s journey, they are more likely to trust the products and services that you offer. Content created for inbound lead generation is more generic to the industry and relevant  for extended periods.

On the other hand, outbound lead generation is sharing your company’s products and services towards customers who fit the ideal buyer profile. Unlike with inbound, outbound campaigns take the first step. Through the use of paid campaigns and media such as display advertising, outbound strategies are often more expensive to execute than inbound. The intent of outbound lead generation is more likely towards the latter half of the sales pipeline. Content created for inbound lead generation is more likely to be about specific benefits of the company’s current offers.

Inbound and outbound lead generation have different timelines, targets, and ways of executing. However, they still have the same goal – to find and convert quality customers.

How do you know what strategy is right for your company?

As with many things, there is no clear answer to what kind of strategy is right for everyone. Companies will be in various stages. Each will have different customers at different lifecycle stages, and products that will determine the right way to approach individual customers. However, having a mix of both inbound and outbound marketing throughout the sales pipeline is recommended.

If you’re not sure the best way to go about it, it’s good to work with people who do. Both strategies, particularly outbound, can become expensive very quickly when done the wrong way. Voice to CRM Solutions like Hey DAN can help you to fine-tune and maximize your inbound and outbound lead generation and be able to get accurate data into your sales team’s CRM.

Lead Generation Channels

Lead generation is the necessary first step that all companies must do to be able to find the right customers in a sea of strangers. The rise of the internet and social media has changed the businesses sell to customers. Instead of shouting from mountaintops hoping the person will hear, brands now can speak with their ideal customers with a few clicks.

There are two ways the main channels to generate any kind of leads: online and offline. But between those two channels are endless ways to find the right customer who’ll have a need and can afford your offers. Here are a few common ways that companies can generate leads:

The Two Types of Lead Generation Channels

Online

  • Digital Advertising
  • Free Trials
  • Exclusive Sales
  • Webinars
  • Free Items with Sign up
  • Cold Emailing

Offline

  • Networking Events
  • Sponsorship
  • Show Rooms & Exhibits
  • Activation Booths
  • Cold Calling
  • Discount Card

Both lead generation channels will have their pros and cons. Online lead generation campaigns are generally cheaper and more targeted, but they are also more prone to fraudulent data. An offline campaign is more likely to generate correct information through form validation techniques. However, it is harder to pin down their actual conversion rates and at higher risk of fraudulent data.

The Role of Lead Generation in the Sales Pipeline

What the two channels have in common is that both can only be as effective as the overall strategy and execution excellence. It’s not enough to do them in passing. Campaigns must work with the right mindset, timeline, and expertise.

All great sales teams know that while generating leads is the first step, other steps need to happen before they become customers. A Lead must be assessed through both sales and marketing departments before they are qualified and prioritized. The lead generation process requires help from both marketing and sales teams. Customers need to feel listened to with the right content at every stage. Even after they make a purchase, companies still need to listen to their feedback make an effort to keep them as lifelong customers.

CRM and Lead Generation

No matter where the leads come from, companies will still have to manage each relationship. There’s no better way to do this than to utilize Customer Relationship Management (CRM) systems. A well-designed and maintained CRM system is one of the best tools that any company in any lead generation campaign.

Thankfully, there are sales enablement platforms like Hey DAN that can be your partners in not just generating leads but also nurturing them even after purchase. Hey DAN can help you with the initial data entry and management to maintaining your sales pipeline. With their expertise having served thousands of clients before, Hey DAN can help you spot opportunities that you may have missed. Companies can benefit from their years of experience dealing with clients from different industries to maximize their sales performance through optimum lead generation. Don’t just dream of quality leads; think of lifelong customers that are advocates for your brand.

What is Lead Generation

 

Lead generation is the process of acquiring leads through marketing to convert them into paying customers. It’s when a prospective customer enters your sales pipeline for the first time and starts the journey towards learning more about each other.

There are many ways that companies start relationships with their customers. Starting with the awareness of your offer and sharing what makes you different, the relationship that upon nurturing well can last a lifetime.

Why do we need to generate leads?

Generating leads is important because it helps companies can better focus their efforts on the right kind of customers. Sales teams have a wide range of roles to fulfill – prospecting customers, nurturing relationships, and converting sales.

Being able to identify who will need their offers, and afford to make that decision will mean a huge difference. From knowing what is a good and bad lead, companies can save thousands of dollars in marketing expenses, sales team hours, and overall team morale.

How do we generate leads?

With the rise of the internet, online and social media has changed the landscape of lead generation. Prospective customers are more educated now than ever. From checking reviews from previous users, reading about your company’s status on industry reports to even reading direct comparisons with your competitors, customers need a lot of information before making a purchase.

A combination of on the ground activations, great content, and online campaigns can generate leads. From compelling blog posts, special events, or webinars to eBooks, once a customer has given a significant amount of time and shown enough interest to give their contact details, they become a lead.

What makes lead generation difficult?

While great leads exist, so do bad ones. Pursuing bad leads may even be worse than having no lead at all. One of the biggest reasons that lead generation is hard because it can be either very expensive or incredibly time-consuming.

For leads to be good, they must have accurate, relevant, and up-to-date data. They also need to be segmented into high and low priority and followed throughout their journey in the sales pipeline.

Improving the lead generation system

Lead generation is a tough business. Making sure the lead generation process is efficient and effective needs more than just a one-off set up process.

It’s a combination of marketing and sales working together to paint a clear picture of each customer. It requires continuous refinement of the buyer’s persona, understanding the customer lifecycle, and refining the nurturing process. All of this can be possible only with the right foundation of CRM data.

Your partner in lead generation

While the journey to generating leads may be difficult, companies don’t have to do it alone. By partnering with sales enablement platforms like Hey DAN, companies can utilize their consulting services to analyze opportunities throughout the sales pipeline.

Hey DAN also does data entry, clean up, and management services, which are essential to making sure that your company gets not just quantity but also quality leads.

 

What is a Sales Qualified Lead?

Every type of sale starts with the same thing – a lead. Leads are prospective customers that have shown interest in your product or service. Leads are generated through a variety of efforts conducted by both marketing and sales departments.

However, not all leads are made equal. From hot leads, cold leads to everything in between – there are many ways to classify a sales lead. But there’s one kind of sales lead that every business spends their money to get a hold of- a sales qualified lead.

What is a sales qualified lead (SQL)?

Sales qualified leads are prospective customers that have undergone assessment by both marketing and sales departments. These are the people or businesses that not only have the potential to be customers, but they are also those who are most likely to convert with less effort. Often, these leads are those who already have needs for your product or service.

After being tagged by marketing, the relationship with customers is taken care of by the sales team. Customers who have decided to speak to your company’s representatives then move up the buyer’s journey. While it may not mean immediate opportunity, sales teams will be able to identify their potential and begin the relationship that will nurture them into a purchase.

The value of a sales qualified lead

The value of a qualified lead goes beyond just the initial acquisition period. Customers that inherently find value in your product or service are more likely to remain loyal and repeat their purchases.

A qualified sales lead also gives companies insights on how to better connect with their existing customer base. Qualified leads preferences reveal many things. SQL’s who avail competitor’s products give you clues into what things matter or don’t matter to their purchase.

To stay ahead, companies need to provide consistent and relevant value to their customers. Through learning more about who needs their offerings, companies learn how to give better products or services to match their ever-changing needs.

Nurturing your qualified sales leads

Companies have thousands or even millions of potential customers. However, the bountiful global economy also entails a lot of competition. It’s becoming more and more important to nurture every possible qualified lead to conversion.

Every industry will have its metrics for sales leads. But what is universally applicable is the need for continuous growth and consistent relationship management. A qualified sales lead is nothing with a proper CRM system to stay engaged with your customers.

With the help of CRM enablement platforms like Hey DAN, companies have the opportunity to not only track leads at every stage of the sales funnel but to spot new opportunities to grow their customer base.

From data entry, management, and clean up to profile updating, pipeline tracking, and various other consulting services, Hey DAN has the expertise to take your qualified sales leads and turn them into life-long customers.

How To Keep Your CRM Data Clean

Your company’s CRM is a treasure trove of information. A combination of prospective customers and existing relationships, the effectivity of CRM systems will mean the difference between thriving and surviving. Great CRM keeps both the management and their sales teams aligned. It should be a centralized system that makes sure companies will never miss out on opportunities. It’s a powerful tool unless your data is all wrong.

In a webinar by DiscoverOrg’s CEO Henry Shuck, he revealed through a study that bad data cost companies approximately 550 hours and as much as $32,000 per sales representative. If you’re not taking the time to maintain your CRM system’s data, it doesn’t matter how much resources you’ve spent. Good campaigns with bad data don’t convert customers. They waste money.

How common is flawed data?

According to Salesforce, 70% of CRM data becomes unusable and obsolete every year. Customers change with time; they move houses, change jobs, and get married. The list goes on.

To realize the maximum value of your CRM investment, you need reliable, accurate, and up-to-date information. To have this, you have to do two things: make sure that the data entry process is flawless and do routine cleaning of your existing data.

Why Data Entry & Hygiene Is a Problem

A common problem that sales teams experience is that they don’t have enough time to do all the administrative aspects of their job. The study says that of over 2900 sales representatives worldwide says that admin activities use up 66% of sales representatives’ time on average. These activities are more often than not unrelated to their essential core function – selling.

Sales representatives are also people; they have limited capacity that a company must manage effectively. Salesforce’s State of Sales report says that sales representatives only have 7% downtime while on the job. With minimal breaks between engagements, sales reps regularly have their plates full. Sales teams are prone to not only having flawed data but also high chances of burned-out staff and high attrition rates. High turnover rates with delayed data entry can lead to wasting company acquisition resources and loss of institutional memory.

Finding A Better Solution

Instead of using your sales team’s valuable time to do the CRM data maintenance, you can outsource this to integrated systems like Hey DAN. Data automation through sales enablement specialists can not only assure you that your data is timely and accurate, but they can also improve the context of your relationship.

In just a single recording, Hey DAN is a customized voice to CRM solution for all your data capturing and hygiene needs. From the first time you speak to a client to the automated follow-ups, you’ll have a range of expert assistance for your CRM maintenance needs. From data clean up, mining, and management, you’ll not only save your team’s energy; you’ll also be gearing yourself for sales success. If you’re not confident in your company’s data, CRM enablement partners like Hey DAN can help you get there. Book a demo with us today.

3 Key Stages of the Customer Life Cycle

Sales is more than just closing a deal. Great salespeople build entire relationships with their customers that span decades. Like any relationship, customers will be loyal to companies that are willing to nurture them.

Customer Life cycles vary for every company depending on the nature of their business, their products, and their services. There are three key stages that every prospective customer in every industry goes through before they become customers.

The Three Key Stages of a Customer Life cycle

Attract

The Attraction stage of the Customer Life cycle is a joint effort by the marketing and sales departments. In this stage, companies either reach out to their customers through campaigns or create avenues by which interested customers can find them.

It’s a combination of education on what their business can do for their customers and how it fits their individual needs. Besides having a great product, it’s also about how comfortable a customer is associating with their brand and directing customers towards physical or online channels where they can avail of the product or service. It also utilizes social proofs such as endorsers, reviews, or testimonials.

Engage

Once customers know about your products and services and where to find them, the next step is making the purchase. Ideally, companies should always follow up with customers afterward to make sure the purchasing processing is up to standard – quick, easy, and painless.

The engagement period is also when customers give their verdict on whether or not your company’s products or services are worth the value you are charging. Should your customers have any issues, this should be reported back to teams in charge to improve the experience.

Retain

After the initial happy purchase, the next step is keeping them happy. Companies spend a lot of resources convincing customers that their product or service is worth it. Nurture your existing relationships encourage repeat purchases that will cost less than you find new customers.

How To Nurture Your Customers In Every Stage

Before you can reach the stage where you can expect customers to be loyal to you, you need to earn your customer’s respect and trust. But how do you that? You should be consistent. Each stage requires a seamless passing of hands between various departments within an organization. Customers should always feel like companies are speaking to them in a singular voice through each stage of a cycle.

Making Sure Your Brand Is Consistent

Having a clean, updated, and accurate data in your CRM system will mean the difference before loyal customers and those who will jump ship the moment a better offer comes along. Sales enablement platforms like Hey DAN help make that consistent voice a reality. Hey DAN makes sure that your data is not only clean through their data clean up and management services, but also analyze opportunities and follow-up for you.

Never miss important moments. Always be there for your customer.