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Accelerate your sales process the right way.

The sales environment is high stakes and extremely competitive. Adopting a sales acceleration strategy can help you close deals faster and more affordably than ever before.

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A sales team reviewing data in a meeting

Kick your sales into high gear.

If you work on a go-to-market (GTM) team, sales acceleration is one of the most meaningful ways to increase buyer engagement and the rate of sales. Simply put, sales acceleration means gearing up your team to sell at a faster rate.

The sales acceleration formula combines content, analytics, and other resources to measurably increase sales success. This is necessary because the traditional sales cycle has changed dramatically. It is less common now for sales teams to use in-person meetings, cold calling, and other methods to make sales. Teams and sales managers need to adapt to an environment that is digital-first and often never sees a face-to-face interaction. For many sales teams, in-person meetings are rapidly becoming a thing of the past.

A solid sales acceleration plan focuses on building relationships with customers through content that is meaningful and personalized. This approach uses three common tools: lead databases, email tracking, and predictive analytics.

Sales lead databases.

A lead database is a collection of consumer data, including buying patterns, histories, and other pieces of information that the right type of app can quickly retrieve. For instance, a customer relationship management (CRM) app might use your sales database to get the right information about a particular lead.

For sales acceleration, a lead database is an essential tool. To move rapidly through the sales pipeline and create opportunities for lead generation, you need a system that can retrieve marketing information in a heartbeat, especially if you’re targeting particular segments or markets.

Email tracking for sales enablement.

Email continues to be one of the most effective methods of content marketing, customer outreach, and rapid sales. But it can be opaque. However, with email tracking pixels, you can get a sense of how long people spend reading your emails, when they’re reading them, and if your emails are even being opened at all, which is essential to creating performance metrics for a sales acceleration plan.

Email also offers the opportunity to personalize content to individual customers, highlighting previous purchases, shopping cart information, and other relevant pieces of gathered data. A potential customer is much more likely to buy when they receive sales material that caters to their preferences.

A person reviewing sales data on their tablet

Predictive analysis and sales intelligence.

Predictive sales analysis uses the data from customer behavior and customer success stories to make educated guesses about future sales and evolving customer preferences. Many businesses use this method to think about future financial health.

Lead scoring is a common example of practical analytics. When evaluating a potential prospect, many sales platforms (for example, Hubspot or Adobe Marketo Engage) can score a lead based on what they have in common with other customers. With this information in hand, you and your salespeople can make the tough decisions about which customers to pursue and which to ignore.

The mighty CRM platform.

The linchpin of a sales acceleration model or plan is your CRM. All of the elements of your sales team will be coordinated through this app, and it provides essential information, coordination tools, and analytics for your team. If you’re in the market for one, a quality CRM provides these features to support sales acceleration:

  • Contract management allows you to segment different leads into groups so you can quickly gather data and adjust strategies. Plus, this segmentation allows for greater personalization.
  • Opportunity management is one of the critical components of sales acceleration as it lets your team quickly identify which leads are most likely to convert to a sale.
  • Reporting and dashboards for analyzing and comparing customer data and sales performance set key performance indicators (KPIs). With quality reports from your CRM, you can get a sense of what your sales statistics are from various sales channels, so you can make data-driven decisions about improving your workflow.
Examples of accelerating sales through efficiency with Adobe Sign

Acrobat Sign and sales acceleration.

When it comes to sales acceleration, efficiency is the name of the game. If your sales team is wasting time printing and shuffling documents back and forth between customers, there’s plenty of room for improvement. By adopting an e-signature solution, you’ll save massive amounts of time, and digital signatures are a must for a sales acceleration initiative.

Acrobat Sign integrates with most major marketing automation solutions and sales acceleration tools, including Salesforce, Microsoft Dynamics 365, and Oracle Netsuite. Acrobat Sign is proven to save time and printing costs, and it can increase the speed of the sales cycle by up to 21 times. It’s also a compelling white-label experience for your team, because you can customize your signature pages without Adobe branding.

If you’re looking to close deals faster and make your sales process more efficient, check out the features of the Adobe Document Cloud and Acrobat Sign, and explore resources that can help your sales acceleration plan become a reality.