Sales sequencing has become a standard sales practice. Sequences are used to set sales meetings and generate conversations with prospects and to follow-up on and avoid losing touch with qualified leads.
Sequencing tools like automated email software are best used with quality data, personalized sales scripts or messages, segmented contact lists, and the right touchpoints per time period formula.
It’s possible to close $100,000 in 30 days using a follow-up email sequence. Let’s look at how sequencing tools can help your SDRs to optimize sales outreach efforts for success.
Build a stronger pipeline
The secret to a successful sales outreach is achieving higher sales engagement and identifying the right prospects. Sales sequencing tools can add value to your sales development strategy by enabling you to improve sales activity counts and develop more conversations with targeted prospects. By the second to the fourth email of a follow-up email sequence, about 70% of responses are generated.
Automation can up the sales sequencing game for you and power your pipeline. On the other hand, you need direct integration to allow the seamless use of data across platforms. Make sure the B2B data portal you use can be easily integrated with your sequencing platform.
B2B data providers, like SalesIntel, already have integrations in place to remove the hassle of the manual exporting and importing of contact data which can cause mistakes from software incompatibilities or human error. With SalesIntel, you can directly export 95% accurate human-verified contacts to any popular platform—Salesloft, Outreach, HubSpot, Marketo, or Salesforce.
More accurate sequences
Sales sequences can help you to drive consistent sales execution. But are they accurate enough for driving revenue? No doubt, automated tools can help you create winning sequences, measure their performance, and effectively use them to put prospecting on autopilot mode. However, if you are using an ordinary, outdated content, chances are you are going to find it challenging to achieve what you want in sales—be it prospecting, following up, nurturing, or closing a deal.
As a salesperson, you know how important your time is. So why waste time using inaccurate sales sequences? The number of touchpoints you use is crucial to the effectiveness of a sequence. Ideally, it is recommended to incorporate around 8 touches spaced over 10 days in your sales cadence.
Build accurate sequences by using updated, relevant, and errorless B2B data. Diminishing returns are a problem that haunts sales sequence users. Generic messages and lack of personalization can easily attract diminishing return. But, you can avoid losses and mistakes by cleaning up your database, using the highest-quality contact and company data, and adding actionable sales intelligence.
However, doing all of these tasks single-handedly can be an arduous journey and take up a major chunk of your sales time and capacity. SalesIntel offers powerful sales development solutions and industry-best technographic, demographic, and firmographic B2B data to help you build sales sequences that drive results. The best part is the data is reverified every 90 days, so your sequences stay effective at all times.
Reliable segmentation and customization at scale
There are sequencing tools that allow salespeople to get the best of both worlds—automation and personalization. In other words, some sequencing tools can automate most of your sales or outreach activities while allowing you to add the human touch to personalize them.
Results from touchpoints where your sales reps and leads talk directly can help you add personalization to your sales approach. Moreover, the segmentation is more reliable as different types of touches are included in a cadence and delivered over a certain time period at a pre-defined interval. Compared to non-segmented email campaigns, segmented ones earn approximately 64% more clicks and 14% more opens.
Sequencing tools can also be used to build a customized sales strategy to increase response from top-level prospects and expedite your outreach. For example, you can create and customize one-on-one email drips using personalized email sequencing.
Record duplication is a common problem that erupts when contact and company data used in sequencing is exported from one platform to another. Duplication interferes with or reflects poorly upon the segmentation and customization advantages by accidentally sending the same sequence over again.
To keep errors at bay, sales teams are provided with tools that check for duplicate records. One such tool is SalesIntel, which not only helps with data deduplication, but also allows you to choose sequences, set tags, assign sequence owners, and do more before and after your data is exported.
Relatient Case Study: Scaling Database and Outreach with SalesIntel
Want to know how a fully cloud-based patient engagement platform spends 25% more time selling and 25% less time prospecting? See how SalesIntel made it possible for Relatient. With SalesIntel’s seamless integration into the existing tech stack, Relatient is now able to easily pull contacts into Salesforce and place them directly into an Outreach sequence straight from SalesIntel.
