Create.
Convert.
Close.
As a sales rep, that neatly summarizes your primary job functions:
Create (qualified) leads.
Convert those leads into pipeline.
Close deals faster and more efficiently.
Easy to write (and read). More challenging to execute.
Sales reps often struggle with the practical application of these steps, leading to challenges with time management, prioritization, and overall success.
Here is how sales reps can create, convert, and close more pipeline while being more efficient and increasing productivity.
Create leads using sales engagement
Salesforce is great. We use it at Clari!
However, like any platform, it’s only as good as the data that goes in.
Bad data in = bad data out.
Keeping Salesforce up to date requires consistent and accurate data entry, which is often time-consuming.
Additionally, retrieving information from Salesforce means context/task-switching and toggling between two (or more) apps. Harvard Business Review calls this the “toggle tax” – the time it takes “to adjust to the application, its semantic context, and purpose after a switch — users need to get their bearings, even if they were just looking at it.”
Clari’s Omnibar in Groove, our sales engagement tool, is your window into Salesforce. With the Omnibar, you can view, update, take notes, and even create Salesforce records directly from your inbox.
Not only is the Omnibar your entry into Salesforce, but it also plugs directly into your inbox (Gmail or Outlook) calendar and the actions and flows pages in Groove.
Want to quickly call a customer? No problem. Hit the dialer icon (aka, the OmniDialer) in the Omnibar.
Want to get up to speed on what a prospect is posting/sharing on Linkedin? Omnibar has you covered with a direct integration into your LinkedIn Sales Navigator profile – comprehensive intel at your fingertips. View common connections for potential warm introductions, look for related leads, and more.
Learn more about the power of Omnibar,
Convert leads into opportunities using conversation intelligence
Getting a prospect to open your email is one thing. But if they don’t click on the call to action and download an asset (or register for a webinar or sign up for a demo) they are ... just a lead.
Converting that lead into an opportunity is an integral step to closing a deal, obviously.
And the way to understand how close (or far) you are from moving that lead to a prospect or opportunity is to thoroughly understand the prospect's pain points, how your solution can best address them, and the most effective way to collaborate with the buyer on next steps. Conversation intelligence helps you do that.
Conversation intelligence uses your sales data — call transcripts and recordings, CRMs, notes — and applies AI to get actionable insights.
It helps sales (and marketing and product) teams better understand customer behavior, competition, product experience, and so on. The end game – higher win rates, faster growth.
Copilot is Clari’s conversation intelligence engine that does all of the above – and more. We ensure all data is up-to-date by automating insights from calls and emails and pushing them into your CRM based on recommendations from our AI engine.
Three ways to use Copilot to be more efficient with your time:
- Tee up Clari’s RevAI to “ask Clari” to summarize the key points of your last conversation to ensure you are best prepared for your next interaction.
- Dump AI-generated, relevant data directly into your CRM – edit as you see fit.
- Let AI draft a follow up email based on a specific call, with snippets from the actual exchange.
Bonus: All of these action items happen right out of Copilot. No need to open another tab or window or app.
Close more deals using mutual action plans
Finally, the close.
Winning business.
Moving from opportunity to closed-won.
Putting a new logo on your website.
A new customer.
This is, ultimately, the goal of a sales rep.
An ideal revenue operations process means your team and you can:
- Accurately predict the close date of a deal weeks in advance
- Disqualify bad deals and only focus on high-quality leads
- Accelerate the sales cycle by getting every stakeholder on the client’s side to take the necessary actions at the right time
These motions are all possible with a solid Mutual Action Plan (MAP).
A MAP is a collaborative roadmaps that define the path to success through milestones, responsibilities, and timelines.
Copilot simplifies this entire process by taking calls from the platform and dropping them directly into MAPs in Align, our solution to a more efficient and effective sales process – a home for targeted, collaborative microsites that ensure sellers and buyers are active participants in the sales process.
Align helps you track the milestones outlined in the MAP. Off track? On schedule? Everything lives in Align.
Learn more about how MAPs increase sales
Clari helps you to create, convert, and close more deals.
Clari has all the tools to ensure you can create, convert, and close more deals.
Create a robust pipeline of potential leads with an assist from Groove’s sales engagement tools.
Convert leads into opportunities using Copilot’s conversation intelligence.
Close more deals by ensuring you are collaborating with your buyers, using Align’s MAPs
Learn more about how Revenue Execution can help with all of the above.