In more than a year of using a platform like Reev on a daily basis, I got used to thinking about an Outbound strategy without the aid of a tool to optimize the process.
However, I know that this reality is something new, especially in the Brazilian scenario, where the very idea of active prospecting has gained (and a lot) popularity in recent years.
But, in consulting, I often come across clients who are in doubt about whether or not it is worth hiring a tool, such as Reev, to help them.
That’s why I’ve brought you some questions today that you should ask yourself before choosing a platform.
These questions will be separated into 3 main areas: Management, Team, and Process.
Let’s go then?
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- Management: What is my problem in sales today?
- Team: What is my team’s problem?
- Process: What’s the problem with my process?
- Once the questions are answered, what is the next step?
Management: What is my problem in sales today?
The first question to answer here is very simple:
What is my problem in sales today?
Solving a problem isn’t always easy, and it gets even harder when you don’t know exactly what you want to solve.
Some of the most common problems are:
Problem #1: Poorly engaged team
It’s that team that doesn’t always hit goals for a specific reason. The time of year is bad, the customer is complicated or the product was not fit.
In short: there is always an excuse.
These situations can occur, yes, sporadically. At the same time, they cannot be canes for a team to prop up often for not hitting the targets.
And here we go to the next problem:
Problem #2: Lack of organization
Without a good organization regarding the process we have, we will hardly be able to identify what our team is failing to do.
How many calls and emails is your seller making per day? A sale is, on average, made every how many touchpoints?
Are we looking to make resumption and closure flow? What is the success rate of these strategies?
These are good initiatives that are often carried out, and due to a lack of clarity in the data, they end up being underused.
Problem #3: Unclear information
Information is power. Despite being a bit cliché, it’s a phrase that makes total sense when looking at sales.
Even because, how are you going to make a strategic decision without knowing, exactly, what is happening in your team, without knowing the results?
Knowing how your process works and, above all, why it isn’t working as it should is one of the main reasons you should consider a tool to partner with your process.
Team: What is my team’s problem?
I’ve seen many cases where a manager purchased a tool or a specific product to increase your company’s productivity and this novelty soon stopped, being just another cost.
This situation is bad for those who sell and, above all, for those who invest.
We talk every week, at least once, about consultative selling here and we encourage you to better understand your customer before selling something to him, right?
This same situation applies when you want to buy something for your team to use.
They, of course, already have a mindset aimed at solving a problem in an X way, they already have an established routine and a well-defined step-by-step.
And, let’s face it, getting out of the comfort zone sucks (until we actually get out)!
That’s why it’s important to understand what your team understands about difficulties in the current process, show the flaws you identify and, from there, generate value in a new process.
Expensive training of a tool, usually equally expensive, followed by video classes, the availability of a good Customer Success team, or even extra benefits…
None of this can make us use something well that we don’t want to use.
So, knowing what your problem is and what your team’s problem is, making a decision is easier, do you agree?
Process: What’s the problem with my process?
Now let’s talk a little about your prospecting routine. With many tools on the market, it’s important to know which one you really need.
Where do I prospect?
Not hard to answer, right?
Today, do you use email, phone, LinkedIn, WhatsApp…?
We have already brought, in several texts here on the blog ( and even in a report ), that mixed flows increase the effectiveness of the contact up to 4 times when compared to simple flows, with only one communication channel.
I believe that, after this data, I don’t even need to say why this question is so important. However, it makes us think of other questions that are also important to be answered.
Where could I prospect?
Exactly. Are you currently able to reach your target audience in the media in which he frequents? How can you test this?
With many consulting clients we perform A/B tests to understand which flow runs best. More calls or more emails? Is it worth using LinkedIn in a stream? What results do I get from each of them?
It is difficult to answer these questions without accurate data that actually provide me with relevant input. Think about this when choosing a tool.
What do I do post-contact?
More common situation than it should: the salesperson prospects the lead, connects, qualifies, sends the proposal and the lead disappears. Did you identify yourself too?
This is a big problem for those who do not put into practice Sales Engagement.
Basically, it’s a sign that either the salesperson or the lead (or both) aren’t engaged enough in the sales process, which makes other matters more of a priority.
However, do you agree that a lead that arrived at the proposal submission stage already required a great deal of dedication from your team?
From data collection to qualification, there were hours of study and preparation to try to convert him. And, in the end, it disappears.
There’s no way we can throw all this effort away, right?
That’s why close flows are so important. They help us to re-engage a lead, resolve any doubts that may have arisen in the process or validate a better time to move forward in the negotiation.
Do I have too many leads sitting on base?
Another very common situation. Sales stagnated and salespeople stopped hitting targets. Lead pickup is slowing down and timing is bad for referrals.
However, hundreds of leads that have already been prospected and have not responded are there in the pipeline.
With each passing day, they accumulate and are lost in limbo.
Do you agree that potential customers are stopped? Consequently, they are potential revenue. Why not work them?
This point also enters a process based on Sales Engagement, but now with the resumption flows.
In addition to moving your funnel, you increase the chance that your salespeople will hit the target and your company will ensure revenue predictability. Only benefits, right?
In fact, all the flows of a process based on sales engagement are important and, with so many flows, to ensure the engagement of salespeople and leads, you need a tool to help you 😉
In our free Sales Engagement certification, you learn about all of these flows and why they are essential to keeping the lead in your process.
Once the questions are answered, what is the next step?
With the questions answered, it’s hands-on. I spoke here on the blog recently about NLP techniques in Cadence Flows. This subject will definitely help you in your prospects.
Here at Outbound, we understand that these questions are important and that’s why we developed Reev, which helps us in all these points that I discussed with you.
If you want to understand how we do this, just talk to one of our consultants, closed?
If, even after this text, you still have any questions about Outbound tools and what they can help you with, just get in touch with me at firstname.lastname@example.org.