B2B sales in home office

Stay at home nowadays is true for many people. For business, this means home office or remote work. But how can customer acquisition and customer care tasks in particular be organized from home? We would like to introduce you to some possibilities and aids to enable you to carry out your sales tasks in a purely digital way. This list of relevant blog posts provides a first overview of sales in the home office. Feel free to contact us if you need technical support in the areas of lead generation, effective customer approach or sales analytics due to the conversion to home office.

b2b sales in home office

Sales infrastructure in the home office

Lead generation

Increase conversions

B2b sales concepts

Please keep in mind when reading past blog posts: The search plattorm Companies and Markets is now called Implisense.com!

Sales Automation for more selling time

Have you ever been unable to close a potential deal because you lost track of it in time? Do you spend too much time entering leads into your CRM system and maintaining the record over time? And are you just as tired of time-consuming scheduling with customers or prospects that require multiple emails to be sent back and forth? Countless such frustrating trifles in your daily sales routine not only have a negative impact on your mood, but also paralyze your sales process. Because they tie up resources that you should better invest in active sales. The good news: Many of these time-consuming tasks can be easily automated using software and AI. With the help of sensible sales automation, you can get rid of unpleasant tasks, increase your efficiency in sales and often also the satisfaction of your customers. Here are a few examples:

sales representative in Sales Automation

Automate lead management

Your CRM system is the pivotal point of many sales automation solutions. A lot of hard work flows in here manually, which can be significantly reduced with the help of simple automation solutions. For example, instead of regularly searching LinkedIn for new interesting contacts and clicking your way through countless profiles that have been known for a long time, as a premium user you can simply have the new profiles sent to you according to your preset search criteria. Combined with a clever data enhancement solution, for example the Implisense API, your CRM system is automatically filled with all relevant data for your leads – you save yourself the manual input and last but not least the research of this information. On top of that, trigger events for your contacts can be delivered free of charge on a daily basis so that you never miss a promising contact occasion again. And if you want it easy, Implisense Leads will identify the similarities between your best customers and suggest other companies that are likely to have a strong interest in your products. The only thing you still have to do by yourself is make a call.

Sales automation during customer contact

Speaking of calling: Automating customer contact using self dialers or mass mailings is usually not a very promising option. Instead, by cleverly automating the many small time wasters around you, you gain more time to focus on this core aspect of sales. For example the tracking of your contact history with the prospective customer: When you have phoned or emailed with whom, you do not have to note manually anymore. You can also have this done by software. With some services, you can even have the AI create a brief summary of the most important topics from your telephone call.

Even the scheduling with your customers and prospective customers does not need to include diverse mails. Use tools or web services that allow you to share a number of appointment slots in your calendar and allow the person you’re talking to to to simply click into one of them. This gives you more time to prepare for the call. That’s Sales Automation, too.

Automatic reporting reduces management workload

Of course, not only the filling of your CRM system can be automated, but also its interpretation. Automated reporting provides the team leader with important key figures for the efficient control of the sales department. In this way, internal processes can be further optimized on this basis.

Many little elements that will relieve you in your daily work. Create more space for active sales with the help of clever sales automation. In the end, software and AI achieve the feat of leaving your customers with more human resources. The basis for an inspiring customer experience and a genuine relationship of trust.

Sales Funnel or Sales Pipeline – what’s the difference?

Do you sometimes have the impression that some people in your environment use the terms Sales Pipeline and Sales Funnel practically synonymously? In fact, the two are anything but dissimilar – but there are a few crucial differences. Depending on whether you look at the Sales Pipeline or the Sales Funnel, you can draw quite different conclusions.

The similarities: What Sales Funnel and Sales Pipeline have in common

It’s no coincidence that there can sometimes be confusion between Sales Pipeline and Sales Funnel. Both constructs describe the path of your leads through the entire sales process and their final transformation to the customer. And both break this process down into its different phases (which can vary from company to company). So far, the same. The difference, however, is in the insights that are used to highlight these phases and the leads.

Sales Pipeline: See what is

The Sales Pipeline is designed to help sales people organize and oversee every phase of the sales process. It shows how many leads are in each phase of the process at any given time. And how far each deal has progressed.

This is particularly important in capacity planning. If, for example, a large number of leads are on the verge of a phase in which time-consuming on-site presentations to potential customers become necessary, the team must allow sufficient time for this. If, on the other hand, it can be seen that too few qualified leads are being met at the beginning of the pipeline, more energy must be put into the lead generation, e.g. via white space analyses.

The Sales Pipeline therefore provides an overview of the current status at any stage of the sales process. This provides a forecast as to whether the targets set can probably be achieved or whether there is a need for readjustment.

Sales Pipeline

Sales Funnel: What remains

The Sales Funnel, on the other hand, is less concerned with the current status in each individual phase, but rather with the transitions between the various statuses. The funnel construct is based on the assumption that usually more leads enter a phase than pass into the subsequent phase at the end. That is why it concentrates on the part which does so. The Sales Funnel basically shows the conversion rate of every single step in the sales process.

While the Sales Pipeline primarily provides insights that help to organize the team, the Sales Funnel provides approaches to optimize the actual sales process. If the bounce rate from one phase to the next is too high, solutions must be sought to change this.

Sales Funnel vs. Sales Pipeline? Sales Funnel AND Sales Pipeline!

Sales Pipeline and Sales Funnel are therefore neither the same nor competing constructs. They only allow a different evaluation of your sales process. You get the best output by using them both in the right way. Use the success-oriented funnel view to optimize your process and the clear evaluation of the pipeline for an efficient organization of your team. In this way you maximize your sales success.

Make more reliable claims about the reasons for high bounce rates in your sales process – by identifying similarities and differences between successfully converted and bounced leads.

By using the Implisense API.

How marketing and sales get closer together – with data

Both the marketing and sales departments work with leads, yet in many companies one rarely knows exactly what the other is doing. Both could benefit significantly from an intensive exchange between these departments. After all, the end result is the same: maximum conversion of the leads to paying customers. Data can help to bridge the informative gap between marketing and sales.

Strengthen collaboration between marketing and sales

Quantity versus quality: a conflict

One of the main reasons for the often insufficiently intensive cooperation between marketing and sales is an unspoken conflict resulting from the working methods of the two departments. It is about dealing with leads in different ways: While it is in the interest of the marketing team to collect as many leads as possible, the sales staff would like to be provided with as much information as possible about a lead in order to be able to prioritize sufficiently and address it precisely. In order to keep the hurdle for a potential lead to leave its contact data as low as possible, the marketing department wants to query only the most necessary information in the first step, while the sales colleagues would prefer a more comprehensive form.

Enrichment of data from third-party sources as solution

While these two motivations were indeed in contradiction to each other until some time ago, fortunately they can be reconciled today – by enriching the data of your leads from a third source! According to your marketing team, the prospective customer only has to enter the most necessary data in order to register – yet your sales representatives receive a comprehensive data package with more in-depth information than they could ever have obtained from a lead. There are hundreds of data points for each company through Implisense. An enormous information power that makes the work of the sales team much easier.

Additional advantages: Prioritize earlier and share insights

Evaluate marketing and sales campaigns

In addition to reconciling the previously conflicting interests of marketing and sales, there are additional advantages to enriching your lead data with information from Implisense. For example, your sales team can prioritize effectively very early in the process and spend less time on unproductive leads due to the immediately available broad data base. In addition, targeted analysis of the information can provide valuable insights that, in turn, empower marketing to implement more effective campaigns. What industry, number of employees or technological focus will convince companies with the best conversion, and which ones will be left in the lurch for the most part? When the sales department passes these findings back to the marketing department, target groups and speeches can be made many times more precise and thus more successful.

Other good reasons why you should use an external database can be found in this blog article on integrating external customer data.

So the bottom line is a win-win situation. The closer connection of marketing and sales by means of lead enrichment with third-party data pays off for both sides. Sales gains valuable information about the individual leads and marketing can generate more targeted leads on the basis of this information. In this way, a target-oriented alliance of these two departments is achieved. And thus more market success in total. 

Integrate current company data on more than 2.4 million economically active german companies into your e-commerce, CRM, ERP or OPC.

Meeting preparation in B2B sales with premium reports

A stressful day, a potential new customer calls you back in a few minutes, but until now you didn’t have the time to prepare a well-founded meeting. Your most important sales motto has always been: “Know your customer”. Not exactly an optimal starting point for your upcoming sales talk. Thanks to the Implisense Premium Reports, however, the situation is now much less critical than before. With the Premium Reports you get clear and insightful company profiles at a click – for more than one million large and small companies. In just a few minutes you can get a targeted overview of the company of your business partner.

company profiles Über die Firma

The algorithm searches for you

Especially the tab “About the company” provides the new data, from which you can get a lot of information about your leads with a trained eye. For example, the weighting of the products and services offered, the significance of the various target groups, international activities or even the value-added promises that the company in question is making to its customers. A technology profile can also be found among these data, for example. This shows which technologies the company in question is increasingly focusing on. A helpful working basis – for example for software providers, who can gain valuable insights into the techstack of potential customers before a conversation and submit an offer tailored to their needs right from the start.

In-depth insights at a glance

A special highlight of the provided data is their actuality. This is because they relate to the last 6 to 18 months in each case, so that they primarily reflect the current developments at the respective company – and thus very current or possible future requirements. How consistently does a financial services provider pursue its digitization strategy? What future technologies is an automobile manufacturer preparing itself for? And which innovative product slowly outstrips the evergreens in a traditional medium-sized company? Due to the vivid graphic presentation, conspicuous features in the data quickly catch the eye. With a little industry knowledge, deep interpretations can be derived quickly. The comparison of different companies in an industry or one’s own company with certain competitors also provides valuable insights.

Always one step ahead due to being up-to-date

Firmenprofile EreignisseA special highlight of the data provided on Companies and Markets is their actuality. After all, these relate to the last 6 to 18 months, so that they primarily reflect current developments at the respective company – and thus also current or possible future requirements. How consistently does a financial services provider pursue its digitization strategy? What future technologies is an automobile manufacturer preparing itself for? And which innovative product slowly outstrips the evergreens in a traditional medium-sized company? Due to the vivid graphic presentation, conspicuous data peculiarities quickly catch the eye. With a little industry knowledge, it is then possible to derive astonishingly fast and in-depth interpretations. The comparison of different companies in an industry or one’s own company with certain competitors also provides valuable insights.

All-round tool for preparing conversations

With these comprehensive features, Premium Reports are a helpful tool for preparing for an upcoming customer meeting. Within a few minutes you will gain the first important insights that will help you on your way to a successful conclusion and present yourself to the person you are talking to as well informed. In the office or via smartphone on the way to the customer. If required, even more detailed information and direct links to the sources can be integrated into the reports. The Premium Reports should thus become a suitable tool for many marketing and sales professionals to significantly simplify meeting preparation and customer planning.

Request a free Premium Report here.