Hampus Jakobsson says Brisk often gets approached with questions like “Which email template solutions do you prefer?”
And their answer is a bit more long-winded than expected.
Clients are perplexed when Hampus responds back with questions like:
“Well, what problem do you want to solve? Do you want centralized templates and everyone using the same ones?
Do you want quick and agile sharing between the reps?
Do you want email templates?
Do you want LinkedIn InMail templates?”
It might seem overkill for a simple question about templates, but problem discovery is key before you can find the best solution.
What Sales Tools to Buy
Now that you’ve analyzed the problem, you’re equipped to find the best solution—not just any solution.
Fishing through the sea of sales tools on the market can feel daunting, but Hampus offers three easy questions to ask yourself before making your decision.
Every sales tool you purchase should answer yes to one or more of the following:
1) Does it gather data for marketing and forecasting?
Tools should scrape data from top to bottom for information such as lead process time, open rates, industry categorization, and lead sources. The more information it can pull, the better!
Marketing can later use that data to track the success of campaigns or see the time it takes to close a lead, for example. It will enable them to improve campaigns, shorten the sales cycle, and so much more.
Most sales reps and managers won’t really care about this data, but it’s important to the company’s growth and success.
2) Does it save your sales reps a couple of hours every week?
A great tool should save your reps at least a couple of hours a week.
Managers ping reps left and right over weekends, asking for updates they need for Monday meetings. If those updates could be automated, it would save the manager time and headaches.
According to the McKinsey Global Institute, the average worker spends 20% of their workweek looking for internal information and hunting down colleagues who can assist with tasks. That means your employees are spending a full day every week reaching out to each other instead of pursuing leads.
Find the problem that’s eating up most of your sales team’s time, identify why it’s such a time sucker, and then search for tools that can help.