How do you begin to search for the right sales funnel software for your organization?
About 63% of CRM projects fail. That’s mostly because the organization chose the wrong software and they didn’t get buy-in from their employees. They’re the ones who need to use it every day.
How can you escape that potential failure? By choosing the right sales funnel software for your business.
Want to know more? Keep reading to learn how you can select the right sales automation software for your business.
What is a Sales Funnel?
A sales funnel is just like a big funnel. In the world of sales and marketing, it moves your prospects along the buyer’s journey and converts them to customers.
Sales funnel software will automate a lot of this work for you. Marketing teams work to deliver leads through content marketing. This generates awareness and interest in your services or products.
When a buyer is nearing a decision, they can then be handed over as leads for the sales team to follow up with.
When you have an automated sales funnel solution that integrates with your CRM, the sales team can track the interest level of the prospect and know immediately if the lead is ready to close or if they need more work on the relationship development side.
Who are Your Key Stakeholders?
The process to invest in sales funnel software starts with your company. You’re going to have to think about all of the people who will be involved in purchasing and using the software.
Your key stakeholders will be anyone who uses the software. The most obvious stakeholders will be your sales and marketing teams. Since they’re the ones who will use it the most, think of how they’ll use it in their daily work.
Sit down with a couple of people from each department and ask them how they would use the software. There might be features that are needed that you haven’t thought of.
Your sales team will depend heavily on your CRM. They’ll need detailed customer notes and they might need mobile features.
Not only do you have to consider your internal teams, but you also need to think about your customers. They will be interacting with your marketing automation, too.
Your company’s business model will influence your choice of software, too. For example, a B2C company would need e-commerce integrations to track online purchases. A B2B company would need to be able to track where leads are throughout the sales process and be able to know the lead quality.
What Features Do You Need?
When you took a close look at who’s going to be using the software, you should have come up with a list of features for your automated sales funnel software.
Out of this list, filter out the leads that are non-negotiable and the features that are nice to have. Sales funnel software solutions tend to have different features and you’ll be able to prioritize what features you need and which ones you can do without.
You’ll want to evaluate the how your sales funnel software integrates with other tools you already have in use.
You might need a solution that integrates with your e-commerce platform, your existing CRM, or your accounting software.
In an ideal world, you can invest in a fully integrated solution that doesn’t require separate marketing automation and CRM software.
This can break down silos between your sales and marketing teams and get them to work together.
Training & Support
What makes sales funnel software implementation successful is the training and support you’ll receive after you make the investment.
Robust marketing automation tools have a steep learning curve. You’ll be able to figure out the basics, but if you want to unleash the full potential of the software, there needs to be an outstanding training platform.
You’ll want to ask what kind of support is available during the initial set up and how employees will get trained to use the software.
It also helps to evaluate the level of customer service before you buy.
Call them up to ask questions and see how responsive they are. You’ll also get an idea of how knowledgeable they are about the product.
Make Your Case
You’re going to have to sell your idea to implement sales funnel automation in order for the implementation to be successful.
Executives may be reluctant to see the true value and cost savings that such software can bring to a business.
Employees may not be willing to learn yet another software tool that’s supposed to make their lives easier.
When you select a marketing automation software to use, your next job becomes that of a salesperson. It’s up to you to make sure that you turn around the executives and employees.
Start by providing time to answer their questions and have plenty of data to back up your points. You might note statistics that show increases in ROI and better tracking mechanisms.
You’ll have your work cut out for you to sell the idea to employees in your organization. About 22% of salespeople don’t know what a CRM is, let alone sales funnel automation.
In order to overcome that obstacle, focus on two things. The first is how it will make their lives easier. There will be better quality leads, higher close rates, less time spent on customers who are kicking tires and more time on customer retention and closing new customers.
That scenario is a salesperson’s dream because it will ultimately lead to higher commissions and less energy scrambling to make quota.
Sales Funnel Software for Your Business
Investing in sales funnel software is a big decision. You want to have the right software for your business
You’ll also have to choose a solution that’s an easy sell to all stakeholders in your company. The right software will be able to deliver on your company’s needs and deliver ROI.
If you have any questions, our team is ready to help. Contact us today to learn how Funnel Maker can get more done in less time.