提升您的销售技术栈和达成交易的 5 种方法
Virtual selling identifies warm leads, builds meaningful prospect relationships, and manages sales processes.
Our recent research highlighted that virtual selling is here to stay. Although reps are well aware of the benefits this format offers, they can’t deny the unique challenges it brings. Identifying warm leads, building meaningful prospect relationships, and managing sales processes can be a lot more challenging in virtual environments than in-person settings. And with an abundance of tech tools out there, it’s no surprise that remote workers spend way too much time switching between SaaS platforms during their workday.
This type of inefficiency is an absolute no-go for fast-moving sales teams. As the saying goes, time is money, and salespeople don’t want to lose either. As sales tech stacks across companies continue to grow, it’s easy to get caught up in the allure of the hot new tool. This is a slippery slope to reps spending more time managing tech than crafting a strategic follow-up.
销售代表的技术可能会促成交易，也可能会毁掉交易，但答案可能不在于为销售代表提供更多的工具，而在于用更少的工具做更多的事情。我们汇总了五种简单的方法来提升您的销售技术栈，并使用您可能已经使用的工具完成更多交易。
1. Get notified instantly when a lead visits your DocSend link
Outside of bluebird deals (an unanticipated, incredibly profitable sale), surprises have no place in the sales process. DocSend’s Zapier integration lets reps build automations between the tools they use most – keeping them in the know whenever a prospect has viewed their link.
这种可定制的 Zap 将潜在客户放在更易于为销售代表所用之处。有些销售代表手机不离身，有些销售代表是电子邮件的忠实拥趸，而有些就连睡觉时也要开着 Slack。无论您选择何种通信方式，当您的共享链接被打开时，您都可以收到即时更新。
It’s known that quick follow-up is key to closing the deal, but the best part of this Zap lies in its lesser-known benefit: the ability to identify new stakeholders as soon as they engage with your link.
Imagine this scenario: your prospect says they’re the main decision-maker, but then forwards your collateral to their boss, the real decision-maker. DocSend lets you know when prospects engage with your collateral, and with whom they share it. You’ll know exactly when your documents are forwarded to and viewed by other stakeholders within the company.
凭借这一信息，销售代表可以战略性地跟进，避免在下一次电话会议中因为意想不到的利益相关者而感到惊讶。
Top Zaps:
When a prospect visits your link -> Send yourself a direct message from the Slackbot
When a prospect visits your link -> Send a message to a private Slack channel
When a prospect downloads your data room -> Send yourself a text
When a prospect visits your link -> Create and send an email
When a prospect visits your link -> Create and send an email
2. Automatically add new DocSend visitors to your CRM
Updating email lists and contacts within a CRM might be one of the most tedious tasks in existence. It’s definitely not something that reps should be spending lots of time on.
Let’s say you’re a Biz Dev representative (BDR) and are sending out a ton of touches. Save yourself hours with a Zap that automatically adds or updates contacts based on how they engage with your shared collateral – all without ever leaving your preferred CRM.
Automate email reminders, send prospect thank-yous, or add contacts to workflows as soon as someone engages with your DocSend content. If you’re feeling really fancy, you can even set up multi-step Zaps.
Favorite Zaps:
当潜在客户访问您的链接时 -> 创建或更新联系人
当潜在客户访问您的链接时 -> 将联系人添加到特定的列表、活动或工作流中
当潜在客户下载您的数据室时 -> 创建或更新联系人
当潜在客户下载您的数据室时 -> 将联系人添加到特定的列表、活动或工作流中
3. Access detailed insights across mass email campaigns
The power of using DocSend to boost your sales tech stack doesn’t end with adding and updating contacts within your CRM. In fact, we’re just getting started.
As a sales rep, you’re probably all too familiar with running email drip campaigns and sending mass personalized messages. Email outreach is an essential component of any sales process. But, tracking opens across sent emails isn’t enough to accurately measure prospect engagement. If that’s all you’re relying on, you’re missing out on analytics that give you real insight into prospect behavior. While a number of sales enablement tools have popped up to help reps scale email outreach, they don’t answer the critical question regarding how to improve deal negotiation. It’s impossible to track engagement with content you share in email sequences down to the target account and contact level.
To truly understand prospect behavior, you need detailed insight into not only when your collateral was viewed, but how often, for how long, if it was shared, and with whom. And you’re not going to get that by measuring email opens alone.
DocSend’s document analytics gives sales reps x-ray vision into exactly how prospects are engaging with your collateral. This insight enables reps to craft compelling, strategic follow-up that speaks directly to their lead’s pain points. When sellers reach out at the right time, with the right content, it has the potential to win key accounts, and turn prospects into paying customers.
DocSend not only gives you these detailed insights per viewer, but you can instantly access them at scale by leveraging our Mail Merge and Campaign links.
“DocSend’s analytics really help you prioritize. If you’re reaching out to 100 people, you’re going to go after the first 10 that open that link. Just adding DocSend links into email campaigns gives me so much visibility into the individual that clicked, and how they engaged with the material. It’s so powerful.” - Paul Koelle, Dropbox DocSend
Mail Merge links
Use DocSend Mail Merge links directly in your message templates within your marketing automation tool of choice. Since Mail Merge links are tracked in the same way as DocSend links, you’ll get access to all the same insights, no matter how many leads you email the link to.
还有更出色之处：无需提示他们发送电子邮件，即可收集深入的访问者洞见。该部分已经通过合并标记配置在营销自动化工具上。
Campaign links
DocSend’s Campaign links take Mail Merge links to the next level. Reps can create a unique link to share content in their unique email cadences, without ever leaving workflows in either tool. Detailed prospect insights are now accessible at scale, and with virtually no effort.
Campaign links function like robust Mail Merge links. You can target a specific set of prospects or accounts, which are configured within your marketing automation tool and mapped directly back to DocSend.
DocSend 活动链接可在各种 CRM 中使用，但如果您使用的是 Outreach 或 Salesloft，则流程会变得非常简单。
在 Outreach 或 SalesLoft 中，只需打开 DocSend Chrome 扩展程序，从下拉菜单选择您想要分享的内容，活动链接将自动复制到您的剪贴板。
还有更棒的呢！如果您配置了收件人列表，则无需在访问者访问您的销售资料之前要求其提供电子邮件，但您仍可以在 DocSend 中看到是谁在查看您的内容。
大量获取独特的潜在客户洞见（Spawn 链接注释）
如果您想知道 Spawn 链接到底是什么，我们不会责怪您。Spawn 链接是 DocSend 能够独立跟踪每个目标帐户下每个潜在客户的参与度和访问量的方式。这些新链接是在通过电子邮件发送的任何活动或邮件合并链接发生访问时生成的。别担心！您仍然可以跟踪哪些链接与哪些群发电子邮件相关联，因为每个 Spawn 链接的 URL 将引用原始活动链接。
4. See exactly which collateral helps close deals
Having x-ray vision into prospect engagement with your content is game-changing. Being able to access those analytics at scale and identify macro-level trends? Sounds impossible. However, DocSend delivers both, directly within your CRM.
At DocSend, we leverage our native Salesforce integration to track our content across every stage in the buyer’s journey. We can see how specific pieces of content (like our old vs new sales decks, case studies, whitepapers, etc) impact prospect engagement, and finally understand which pieces of content actually drive conversion. If you’re not using Salesforce, you can leverage our Zapier integration to pull similar reports into HubSpot, Marketo, or another CRM.
The list of what you can track and analyze is endless. If you're managing a sales team and you want to know when your reps are creating links, you can track that and get automated alerts. You can track how many visits are received for a particular rep, and then from a particular account and cohort.
Once you get enough visit data, you can begin to build really interesting reports that correlate ROI with content pieces. For example, if you see that a specific whitepaper or case study generated 10 opportunities and 8 closed deals, you can make decisions based on that. It justifies greater spend on whitepapers or case studies since you can actually tie data to them.
In the past, we would have no way of knowing the ROI on the sales content we were sending out. Now we’re able to track content throughout the entire sales process, all the way to deal size, win rate, and revenue attainment. We’re able to easily map all individual prospect activity in DocSend at the account-level back to our CRM.
5. Get deals signed faster with a seamless eSignature experience
Ah, the moment of truth. If you’ve made it all the way to the final stage of a deal cycle the last thing you want is friction. Or worse: to be ghosted this late in the game. Our research shows that deals are closing faster than ever, with sales contracts getting signed about a day after they’re sent out for signature.
DocSend arms sales reps with the power to securely share, track, and analyze critical sales documents and truly understand prospect behavior. Why not use the same tool to get those documents signed? Seamless and simple, DocSend gives you the insight you need to get your prospects through the funnel, and the speed you need to get them to sign. Within seconds, you can convert any document in DocSend into a signable one. It couldn’t be easier.
急于探索 DocSend 有哪些功能？试一试我们的免费试用版。
