the pros and cons of using sales acceleration tools
TRANSCRIPT
The Pros and Cons of Using Sales Acceleration Tools
By Lucas GerlerStrategic Sales Executive
https://www.linkedin.com/in/lucasgerler
@theelucas
The Pros and Cons of Using Sales Acceleration Tools
Sales Acceleration: Any set of sales tools which are utilized by sales teams to increase rep productivity and streamline movement from stage-to-stage in the customer buying lifecycle. While some have written off “sales acceleration” as a buzzword, we think it’s here to stay—especially since it enables B2B sales teams to sell with higher confidence and volumes using insights that bring value to each stage of the customer buying journey. Here are the pros and cons of the wonderful world of sales acceleration.
The Pros and Cons of Using Sales Acceleration Tools
Pros• Increased selling/response rates: Sales
acceleration tools help partner teams prioritize deals that have actively engaged decision-makers—the deals that are far more likely to close.
• Leverage of situation-specific data: Sales acceleration tools can filter and leverage situationally-specific data to ensure partner reps are empowered to sell NOW.
• Driven channel results: Centralizing sales acceleration efforts can provide insight on rep performance and content engagement to discover what’s working and what’s not.
The Pros and Cons of Using Sales Acceleration Tools
Cons• Unnecessary burdens for IT/Salesforce
admins: Some sales acceleration tools don’t integrate well with Salesforce, slowing down IT and Salesforce admins.
• Cluttering existing CRM: Some sales acceleration tools can add extra custom fields and inadequate reporting/dashboards that aren’t compatible with your business.
• Disrupted workflow: Clunky tools with bad user interfaces and laughable onboarding processes can hinder adoption and counteract productivity gains that such tools are supposed to provide.
