How Sales Acceleration Has Evolved in One Short Year

Many of the traditional tenets of successful sales outreach hold true year after year — even decade after decade. Technology, though, has introduced a whole new dimension to the world of sales, which provides both challenges and opportunities for forward-thinking sales professionals.

Marketing automation and sales CRM systems are two areas that have experienced massive growth in this realm. CRM software and systems are now widely used by organizations to help organize and curate sales efforts. They act as the core foundation behind more advanced sales and marketing strategy, including lead generation, marketing automation, and — the topic of this post — sales acceleration.

The Importance of Automation

Marketing automation systems are used to automate routine, repetitive functions that inevitably occur in the marketing campaign process. As marketing efforts become more nuanced and complex, the importance of automating those actions that can be effectively automated can’t be understated. The less time sales professionals spend on worrying about the timing of emails or whether a lead received an appropriate follow-up to their inquiry, the more time they can spend on the work a computer can’t do.

Sales acceleration software is a rapidly burgeoning field that helps bridge the gap between sales department CRM systems and marketing automation systems. As these two fields continue to grow in relevance and necessity, it would make sense that another field would emerge to support a sales environment that is increasingly driven by the rapid analysis and distillation of data.

Marketing and sales teams are inextricably linked, now even more so with the proliferation of sales CRM and marketing automation software. Sales acceleration software brings these two areas of business even closer together.

What’s the Point?

The purpose of sales acceleration software, which is still a pretty new term, is — as the name implies — the shortening of the entire sales process, and condensement of sales cycles, so prospects turn into customers more quickly.

Sales acceleration software provides real-time, actionable data that makes it easy to measure, manage and drive performance — for both sales reps and sales managers. That way, adjustments can be made on the spot and sales practices can be continually fine-tuned to drive the best sales outcomes.

Smart sales acceleration dramatically increases sales results by delivering speed, efficiency and predictability to the sales process. By using data-driven insights and real-time analytics, it empowers salespeople to sell smarter and faster — ultimately driving high performance sales teams that accelerate sales and grow revenue.

Much more than just a dialer or email tool, the use of sales acceleration tools guarantees that more leads are contacted, more leads are guided through the sales funnel and less time is needed to close sales and achieve breakthrough results.

It may be new, but believe us — sales acceleration software is here to stay.