1. Lead Database
Most companies simply accumulate data in a CRM tool, but it isn’t just enough. They need to dig deeper into it to derive insights that can initiate future lead generation. The lead database helps in boosting the CRM system and converting more leads. Besides, sales acceleration software with the lead database will qualify prospects based on the criteria set by your sales reps. Once your prospects have gone through the qualifying process, the sales acceleration tool will cleanse the data, filtering out unqualified prospects, leaving your sales and marketing team with the buyers more interested in your products and services.
2. Research Tools
While quantitative data is important, you should not underestimate the qualitative information like background, research findings, organizational charts, and competitive insights. These pieces of information arm your sales reps with information they need about the buyer to have a productive conversation.
3. Real-time Alerts
The real-time alerts are another essential feature your sales acceleration software should have. This helps your sales executives get alerts about customer events as they happen. The tool also arms them with alerts for management changes, mergers and acquisitions, and other important events that they should know.
4. Content Creation
No matter who your potential customer is, you want your content to be relevant and custom-made to fit your prospects’ needs and wants. You need a technology that provides a content customization feature. Because, whether the content is an eBook or a simple infographic, you want it to reflect your prospects and their needs.
5. Predictive Analytics
Artificial Intelligence and advanced algorithms use big data to make effective product-specific predictions to identify areas of growth. This marketing analytics can help sales and marketing leaders focus their activities on qualifying lead and not waste their time targeting low-quality leads.
6. Email Service
Email is essential for sales acceleration and automation. Most marketing automation tools automate email within the campaigns based on predetermined events or activities. Sales reps can track deliveries, opens, clicks, and other engagement behaviors through the tool and recapitulate on their strategy based on the analytics that shows what type of emails get the most views or responses.