I have tried and tested a good number of platforms to support my sales prospecting. If you are looking to support your sales with the early pipeline stuff, here are some questions you ought to as:
Does the email look like it has come from an individual and is it addressed to another individual?
Your e-mail should look 121.Many platforms make your mailshot or a marketing campaign with templates and background, and generic email addresses.This isn’t good, it ought to have some tailoring, and be written in plain text like a normal email – from your original email address.It ought to look like it is from you and that it is 100% intended for the recipient.
Are there enough prospects in the pool?
This applies to those platforms that find you the contact details, e.g. prospect email addresses according your Ideal Customer Profile. Can you imagine prospecting from that platform for the next year?
Is it managed, or do you need someone to manage the campaigns on a daily basis?
It can easily be forgotten that even using automation tools and buying or using your existing data, that there is still a lot to do to set-up, manage, and report on the campaigns.Do you need in-house time dedicated to make the most of a self-service model, or is it better to use an end-to-end service?
How good is the online support?
If you are trying to master a new sequencing tool from the beginning, you’ll need support for your first few campaigns.I had an issue with a platform once that took a month to be responded to, all the time I’m paying for a subscription I wasn’t using.
Does it integrate with your CRM?
And if you are using the platform to sell for multiple clients, can the information go into multiple and separate CRMs?Can you easily see the results of your campaign and track that through to sale in the CRM?
Are the emails verified?
Check the bounce rate of the emails coming out of the platform, high bounce rates can kill future campaigns by increasing the number of emails that get caught in spam filters.
If you need help with choosing a platform for sequencing or you’d like to discuss management of your sales prospecting and lead generation, feel free to contact me on firstname.lastname@example.org.
I'm busy working on my blog posts. Watch this space!