How Sales Leaders Use Click360

Sales leaders have twin goals: Design strategies that increase revenue, and then maximize the revenue generation of their existing budgets.

That means being hyper-vigilant with the strategies created to grow that revenue while being able to see which channels are generating revenue most effectively.

Budgets are spent on tech and tools that drive inbound marketing and lead generation. Often, they’re measuring revenue generation efficacy in terms of leads generated per dollar spent and how much revenue was generated by those leads. The issue is that it’s incredibly expensive to continue to spend money generating activity at the top of the funnel to only get a small percentage of conversion at each stage of the funnel. Even with a perfect knowledge of how many leads are needed to generate a certain amount of revenue, in order to scale that, more and more money is spent to generate more leads as the business scales.

Qualify Leads by Behavior, Not Activity

Instead of setting rules as to when sales should engage customers, see when prospective customers are exhibiting bottom-of-funnel behavior.

Surface Buying Intent

Many platforms are using marketing & search intent as a means of understanding who is in market. Click360 focuses on buying intent.

Increase Speed to Close

Once you understand which customers are most likely to convert to revenue, you can optimize for next-best-steps that increase deal velocity.

Sales Leader Challenges

Sales leaders are tasked with:

1) Designing strategies for revenue growth
2) Maximizing the ROI of every dollar spent
3) Generating massive amounts of inbound activity
4) Improving the productivity of each sales rep
5) Understanding what’s driving revenue vs. what’s not
6) Increasing sales process efficiencies, time allocation and budget usage
7) Implementing tools and technology that drive sales
8) Making sense out of massive amounts of data

%
Time Spent on Non-Selling Activity
%
Leads That Are Not Sales Qualified
%
B2B Decision Made Prior To Outreach

The Solution

By adding Click360 to the company’s technology stack, sales leaders (such as the Chief Revenue Officer) gain critical insight into which efforts are driving the most revenue, which sales channels are most productive, and which strategies are creating the most sales conversions. Patterns and sequences indicate where prospective customers are in the buying cycle, which allows the sales team to engage them only when they’re a Sales Qualified Lead (SQL). That means spending less at the top of the funnel while being more efficient and effective during middle stages. Now, only the most qualified sales candidates are engaged by salespeople based on the patterns of behavior that indicate buying intent.

Results

Real Time, End-to-End, Multi-Touch Attribution: Seeing what’s working and what’s not in real time means sales leaders can justify budget spends, prove out ROI and surface the most effective channels of revenue generation.

Automatic Segmentation & Measurement: Deep Learning models identify who is mostly likely to convert – meaning sales leaders can focus efforts against the 20%-30% of prospective clients who are in the market today, while re-allocating their teams’ times only to those deals most likely to close. Unqualified leads can remain in custom nurtures until they are ready for sales engagement.

Actionable Insight → Existing Systems: Real time information is pushed back into sales systems like CRM and engagement tools, allowing sales teams  to engage customers with the most relevant information at the most pivotal points throughout the sales cycle.

To find out more how Click360 can help supercharge your sales results, contact us today and try a demo.

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