セールス技術スタックを有効活用して案件を成約に導く 5 つのヒント

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. 

セールス テクノロジーは、案件を成功に導くこともあれば破談に導くこともあります。セールス担当者に支給するツールは多ければ多いほどいいとは限りません。大切なのは、少ない手間で多くの成果を上げることのできるツールを使うことです。ここでは、おそらくは皆さんがすでにご利用のセールス技術スタックを有効活用して、案件の成約率を高めるための簡単なヒントを 5 つご紹介します。

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. 

このようなカスタム Zap を作れば、見込み客の行動を、それぞれのセールス担当者にとって最も都合のいいコミュニケーション手段で把握できます。スマートフォンが手放せない方もいるでしょうし、メールが一番という方も、Slack に常駐しているという方もいるでしょう。どのような手段でも、共有リンクがクリックされたときにすぐさま通知を受けることができるのです。

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.

このような情報が手に入れば、戦略的にフォローアップを実施できますし、次回の商談で不意に新たな関係者が登場して驚くこともなくなります。

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: 

• 見込み客がリンクをクリック -> 連絡先を作成または更新

• 見込み客がリンクの資料を閲覧 -> 特定のリスト、キャンペーン、ワークフローに連絡先を追加

• 見込み客がデータ ルームからダウンロード -> 連絡先を作成または更新

• 見込み客がデータ ルームからダウンロード -> 特定のリスト、キャンペーン、ワークフローに連絡先を追加

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

メール統合リンク

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. 

さらにメール マージ リンクでは、閲覧者にメール アドレスの入力を求めることなく詳細なインサイトを収集できます。このようなことが可能なのは、マーケティング オートメーション ツールでのマージ タグの設定でメール アドレスがすでに紐付けられているからです。

キャンペーンのリンク

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. 

キャンペーン リンクはさまざまな CRM で利用できますが、特に Outreach または Salesloft をご使用の場合、ただでさえ簡単な操作がそれ以上に簡単になります。

必要な操作は、Outreach または SalesLoft で DocSend の Chrome 用拡張機能を開き、共有するコンテンツをプルダウン メニューから選択するだけです。この操作で、キャンペーン リンクがクリップボードに自動でコピーされます。

そして最大のメリットは、すでに宛先リストを用意してある場合、資料にアクセスしようとした見込み客にメール アドレスの入力を求める必要がないことです。メール アドレスを入力してもらわなくても、誰が DocSend のコンテンツを閲覧したかを正確に把握できます。

大規模なキャンペーンで見込み客ごとのインサイトにアクセス（生成リンクについて）

生成リンクがいったい何なのか、ご存じなくても無理はありません。生成リンクとは、各ターゲット アカウントの個々の見込み客によるエンゲージメントとアクセスを DocSend で独自に追跡するための機能です。この新しいリンクは、メールで送信したキャンペーン リンクまたはメール マージ リンクによるアクセスが発生したときに生成されます。各生成リンクの URL は元のキャンペーン リンクを参照しているので、どのリンクがどのメール キャンペーンに紐付けられたものかは引き続き追跡可能です。

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. 

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