Intelligent SME.tech Issue 20 - Page 25

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// PREDICTIVE INTELLIGENCE //

THE OPTIMAL SALES TECH STACK for SMEs

Customer experience is vital for ensuring successful sales . Shabri Lakhani , CEO of SalesWorks , talks to us about optimising sales technology for SMEs , such as having a strong CRM , contact database and automating processes .
ESEARCH SUGGESTS THAT

R sales representatives spend 65 % of their time on nonselling activities . If SMEs are to build an effective sales team , it is vital that sales representatives have the right tools at their disposal to ensure teams can spend the most time selling as possible .

However , it is also critical to draw the distinction between ‘ nice to haves ’ and ‘ need to haves ’. When evaluating sales tools , sales leaders must look at whether tools solve a particular challenge for the team . Too many organisations pay for tools that are either not used or complicate salespeople ’ s lives . This can not only be costly for SMEs but also ineffective and problematic for the sales process .
Although firms often don ’ t like to hear it , there is no such thing as one size fits all when it comes to the optimal sales tech stack . The ideal sales stack for firms is dependent on a variety of factors , with the most important being how sales representatives spend their time . However , there are still a few key technologies and tools that seem universally helpful and are a great starting point for SMEs establishing a sales team .
A powerful CRM
A strong CRM is the lifeblood of any successful sales programme . Housing everything from contacts and company records to email sending and drafting capabilities , a great CRM is an absolute must for sales teams of all sizes to properly manage information and ensure efficiency . The CRM should be the central hub of all team operations , if it ’ s not in the CRM , it didn ’ t happen !
Many CRMs , like HubSpot and Salesforce , continually upgrade their product offerings , adding capabilities like the ability to send quotes or book meetings directly on a calendar , which can often be associated with high costs if purchased as independent

A STRONG CRM IS THE LIFEBLOOD OF ANY SUCCESSFUL SALES PROGRAMME .
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