High-velocity sales (HVS), both online and offline, have managed to become a trend in sales strategy negotiations. In part, laser-driven sales promise productivity. Therefore, it is highly functional for the overall time savings it provides in pipeline management efficiency. It is a must for every seller. But fundamentally, it’s important to get to the bottom of the superficial benefits of high-velocity sales to understand best practices and considerations. This is the basic situation that will also be discussed here. Before exploring some high-speed sales best practices, it’s also necessary to eliminate general cleaning jobs.
What Is High-Velocity Sales?
High-velocity sales have only one mission that should be clear. To increase sales productivity. Simply put, HVS integrates strategies from the sales model such as B2C, and implements them through the B2B sales procedure.
HVS is a very useful sales strategy for businesses with fast and fast-paced sales cycles and in-demand products and services. Without a high-velocity sales approach, it is difficult to foster sales teams, high volumes of leads, and prospective relationships in fast-selling businesses. In turn, high-velocity sales offer prompts and tips that guide their actions for the management of the next sales pipeline that is required. So, sales teams also take timely action using focused information to make more deals.
Key Benefits of High-Velocity Sales
What are the complementary and practical features of the HVS approach in the new business strategies? We’ll tell you below some of the real-world benefits of high-velocity sales.
Smart lead scoring: Know exactly which leads to nurture and close first
Even experienced sales representatives can sometimes make the wrong decisions about which sales will lead to improvement and which ones will be left behind. To maintain a healthy pipeline of high-value leads, salespeople also need detailed detective work. But this situation takes time.
Einstein lead scoring is an HVS method that calculates the probability that any lead sale will become a new business. Major customer relationship management platforms use Einstein lead scoring features to obtain sales insights, minimizing the need for a manual manager. So how does this work? In short, CRM automatically and intelligently extracts the results of previous leads, and customer conversions. This data helps salespeople to confidently invest their time and energy into higher-probability sales. Minimizes the cost of missed opportunities and time wasted on ongoing leads.
The use of a customer scoring system, in addition to increasing pipeline management efficiency, adapts the sales activities of sales representatives. It also allows him to easily use relevant speech themes to anticipate his objections.
Helping teams work smarter, not harder (and reduce multitasking)
HVS-enabled tools, such as Salesforce’s Lightnin Sales Console, help sales teams generally develop the kind of highly focused pioneer they were only dreaming of. Thanks to this deep sales insight, it is often out of reach or troublesome to obtain manually. Their processing takes longer.
High-velocity sales methods like this will not only save salespeople time. It also protects productivity by preventing multitasking which has been cognitively proven to be performance detrimental.
High-velocity sales cadences: for streamlined sales processes
Sales cadence is a series of actions that sales teams follow to maintain lead progress through the sales funnel. Sales rhythms also differ in themselves. It may also contain special steps. But in general, it works with traditional potential sales logic.
- Send login or icebreaker email
- Wait for X number of hours and days
- No answer? Wait for the next interview time
- Send post-search email
- Use another follow-up search to try to turn it off
These steps are the general operation. Your sales team can easily follow more detailed workflows with specific steps. The key point here is that high-speed sales rhythms automatically assign leads to the corresponding rhythms. All your sales team needs to do is follow the possible interaction tips and systems provided by their cloud software, tools, or CRM.
Also, your sales teams never risk repeating the same transactions twice for a potential customer. In addition, HVS cadences best protect the communication necessary to create lasting relationships and trust.
Fair distribution via work Salesforce Queues
Customer-centric teams with shared workloads use Salesforce queues to organize, distribute, and assign leads and their customers’ records. Thus, it makes it easier to manage the workload and tasks.
So why is this use useful? CRM leads, records, and accounts that don’t have owners will cause confusion and even disagreements among sales teams. The lack of ownership is evidence that these possible sales and accounts are generally unsupervised and neglected. There are several types of Salesforce queues within the functions. These:
- Lead queues help sales managers allocate unassigned leads to sales representatives.
- Case queues categorize cases according to their level of support. This helps manage the support workload as well.
- Salesforce has Knowledge article release queues to manage deployments of versions of knowledge articles.
- Service contract queues manage the deployment of the contract after the contract is created.
- Custom object queues create custom objects and manually allocate them to a queue. Private object queues are important in managing the deployment of custom object records. Allows assigned users to access and claim ownership of the record.
3 Best Practices for Implementing a High-Velocity Sales Strategy
By leaving behind the high-velocity sales theory and benefits, you can broaden the range of much better practices for implementing an HVS strategy.
Enable your high-velocity sales strategy with high-velocity productivity tools
Efficiency, productivity, and performance; make the next one possible. On paper, it promotes high-speed sales and all three of these sales values. However, since a very large part of the sales workflow is also based on manual input, this theory can collapse if applied in practice. If this sounds familiar, you may want to consider growing your sales automation. Also called scale-up. If you already have a certain sales automation tool, it will be useful for you.
To get your business ahead, sales automation tools like Power Dialer make it easy for sales teams to search quickly and repeatedly. So how does the power-up work? When a support or sales representative finishes the call, they make the call by forwarding them to the next number in the HVS lead list as Power Dialer. In uses like Power Dialer, a high-velocity sales strategy seems easy to develop. Integrating Power Dialer with Salesforce or previous CRMs is just a single click. By doing this, you save time for your team.
Find smarter ways to prevent big sales opportunities from slipping by
Maintaining lasting performance is always an important process. It also takes time to make changes to the process, implement them, and measure the impact before reorganizing the process. Sales performance metrics, such as daily calls, call duration, and answered calls, can be useful indicators of the need for tactical changes. But basic metrics like these only reflect a small fraction of the performance picture.
You need to see teams at the moment to avoid situations that prevent them from finding and maintaining peak performance. Little can be done to change the outcome. But it may not be immediately after.
Real-time performance analytics, such as call tracking, gives sales managers highly advantageous decisions that impact results as they happen. Call monitoring doesn’t advise the sales rep after a conversation on how to do the net differently. Instead, it helps managers advise salespeople in real-time without disrupting the flow of conversation.
Ramp Up Your HVS Sales Strategy: With Voipinger Salesforce Integration
Your entire team increases sales efficiency with Computer Telephony Integration (CTI) for VoIPinger Lightning and Salesforce Classic. By doing so, they close deals faster and satisfy customers in the best possible way. You can try VoIPinger Salesforce integration with a 7-day free trial of the app.
