Consequence for your business: the sales profession, skills and prospecting techniques have changed profoundly. Companies must adapt in order to maintain their market share and seize the new opportunities offered by digital.
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In this context, it is necessary to invest in “sales enablement” tools , in other words tools to facilitate prospecting and increase the commercial efficiency of sales forces. Here is our top 6 essential tools for commercial prospecting .
The Smartphone and the Laptop
In May 2022,Hootsuitecounted more than 60 million Internet users in France, or 93% of the French. Every day, Internet users spend more than 7 hours of their time surfing the web.
It goes without saying that if your potential customers are america cell phone number list on the internet, you need to equip your salesperson with the tools to be present there too: a smartphone (and not an "immortal" Nokia 3310) and a laptop, which will provide them with connectivity, mobility and responsiveness .
In 2024, a salesperson must be able to at least:
handle emails and be responsive, both in the office and in the field
access and update business data easily and remotely, even without an internet connection
access social networks as well as the company blog (essential for generating leads ) with the aim of doing social selling .
connect your customer calls to CRM with APPS , such as Aircall or Ringover
make commercial offers , " proposals " from anywhere
access marketing information, playbooks, case studies, brochures and more in real time
offer its customers electronic signatures
We detail each of these points below.
The CRM
Your prospect is “omnichannel”, meaning that he multiplies interactions with your brand through different channels, physical (store, meetings, events, etc.) or online (website, social networks, etc.).
CRM centralizes customer data at a glance , and also provides access to dashboards for monitoring the evolution of commercial performance .
Additionally, integrations are often available in the CRM that can improve the productivity of your sales team, such as:
Creation of tasks and reminders : for daily organization of sales monitoring , your team defines its to-do list and receives reminders so as not to miss any opportunities.
Pre-recorded response templates : Although this feature has become more widespread, setting up response templates is a must-have to eliminate time-consuming tasks .
Appointment booking : this is a tool that will save them unsuspected management and exchange time. It synchronizes with their calendars and allows the customer to book an appointment directly via a link or your website.
No more endless back-and-forth emails: “What time works best for you?”
Email Tracking : With email tracking, your salespeople receive a notification the second a prospect opens an email and clicks. They can easily identify the prospect's responsiveness and therefore interest in your offer.
Many CRMs on the market, such as Hubspot , integrate these tools that facilitate sales prospecting and teamwork . Although we love Hubspot, there are also other alternative solutions to CRMs such as noCRM.io which is designed specifically for sales teams of companies with an outbound strategy .