Account Executives are being asked to do more with less. When selling SaaS solutions, the deal sizes are typically smaller and number of customers conversations is much higher than before. As a result, reps are increasingly spending a lot more time prospecting. The dynamics of opening new conversations by sending email, following prospects and posting articles on social media, sharing marketing documents, scheduling and holding meetings, and follow-up for each lead in your pipeline is a daunting task. OnePgr for Sales has solutions spanning online meetings, telephony, document sharing, and texting functionality integrated with your CRM solution presented to you in an easy-to-use Web or mobile application.
Starting a conversation with one’s prospective customer has always been an important aspect of the sales function. Over the years though, the situation has changed dramatically. Gone are the days when you could hold your product features, value proposition, competitive differentiation under the wraps only to disclose your product description at your own discretion. Today, before contacting the vendor, prospects are increasingly developing a deeper understanding of their needs, exploring how their peers are addressing similar needs, and seeking out experiences of their peers in exploring, evaluating, purchasing, and deploying those very solutions.. By the time a vendor is brought into the fold, the key considerations are in place, requirements have been defined, and vendors have been shortlisted. As a result, a vendor must focus on creating a hybrid customer acquisition strategy that mixes outreach efforts with inbound lead generation by driving awareness and promoting the brand for industry problems and proposed solutions. There is just too much noise in most sectors regardless of who is your target buyer and what you are selling. Therefore, in addition to improving the quality of your message, you must extend your reach.