It has never been so difficult to sell! This is in any case the conviction of Tilkee, a software publisher (SaaS) dedicated to the efficiency of sales and marketing services.
If 1/3 of B2B salespeople believe that sales are becoming more complex, it is no coincidence: despite the proliferation of channels to reach decision-makers, it has in fact never been so difficult to reach them. Over-solicited, decision-makers offer few opportunities for salespeople to interact with them.
The impacts on business are obvious: sales cycles are getting longer, as is the average time invested per sales deal.
Faced with these new challenges, companies must transform their organization by providing sales intelligence tools that will answer the questions that sales teams ask themselves to remain effective: "Which prospect should I contact first? When?" with what message?”
By providing technology for analyzing reading behavior on digital documents, Tilkee assigns an interest score to your leads and opportunities based on its predictive machine learning algorithm.
Useful and actionable data for salespeople
Which salesperson has never experienced the frustration of cold calling their prospects?
Having the assurance of investing time only on prospects interested in our offer, at the best time and with the most impactful speech, is every salesperson’s dream.
This is the promise of Tilkee, technology integrated into market-leading CRM solutions such as Salesforce or Microsoft Dynamics.
The salesperson finds all the data relating to the consumption of the commercial documents sent directly in their central tool, the CRM.
The possibilities offered by enriching the CRM with contextual data from Tilkee are numerous. Creation of automatic follow-up tasks based on Tilkee scoring, automatic follow-ups on unread documents, automatic creation of an order when the quote is signed via Tilkee electronic signature... Did you say efficiency?
This results in an obvious time saving for salespeople, a reduction in the sales cycle and an improvement in the quote-to-order conversion rate (+20% on average).
Sales managers are not left out: if they were used to making sales forecasts based on their salespeople's statements, the method lacks precision... A (very) optimistic salesperson could announce a 90% chance of closing on an opportunity, while a more cautious salesperson would commit to 60% in a similar context.. It's hard to see clearly then!
Tilkee allows managers to make their “forecasts” more reliable by cross-referencing the declarative data of their salespeople with Tilkee opportunity scoring based on tangible data.
A rapprochement between Marketing and Sales?
Relations are rarely good between Marketing and Sales and for good reason... marketers can blame salespeople for not processing the leads they generate for them and which cost companies a lot of money. Salespeople defend themselves by highlighting a lack of lead qualification which wastes their time..
Integratable into the main Marketing Automation solutions on the market (Hubspot, Pardot, Eloqua, Marketo, etc.), the analysis of readings on marketing documents can enrich the lead scoring already in place within organizations.
This data can also be used as triggers within the “nurturing” scenarios in place, in order to be even more relevant in terms of timing and messages addressed to the lead base.
Last subject likely to bring Marketing & Sales closer together: aggregated data on digital documents.
Content marketing can be very time-consuming. However, marketing departments generally lack visibility on the relevance of the documents they issue.
With Tilkee analytics, marketers can measure the performance of each document they create. Time spent per page, reader attrition, reading percentage... marketers improve their media based on Tilkee analysis, and indicate to salespeople which documents perform best based on the type of prospects they are addressing.
Discover the analysis of the effectiveness of the 2017 presidential programs
From lead qualification to invoicing... example of an optimized sales process with Tilkee
The company is a major player in the French industry using Salesforce
After browsing a brochure for 10 minutes, the lead obtains a score implying their switch to the sales teams.
The salesperson assigned to their processing instantly finds all the data from interest of the lead in Salesforce, a contact task is automatically created.
After an initial telephone conversation, the lead is indeed interested and wants to obtain a commercial proposal.
The salesperson sends his commercial proposal from the Tilkee module in Salesforce.
If it is not read after 5 days (which corresponds to the average time before offers are opened for this type of prospect), the contact is automatically contacted by email.
And it works... the prospect instantly opens the proposal, consults it for 4 minutes, including 3 on the pricing page.
The salesperson instantly gets back in touch by telephone to answer any questions the prospect may have. After a brief negotiation, the salesperson updates his proposal and makes it electronically signable.
After signing, an order is automatically created in Salesforce and a task is created with the billing department.
0 Comments