Last week, our VP of Marketing and Alliances, Andrew Leigh, joined Velocify’s #ELEVATESales live online sales conference. He shared some creative connected sales strategies that can help transform the capabilities of your sales team and skyrocket sales in 2016.
In this blog post, we share some questions from the event along with Andrew’s answers to provide a sneak peek into how connected sales will drive the way you reach the new digital buyer in 2016. If you’d like to learn more, register to watch Andrew’s session and others from the event.
What are the most common sales wins you’ve seen at Jitterbit?
One great example is our customer Sika, a manufacturing company that used Salesforce and SAP but didn’t have a good view into back-office information from Salesforce. By connecting Salesforce and SAP using Jitterbit, Sika was able to get instant visibility into customers’ creditworthiness, and focus sales efforts on customers who would actually be able to pay. It may seem like a very simple piece of information, but it was crucial in the sales team’s success.
So the fastest sales cycles for us are those where our customers have already identified the information they need to connect, which allows us to get them connected with it and help them start selling. Ultimately, it comes down to winning a sale by connecting customers with the right data. If customers don’t yet know what they don’t know, we can help them find out, but it will take more time to develop a successful solution.
How does Jitterbit simplify integration?
We’ve seen every major industry segment transformed by the cloud – Salesforce transformed salesforce automation, NetSuite transformed ERP, and Workday transformed HR, to provide just a few examples. Now that so much business activity is happening in the cloud, integration is changing too. It’s becoming clearer that a true cloud integration solution is required for success with modern connected sales.
This spells the end for false cloud solutions and exposes the problems with traditional ESBs and middleware that were designed to solve integration problems that existed before the advent of the cloud. These solutions have large technology footprints and are not agile enough to handle the many new cloud applications that are surfacing – you just can’t connect cloud apps the same way you used to with on-premise apps. This requires a shift in connectivity toward the cloud to enable true connected sales and business operations.
There are thousands of software companies with a “solution” looking for a problem to solve. In a hyperconnected world, integration is a real problem for every company, but it’s becoming harder and needs to be done right – in a way that makes business easier, not more complex. People are looking for usable integration solutions, not isolated toolsets that only solve one problem, or cumbersome legacy platforms that try to do too much. They need simple yet powerful solutions that work.
Because integration is a real business problem, companies in the integration space don’t have to focus as much on driving demand, but rather deciding how fast to execute sales and how to segment the target market for success – for the company and the customer.
So speaking of segmenting, what’s the best sales technology stack?
The most important thing is to start with a vision, then back-fill the technology based on the vision. If you’re starting with the technology, people might not know what to do with it. If I’m selling a highly specialized petroleum solution, I might only sell to 12 people in the world, and I already know them all, so I don’t really need a massive CRM. Other companies that sell to millions of different types of consumers absolutely need a CRM that can help them segment customers successfully. Every effort has to start with a business need or it can’t succeed.
The other big problem with implementing sales technology is driving adoption. Even if you start with the vision, there’s still a hurdle to jump over in terms of getting people to use the technology in a way that aligns with the vision. Salespeople are my favorite users – if a tool doesn’t give them what they need in the first shot, they’re not going to use it. So it needs to be really easy to use and provide value fast when people need it.
What’s your top sales tip for 2016?
In the end, I’m an integration guy. I don’t believe anything should be deployed or executed without connecting. If you’re deploying a sales app, for example, you can always amplify the data by connecting different systems. That gets the right data for the right people at the right time, so they have the information they need to close deals. So get connected in 2016, that’s my top tip.
There you have our #ELEVATESales session tips for connected sales. To start your path toward success with connected sales in 2016, try Jitterbit today: