Save time and sell more: the sales dilemma
Some tools save us a lot of time on a daily basis: automatic email scenarios triggered directly in various pipelines, email templates, personalised quote formatting, one-click conversion of an estimate to an invoice etc. Administrative tasks are no longer an obstacle for Sellsy sales representatives.
Our sales people also appreciate Sellsy phone, the new Sellsy extension that allows them to manage their calls (incoming, outgoing and transfer) directly from their Sellsy interface. What more, the call logs appear automatically on the client file which is a real time saver.
Automatic emailing scenarios are also defined for each step of the customer’s acquisition cycle to ensure that the information we share is well with the right person and relevant. This, in addition to saving us time, ensures that we have control over all the communication that goes to our future customers.
Tracking opportunities through the pipeline ensures that we don’t miss a thing
With contact forms, destination pipelines and opportunity owners are automatically assigned to incoming leads. This ensures that work is spread equally across the team and deal with efficiently.
Each representative in our team has their own pipeline configured with each of the steps from our customer sales cycle: new lead / demo scheduled / quote sent / to be recontacted later
Tasks are used to send reminders to sales reps and allow managers to assign tasks in the event that there is something specific to be scheduled that we have not automated in our pipelines (e.g. visit prospect offices).
Finally, we use the filters for opportunities to limit what shows. Some of the things we filter for include the date the opportunity was created, the lead score and the lead source (which is especially important if some leads come from expensive acquisition channels and need priority to guarantee ROI).
Understand clients to communicate better
The customer file allows us to see the most important information at a glance such as last interactions, emails sent, marketing campaigns received & read, comments, etc.
Our sales representatives also make extensive use of the site’s tracking information to identify the prospect’s real needs. Knowing the pages that the prospect has visited allows us to orient our pitch.
Some features allow us to be extremely proactive. Automatic opportunity scoring is a big part of this as it takes into account the number of pages visited and the time spent on our site allowing us to easily identify the hottest prospects, and the sales document reading tracking allows us to know when our quotes are read or simply whether or not our prospects have read our email correctly.
Reducing the time to close a deal
We rely on online signatures to make it easier for clients to legally agree to something without waiting for the typical print, scan, and reply process.
Finally, the ability to accept online payments ensure that we get paid on time every time, and that our customers can pay us with their preferred method; be it PayPal, credit card, direct debit, or bank transfer.
Customer loyalty starts with a maintained portfolio
Each sales representative has a clear view of their client portfolio using saved searches. They can then filter customers by revenue, by city, by vertical, or anything else that’s a field in the customer file.
In a just a couple of clicks they can see all of the printing companies in the North East of England for example. When it comes to personalising our sales pitches and getting the most out of travelling for business, saved searched in Sellsy are indispensable.
In addition, with automated emails enabled in customer success pipelines, we are able to ensure that we maintain a constant contact between each account and their account manager.
The prospection report gives a clear and quick overview of every employees’ activity in terms of business opportunities: the number of opportunities created, won and lost within a certain period, or the total amount invoiced.
The activity report allows us to have a clear view on every activity the team members carry out (tasks and events). Thanks to this, the Sales Director has a summary of the tasks completed (calls, training, etc.) and the events scheduled (customer meetings, demonstrations, etc.) per employee so they can identify best performers, calculate commission, and provide training to representatives when needed.
In using Sellsy we also have an overview of the potential revenue from each pipeline, which allows us to predict revenue over the short and medium term and proactively launch marketing campaigns to avoid slow months.