I have been in technology sales for more than 16 years—six of which have been at Velocify. In my sales career, I have used Goldmine, ACT, Microsoft Access, Siebel CRM, Right Now Technologies, Netsuite and also Salesforce at three previous companies. I remember the struggles I faced daily and was not happy selling with using a traditional CRM (customer relationship management) system to manage my prospects and leads.
The CRM systems were designed for enterprise-level companies with much longer sales cycles that required a lot of manual efforts to create tasks and events, as well as manage leads, accounts and opportunities. It is like an 18-wheeler Mack Truck, which is extremely powerful, with a lot of torque, but requires you to manually shift through gears and steer this massive vehicle through a windy road without GPS.
In all of the traditional CRM systems, I would create tasks and had to close them in order to create new tasks to remind me to update my events. This became a vicious cycle and a job in itself. At times I would find myself using Excel spreadsheets and Google docs instead to track my daily efforts, spending up to an hour at the end of each day to update the CRM because it was mandated by management. This was a mundane part of my job that was not enjoyable. I was not happy selling knowing the opportunity cost: I could have spent more time prospecting.
Then, things took a turn.
I still remember the day I started with Velocify in April of 2011, and my manager showed me the sales automation and dialing solution platform called Velocify LeadManager and Dial-IQ for the first time. As a sales rep, it was an eye opening experience because it offered everything I had been searching for in all of the systems I used in the past. He said that leads coming in would give you a pop up notification, e-mail notification, SMS text message notification and even ring everyone’s phones if it is an inquiry filled out on our website which we call “Shotgun Connect”.
He proceeded to also show me how the prioritization feature can leverage a company’s business rules to determine lead and prospect importance to sort and organize them in a way that accelerates sales. Wow! Not having to think about that really simplified my day to just calling from the top down, and the list dynamically updates as I disposition what happened on the calls. All I needed to do was click on the phone number, listen for the ring, then just do what I do best—smile and dial.
Fastforward to today.
“I have closed more business than I ever have in my entire sales career.”
Our native Salesforce solution—Velocify Pulse—has helped me to be much more efficient and effective in my sales efforts. The sales automation and dialing platform already has a cadence and workflow set up of what I need to accomplish because everyday I’m hustlin’. Everyone has a finite time in the day and how they use their hours at work can make a huge difference.
Leveraging technology to do the heavy lifting of mundane tasks allows you to do and sell more—which is extremely impactful to the bottom line. Velocify’s company culture for increasing and accelerating sales while using our own tools has helped catapult my personal sales and commissions which has changed my family and my life.
As I say to my prospects and clients, “we drink our own champagne,” as opposed to “eating our own dogfood,” which is a way to express that we use our own product. I prefer the champagne analogy because I like to celebrate success and don’t care to even try dogfood. Happy selling…Cheers!
About the Author: Daniel Kimm is a sales and marketing veteran, with 16+ years’ experience in software-as-a-service sales, providing clients with solutions that help increase sales. He has had a successful career in new emerging markets, groundbreaking technology, online lead generation and direct response advertising campaigns across multiple verticals.