In Automation, LinkedIn, Prospecting

Sales Tools, The Sales Evangelist PodcastSometimes sellers trust too much of our sales process to autopilot, and we lose sight of the fact that even the best sales tools can’t replace you

We get distracted from the things that matter most and we miss out on opportunities or ruin relationships because we forget the importance of the most important component of the sales process. 

Sales tools

Sales tools help us promote or sell a product. They could include CRM, which helps us sell by allowing us to track information. These tools may help us understand more about the prospects who are working in the organizations we’re pursuing. 

Tools might include your email account, your LinkedIn Sales Navigator account, your BombBomb account, your cell phone, or your Hubspot tools. There are countless tools you can take advantage of that will help you promote or sell your products more effectively. 

Sometimes I rely so heavily on those tools that I effectively take myself out of the cockpit. I’m unable to guide the sales process because I’ve trusted my tools to automate it. 

Where to automate 

Automation without oversight can leave room for errors.

While it’s good to use tools like prospect.io to automate your outreach, the problem emerges when we fail to personalize the process. If we set up generic emails and then blast them to hundreds of different people, you won’t get the results you’re seeking. People can immediately sniff out bulk outreach. 

If you rely entirely on automation, you’ll discover that very few people read your emails and even fewer respond. You may even discover that some unsubscribe from your communications. 

On the other hand, if you use merge tags to personalize your messages and you focus on a specific industry and you address a specific problem that this industry faces, you can create a message that speaks directly to that industry. 

Reaching out 

While I’m emailing these prospects, I’ll also reach out to them on LinkedIn via an invite, and I’ll comment on some of their relevant content. I’ll also use personal phone calls as well as text messages or possibly even Twitter. 

I interact in different locations. I’m present and I’m monitoring the interaction.

Unlike the generic situation which was devoid of my personal involvement, this option leaves room for my own personality. The prospects have a chance to interact with me in different settings because I’m actively involved. I’m present, and I’m overseeing the process.

People want to be treated personally. 

Don’t lose focus on the human side of your connections. Make sure to differentiate yourself from the competition. 

“Sales Tools Can’t Replace You” episode resources

You’re a savvy salesperson who wants to learn and grow. Check out Audible for thousands of titles, plus a free 30-day trial and a free book. 

If you haven’t connected with me on LinkedIn already, do that at Donald C. Kelly and watch the things I’m sharing there. I’m fairly easy to connect with. Just comment on something about my podcast. Send me an email.

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If you and your team are interested in learning more, we’d love to have you join us. Call (561) 578-1729 to speak directly to me or one of our team members about the program.

This episode is also brought to you in part by mailtag.io, a Chrome browser extension for Gmail that allows you to track and schedule your emails. You’ll receive real-time alerts anyone opens an email or clicks a link.

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Enterprise Seller, Trong Nguyen