Lync Migration Featured Article

PipelineDeals' Connect System Drives Sales Efforts with Email

By Steve Anderson Contributing Writer

Email is a surprisingly resilient part of our everyday lives; though there are some signs it's faltering against instant messaging systems and Web-based chat tools, many of us still use email on one level or another. PipelineDeals has stepped up its own use of email with Connect, a tool that lets businesses put email to work as a means to improve the flow of sales operations.

Connect integrates with several common tools, including Office 365, Microsoft Exchange, and even the Google (News - Alert) line of tools. It tracks both outgoing and incoming email, which it then uses as fodder for analyzing current content and creating new content that should, hopefully, improve the flow of business and make for more wins overall.

PipelineDeals users get access to a new way to build not only full email campaigns that can be mass-targeted—while following applicable laws related to the creation of mass email campaigns—but also items of individual correspondence with potential sales targets. The combination of sales outreach and account management tools, therefore, helps improve the likelihood of sales by making sure the bases are better covered. The need to switch from one application to another is removed, which reduces the chance of operations falling through the cracks, and with tracking systems and the like in play, it helps ensure everyone who needs to be contacted is, in a timely fashion, which improves customer experience and the chance of making sales.

Users like Aerolase are finding it valuable already; Aerolase's Sean Johnson noted that it has a “...long-term, capital intensive sales process,” and using Connect has increased leads into the overall sales funnel by five percent in month-over-month comparisons. Plus, the company can even make contact with old leads by seeing who's actually paying attention to the message, a measure that's valuable; an old contact that hasn't been active for months is almost the same as a new contact.

Not only does a system like this allow for better access to new clients, it also allows companies to at least somewhat revive old clients. That provides value on several sides of the operational spectrum, and gives companies more opportunity to realize sales. It's not a guarantee of improved sales, but rather a guarantee of a better chance to make sales. Actually making sales still depends on projecting the appropriate value proposition and the quality of contact with the client, as well as the client's ability to pay. Connect, however, makes a good start more possible.

Sales has always been a numbers game, with the more contacts generally making for the more sales. With Connect, the numbers game gets an edge thanks to a tool that some thought verging on the obsolete, and users can improve the chances of each contact making sales with better quality communications.

Edited by Stefania Viscusi