Abhishek Anand

There are multiple marketing automation tools out there, to select ‘WHICH’ one for your business, You need to first think about, - WHAT is your product. - WHO is your target Customer. - WHERE are they i.e. marketing channels you are going to use to attract and engage your target audience. - Objective of running these campaigns, is it going to be a new lead generation, re-engagement or driving usage adoption campaigns etc. If you are crystal clear about all the above, it won’t be difficult to figure out the right automation tool for your business.

In a world where you can take any approach be personalised. Nowadays consumers have very short attention span, if your content doesn’t resonate with who they are what they want, you will miss the trick every single time. Figure out your Target Market(TAM), further drill down into the Serviceable Market(SAM), finally segment your Ideal Customer profile(ICP). Start researching about their business model, long term and short term business goals, solution requirements, current product/ services they are using, try to identify gaps, pain points. Once you have figured it out, propose your offering in a way, they can’t refuse.

Following up with the right prospect with right information at right time is so underrated but the truth is if your product/ service is valuable to the target audience and you are following up religiously without spamming your audience, the chances are very high that you will eventually get them onboard. Remember there is always “one last time” after every last try. And this is precisely one major difference between successful and not so successful sales reps.

Sales data tracking softwares have broadly 3 levels, 1. Data collection/ input - System should be intuitive enough to reduce the redundant manual data entry tasks. It should support Sales Reps to focus on actual sales efforts rather than making them spend more time in feeding data in the box. 2. Automation - Data than should be used to trigger business automations to drive desired end outcomes. 3. Analytics - It is equally important to look for powerful comprehensive data visualisation and analysis capabilities in the sales data tracking platform you are evaluating. After all end goal of using Sales data tracking platform is to collect the data -> Automate workflows -> draw patterns and take best business decisions.

It totally depends upon nature of your business, target audience, end product you are selling, type of business teams and processes involved , lead volume etc.

To become Technical Sales Specialist one needs to understand the core technical and business value proposition of the services/ product in picture. Understanding the technicality, features will only make you Technical Specialist, but If you can understand it technically and communicate the business value it drives to anyone right from the CXO to the layman, you are a Technical Sales Specialist.