Sales Engagement or CRM: Which Sales Tech is Right for Your Team
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What You'll Learn: - Is your Marketing and Sales Tech stack negatively impacting your sales results? - What one feature in CRM has a dramatic impact on sales productivity? - Why is Marketing annoyed at Sales and can it be fixed? - How can you adapt your tech stack, without changing your processes, to triple your pipeline?
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Sales Engagement or CRM: Which Sales Tech is Right for Your Team
- 1. Sales Engagement VS CRM Which is right for you? SALES HACKER WEBINAR @saleshacker
- 2. Hosted by: DARRYL PRAILL CMO VanillaSoft SCOTT BARKER Head of Partnerships Sales Hacker
- 3. CRM — Tried and True? Defining Sales Engagement The Parts Make the Whole Agenda 1 2 3 Building a Complete Tech Stack4
- 4. CMO of VanillaSoft, and is leading the charge in sales engagement innovation. Held executive roles in companies like: SAP (Sybase), IBM (Cognos), Kinaxis (webPLAN), and Airbus (CML Emergency Services). “No one understands better than Darryl how to position technology. He's a rare breed of techie who understands the power of marketing from concept to execution.” – David Perry, Perry-Martel International Inc. Darryl Praill “
- 5. Millions in Pipeline Generated for Sales Hacker, Media Valet. General Manager for Vancouver Enterprise Forum. Rebuilt Sales Hacker’s Product Suite, Closed 1M+ in Revenue YTD. “Scott was hired to build out and lead business development at Media Valet and has exceeded every expectation that we’ve had for the business development department. Scott will be a tremendous asset to any organization and executive team and is a rising star that any company will be lucky to have on their side. – Maria Ospova, VP Marketing @ MediaValet Scott Barker “
- 6. So, which tool is right for you?
- 7. CRM — Tried and True? o List-based vs Queue-based. o Human bias. o Lost productivity. o Automated lead routing. 1
- 8. Defining Sales Engagement o For starting relationships. o Works with CRM. o Practical. o Rep accountability. 2
- 9. The Parts That Make the Whole o Sales Engagement compliments MA & CRM. o Build a complete stack. o The right platforms = the best outcomes. 3
- 10. The Complete Tech Stack4
- 11. CRM is for managing relationships. Sales Engagement is for starting relationships. Queue-based systems mean productivity & accountability. MA, SE, CRM — all three give you a complete stack. Key takeaways 1 2 3 4
Editor's Notes
- Darryl — Darryl Praill, CMO of VanillaSoft, is a high-tech marketing executive with over 25 years experience spanning startups, re-starts, consolidations, acquisitions, and divestments. He has been widely quoted in the media including television, press, and trade publications. He is a guest lecturer, public speaker, and radio personality and has been featured in numerous podcasts, case studies, and best-selling books.
- CRM is list-based — reps self-manage their leads and tasks in CRM. 29% of sales reps spend an hour or more on data entry every day. Besides lost productivity, this also introduces human bias into the equation. 48% of new leads are never contacted and less than 2 call attempts are made. Queue-based software automatically routes leads to reps.
- CRM is designed for managing relationships. Sales Engagement is for STARTING them. Sales Engagement works with CRM by converting MQL to SQL. Sales Engagement is designed for practicality and accountability. A queue presents the best lead. A result code triggers the next engagement. A cadence ensures the right cadence. Built-in persistency ensures regular outreach. Speed-to-Lead ensures immediate follow-up.
- Sales Engagement works in conjunction with MA and CRM…it does not necessarily replace them. Organizations need to look at the three components (MA, SE, CRM) as a whole. You can’t just pick one platform and run with it. Implementing Sales Engagement 3x more pipeline activity, faster lead follow-up, more productivity, and lower CPL.
- Marketing Automation creates the MQL — Sales Engagement turns it from MQL to SQL — CRM converts SQL into a Deal.