Internal sales teams require a lot of moving parts to contact, pitch, and convert leads effectively. What if we told you there was a way to revolutionize your sales processes, boost productivity, and gather accurate sales metrics? Well, now there is. Salesforce High Velocity Sales enables you and your sales team to maximize how you work by having everything under one platform.
Throughout this blog, we’ll answer the following questions:
What Is High Velocity Sales?
High Velocity Sales (HVS) is a Salesforce Sales Cloud extension that enables inside sales teams to prioritize hot leads, boost conversion rates, and build and sustain new business opportunities. HVS is a term commonly used in SaaS sales and integrates the broader approach of B2C selling practices and applies them to the B2B sales process.
HVS allows sales teams to monitor and manage sales processes productively. Sales development representatives (SDRs) call through a list of prospective businesses and record the information given to them by the prospect. This allows SDRs to set a date to call them back when they’re closer to the end of the sales cycle and refresh them about their last conversation.
By integrating HVS into your sales process, your team has the ability to:
- Gather more accurate prospecting insights
- Use advanced tools to minimize tedious tasks
- Obtain automation capabilities for better results
What Problem Does High Velocity Sales Solve?
Most sales teams have hundreds, possibly thousands, of leads in the sales pipeline. These leads come from a variety of sources, including web forms, webinars, newsletter signups, social media, and sometimes purchased lists. Sales teams strive to convert these cold prospects into high-quality sales opportunities.
In addition to generating new business opportunities, many sales teams are often responsible for advancing relationships with current customers. As a result of these two tasks, teams can quickly get wires crossed and face horizontal and vertical challenges. Here is how High Velocity Sales can reduce or eliminate the following inside sales team challenges:
Challenge 1: Choosing a Sales Activity
One of the biggest challenges of inside sales teams is deciding which sales activity is best for a specific lead. Each lead is in a different stage in their buying cycle, so it’s essential to consider that before choosing an approach.
For example, a lead that fills out a web form is probably more likely to be at the end of their buying cycle than a lead that attends a webinar. That being said, the approach to contacting those leads might be different. For the first lead, a call may be the best approach. For the second lead, it may be more beneficial for sales reps to connect with them on LinkedIn or send a follow-up email thanking them for the webinar.
High Velocity Sales resolves this challenge because it allows sales teams to predefine activity templates. With these templates, sales teams are told what approach would be most effective with each lead. HVS refers to these templates as “Cadence Sales Tools.”
Challenge 2: Inconsistent Tracking
Every salesperson has their own way of tracking activities; it could be through Salesforce, Outlook, Excel, Google Sheets, and so on. With inbound sales, tracking consistency is key.
As leads continue to filter into the sales pipeline, a consistent tracking method becomes more necessary. High Velocity Sales solves this challenge by using the Salesforce Lightning Sales Console and Work Queue. These features ensure that each sales team member has a reliable way to view their tasks and complete actions.
What Are the Key Features of High Velocity Sales?
There are a variety of High Velocity Sales tools that inside sales teams can use to optimize their sales processes. These tools include:
Salesforce Sales Cadence
Salesforce Sales Cadence is a crucial building block of High Velocity Sales. Sales cadences are predetermined sales actions that are designed for specific prospects. Cadence tools are designed to determine the right approach for prospects in different stages of their sales cycle.
As mentioned previously, approaching a lead that filled out a web form is more likely toward the end of their buying cycle than a lead that attended a webinar. Cadence tools give SDRs the best approach to communication to follow up with each prospect.
Many inside sales teams and lead generation providers use marketing automation tools like Pardot to nurture leads; most of these lead nurturing capabilities include email marketing campaigns. With Sales Cadence, email campaigns are approached differently. Marketing automation tools like Pardot send generic, already written emails to leads in the sales pipeline. On the other hand, Sales Cadence can send predefined emails, but they also require rep activity and engagement to move to the next phase. This includes sending emails, making phone calls, or sending LinkedIn connection requests.
Marketing automation tools allow sales managers and reps to send landing pages, score leads, and provide insight into inside sales call metrics. For a complete lead generation program and lead qualification processes, it’s essential to have both marketing automation capabilities and Sales Cadence.
There are three main elements of the Sales Cadence aspect of High Velocity Sales:
Actions
- Call: When making sales calls, you can track the conversation with the prospect and link to your call script for easy access.
- Email: Sending an email could be manual or automated. Email templates are typically involved in this action.
- Custom Step: A custom step could include sending a LinkedIn connection request. Essentially, this action is used when a sales rep does an activity other than call, email, or wait.
- Wait: The wait action means that a rep waits a specific amount of time before taking additional steps.
Rules
“Call Result” is the only rule element in Salesforce Sales Cadence. After calling a prospect, marking a call result tells other sales reps and managers how the call went. Did they pick up? Did the rep get a pitch in? Did a gatekeeper block them? This shows the number of calls a rep made that were successful. If they weren’t, what could be changed to increase the pitch and sell rate?
Listening
The listening element in High Velocity Sales marks qualified leads as a priority in the sales pipeline after a decision maker opens an email. The listening element tracks three different responses: opens, clicks, and replies. This ensures that sales reps contact prospects when the email content is still fresh in their minds.
Work Queue
Work Queue organizes all of your Sales Cadence information and activities in one place. It helps sales teams keep track of who they contact next, resolving many issues for internal sales teams.
When using Lightning Dialer, sales reps can connect with leads in the sales pipeline with a click of a button. After clicking the call icon, a call script appears in a popup window for easy access.
Sales reps can also send emails directly from High Velocity Sales, pulling email templates from previously constructed emails. Overall, the goal of Work Queue is to have everything you need under one platform, increase productivity, and manage leads more efficiently.
Einstein Lead Scoring
Einstein Lead Scoring enables inside sales teams to prioritize high-quality leads. This lead scoring capability finds trends in previously successful leads and puts related prospects at the top of your call list. Einstein Lead Scoring eliminates the risk of a sales rep incorrectly or inefficiently scoring a lead.
What Does Salesforce High Velocity Sales Cost?
You must first purchase the necessary licenses to obtain Salesforce Sales Cadences, Work Queue, and lead scoring capabilities. Salesforce High Velocity Sales costs $75 per month, or $900 a year.
Does your business need help purchasing, setting up, or understanding the capabilities of High Velocity Sales? Contact Abstrakt Cloud today to optimize the way you reach and convert leads!
