So you want to take your new business development game to the next level? Well, you better be more than just a smooth voice on the phone. The right technology can allow you to collect targeted prospecting data, broadcast your message to more prospects, accelerate the sale funnel, organize more effective meetings, – ultimately refining your entire sales process.
Here’s a tech stack we use in-house that maximizes our efficiency and helps us win more business:
- Organize: Salesforce – Every new business tech stack should start with a good CRM. We use Salesforce because it’s truly best-in-class, and allows for integrations with basically every single add-on functionality for email or social. This doesn’t mean that every agency has to choose Salesforce (some Marketing Automation suites have great and simple CRM options), but we feel that it does give our agency team what they need to best track and understand their prospect funnels.
- Amplify: SharpSpring/Hubspot – It still amazes me every day how many agencies do not currently take advantage of a full marketing automation (MA) suite. We encourage our agencies to check out Hubspot or SharpSpring for your MA needs. We use both systems depending on our in-house efforts or client efforts and what each need. SharpSpring gives our clients that have more straightforward email and CRM needs a low-cost approach to getting this setup. For more enterprise level teams, we would look more at Hubspot’s market leading solution as the complexity in new business rises.
- Accelerate: Cirrus/Salesloft – When you get passed mass email communications, there still needs to be tools to help a new business person accelerate their one to one communications. This is where Cirrus and Salesloft Cadence come into play. Cirrus is a great Gmail extension that allows for better one off email tracking of clicks and opens, that syncs all communications with Salesforce, and even allows for some minor automation. Salesloft Cadence is great for small to medium groups of one to one contact engagement where we want to schedule a series of emails, but keep them at a relatively manual and bespoke messaging cadence. These tools give you acceleration of those personal emails without plugging them into the larger mass drip campaigns handled by your Marketing Automation platform.
- Inform: Winmo/DailyVista/Mintel/Kantar – Lots of options here for data on prospects. At CNB, we utilize Winmo for individual contact details and company level information on agency relationships and more. Mintel gives us some great insights into certain industries we are prospecting into, and Kantar is there to give us ideas on brands that are spending in ways that are attractive to our clients. The biggest driver of new business is DailyVista, which gives us predictive insights into brands that are going into review in the next 3-18 months. An insanely important piece of information as we do any outbound prospecting. (disclaimer: Catapult is sister companies with Winmo and DailyVista, so we really like what they do!)
- Share: Join.me/GoToMeeting – Again, this is an instance where we use two different technologies. Join.me is our go to screen share for anyone off quick meeting or screen sharing that we may need to do on a prospect or initial fact finding call. GoToMeeting is used when we have more scheduled ahead and larger group meetings that need to be shared across locations.
These are just some of the tools our new business team utilizes every day for proactive sales outreach. Keep in mind there are tons of resources out there. Aside from those listed above, we also leverage platforms like Crystal Knows, Slack, Rapportive, LinkedIn Sales Navigator, and SponsorPitch. Everyone has different needs, so your stack may look a little different than ours. What are you using to drive your agency forward?
