There’s no doubt about it, the business world has changed- some would say for the better, others would argue it’s worse off. Regardless of where you stand, we can all agree that sales organizations have been forced to adapt in a somewhat “un-adaptable” climate. From an MSP sales rep perspective, it’s even more challenging than ever to prospect. You have to be more mindful on how your messaging is received, the empathy you have, and the overall “human” element you’re actually bringing to that person or conversation. Salespeople are tasked with implementing an over-whelming amount of personalization in every single activity.
As sales budgets continue to run lean and salespeople require continued support, it’s becoming more and more important to access all the free tools you can. Here’s a list of some great places to start!
The obvious, right? But still has to be added. “Getting to know” your customer without actually getting to know them is hard. At its simplest form, it can help make sure you’re talking to the right person, with the right title, at the right company (minor details, right?). But furthermore, it can help you build targeted “lists,” prospect to the folks you know can find value in what you sell, and help you plan your day more effectively. You can find recent buzz around a specific prospect and use that information in your outreach messages. You can check out their career and or education history; did you go to the same college? Did you know someone from a past role they had at a different company? Use these little nuggets as your way to personalize your approach.
For those of you still sending over PDF files and putting it on your client to upload somewhere or scan and send back, time to up your game a bit! There are plenty of ways to digitally sign a document. Thankfully there’s also companies like HelloSign giving users a limited amount of “signed docs” for free each month. It’s not a lot, but if you have that really important document, and want to look like you’re not living under a rock, maybe use one of your limited sends!
Last thing we want to do while working remotely is lose track of the productivity we’ve maintained with our daily routines. If your process working from home is a bit more fragmented than in the office; using a scheduling app to schedule meetings can cut eliminate the back and forth between clients, prospects, and even colleagues. A simple link that can tie right into your prospecting messages always does the trick!
One of the most challenging tools to onboard in a sales organization is a CRM. It takes a ton of time training and explaining, not to mention they’re fairly expensive. When you’re just getting started and looking to form a small sales strategy, using a free CRM isn’t always a bad idea. Freshworks probably offers the most bang for $0 commitment, choosing to only lock the advanced functions like reporting and analytics behind a paywall.
As a sales manager, you’re mostly focused on KPIs, gap-to-goal, and the sales pipeline as a whole. However, another large part of your day that shouldn’t get ignored is sales enablement. In fact, good sales enablement often times results in hitting your quota and expediting the sales pipeline. Bitrix24 is a great free tool for any leader looking to automate sales into an easy-to-onboard process. It wraps up analytics, reporting, automation, lifecycle management, and email/phone activity into one solution. The free version includes a reduced piece of everything listed here but is a great option for any sales manager looking to streamline their process and effectively coach their team.
This one isn’t necessarily a sales/marketing tool (though one could argue), but worth adding onto this list, as we can all use a good “pause” during the day. Take some time to self-reflection, be mindful, and just breath during these unforeseen times. Apps like Calm, Headspace, 10% happier, and probably a dozen others can help take you to that place. Most of which have plenty of solid free content on there to start.