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Innovative Leadership Across the Sales Funnel Drives Revenue

Innovative Leadership Across the Sales Funnel Drives Revenue

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By Lia Ciner

When discussing effective digital transformation initiatives, we often focus on the mindset and techniques of executives and IT leaders. But what about the department leaders and team managers that have to make decisions about how their employees use their digital tools and which techniques drive revenue for the company?

In a recent conversation with CreatorIQ‘s Head of Global Sales Development Natasha Shifrin shared what Sales Development is all about, how crucial it is to the buyer journey (and ultimately to closing deals), and why innovation and thinking outside of the box is not limited to company executives.

Sales Development is the buyer’s first impression of the company

Sales Development Representatives are not merely entry-level salespeople that do grunt work to move prospects along the funnel. In reality, they are the gatekeepers of the buyer journey and they must be trained and digitally equipped to positively represent your company to your prospective customers. The first impressions of your company come down to the SDRs and their role is crucial in sales success.

Natasha’s out of the box thinking for smaller SDR teams enabled her to better utilize her team’s time and resources with the available sales tools. How? She chose to send the higher-qualified leads directly to Account Executives. It was great to learn how she and her team are benefitting from their sales stack and experimenting to find the exact right method to drive revenue.

Sales tools should increase productivity not detract from it

In our high-tech business reality, tools upon tools are constantly rolled out to increase productivity and to attempt to bridge the gap between users and their technology. But what often ends up happening, is that employees are bogged down by their multitude of applications, rather than empowered by them.

If your sales team is struggling to hit targets yet they have all of the top tools, what’s missing?

This problem is raised again and again when talking to sales professionals and the issue is not an inadequate sales stack, but rather a lack of a digital adoption strategy. No matter how advanced and user-friendly applications are for the workplace, no single human can possibly fully adopt all of them at the same time.

Universal challenges like training and onboarding, heavy IT support demands, and burnt-out employees are all addressed with DAP. Managers and executives alike are all struggling with similar adoption issues, but they can’t put their finger on what’s missing.

You can watch our full insightful conversation below:

This discussion was an excellent reminder of how important innovative leadership is across the entire sales funnel.

Don’t wait for your digital adoption issues to jeapordize your company’s revenue flow. Innovation across the entire sales funnel demands effective utilization of digital tools, and the confidence to find specialized techniques to drive more revenue, faster.

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Lia Ciner
Lia specializes in analyzing and forecasting the development of corporate culture in the digital era. Her experience in both NGOs and high-tech gives her a unique perspective and passion for exploring psychology, global business trends, and how technology is impacting the evolution of our culture.