How to connect your SDRs to inbound sales tools

Nowadays we work from home quite often. If you’re a salesperson – or leading a sales team, it could be a challenge to do remote sales. What are the best sales tools for your SDRs? We’ll tell you more about it.

Make remote sales successful

As mentioned before, it’s a challenge to connect with your audience during this pandemic. Sales reps can’t book physical meetings, so let’s look into ways on how to book qualitative online meetings. 

The first option is to use our Sell solution for assisted sales, which is very easy to integrate to your SDRs’ schedule – also when they’re working from home. Enable your prospects to have real-time conversations with your SDRs every time they visit your website. The same goes for our Engage solution, where your sales team can do live broadcasts from home. You can classify and qualify the broadcast viewers based on your business rules and close more deals, completely unassisted. This will ultimately increase online sales, even though we’re in the middle of a pandemic. 

Working from home sales

As mentioned above, it can be tricky to reach your prospects when you’re working from home. But think about the benefits: you can immediately show product demos and that will increase engagement with your clients. Because virtual product demos are largely the same as in-person ones, it’s perfect to integrate this into your working from home sales routine. 

The more you personalize your demos, the more success you’ll achieve. Part of the product demo prep is creating an agenda and tailoring your presentation to your audience. Learn about your potential customers and allow your knowledge to dictate how your presentation is conducted. Inbound sales is about sharing value, not features. In other words, to sell products – you need to make prospects understand how your company’s products will benefit them. 

When demoing a product via video conferencing software, get right to the point and share value propositions that your individual prospects will find interesting and useful. This is where your preparation personalization efforts really come in handy. How to structure a phenomenal demo for an inbound prospect? We’ve got you covered, here’s some tips:

  • Always go from macro to micro: when you’re demoing a feature, always give your prospects the big picture first. They should never watch you demo something and not know what the purpose of it is.
  • Begin with a big bang: a real demo should start with one of the specific problems or challenges the customer or prospect said they are having.
  • Speak their language: if you’ve noticed while qualifying a prospect that they use certain words and phrases, use these same words and phrases later.
  • Ask questions: let’s say you’ve identified a problem they have, and you have the solution. What you want to do is not just show it to them, but first dimensionalize it.
  • Managing time: managing time is extremely important to keep your demos effective.
  • End with a close: what’s your closing statement? It better be a strong, clear call to action. It’s your job to get the prospect to take the next step.

For prospects, it can be sometimes difficult to ask questions during a virtual product demo. That’s why it’s essential to stop periodically and ask if anyone has any questions. This will ensure they get the information they need to make purchasing decisions and have an enjoyable time attending your demo. You should do everything you can to make sure they feel comfortable during your presentation and well-informed after. Making time for viewer queries is a huge part of this.

Why virtual selling is the future

Virtual selling is the future of all businesses. Allow your company to reach your audience and make one-to-many presentations while still adhering to the rules of lockdowns. Salespeople may be worried about the disappearance of face-to-face meetings – but interestingly, buyers are not – according to LinkedIn Business. In September, a McKinsey survey found that only 20-30% of B2B buyers globally ever want to interact with sales reps in-person again – even in an ideal post-COVID world. In fact, 96% said they’re happy to make purchases through a wholly digital buyer journey. That indicates that there’s no turning back to the ‘old way’ of selling.

Why do buyers miss face-to-face meetings so much less than we’d like to think? It comes down to who actually got the most value from those meetings – and who tends to get more value from a digital buyer journey. It’s the difference between designing a sales process that works for the seller – and genuinely putting the buyer first. Also, virtual demos allows the salesperson to create trust with the prospect.

As hard as it is to believe, research from CSO Insights found that only 27% of B2B buyers believed that SDRs were truly knowledgeable about their specific business, and only 8% of SDRs were focused on driving valuable end results for the buyer. The shift to digital selling means that the focus on ‘just’ selling won’t cut it anymore. Buyers themselves are very eager about this change. Digital journeys are self-selected by the customers, they will only make time for your brand if they find it valuable enough and it makes sense to them. They’re discovering that this adds up to an experience of sales that works much better for them.