Simplifying 1:1 Buyer Experiences
Housekeeping
- Submit your questions at any time during our discussion
- Unanswered questions will be addressed via email after the webinar
- We appreciate your feedback - brief survey at the end of this presentation
Speakers
Chris Wiesnewski, VP Marketing, Paycove
Virginia Bray, Co-founder, Marketing Fusion
Sarah Frazier, Sr. Content Manager, Qwilr
We are a tech-focused content marketing agency
We enable better business conversations through great content.
The best digital billing platform for CRMs
- Automated quoting, invoicing, and payment solution
- Integrates seamlessly with CRM and accounting software
Wait, what is Qwilr?
Qwilr helps sales teams save time, stand out, and win more business.
Our smart document system makes it easy to create differentiated, visually compelling sales and marketing collateral, at speed.
No one disputes the value of 1:1 communications, but...
We're overtasked.
The average salesperson spends less than a third of their day actually selling, and engages in as many as 39 different activities each day.
We're distracted.
On average, 120 business emails are sent and received each day. Plus social media, phone calls....
👉 There are simply TOO MANY demands for our time and attention! 👈
Challenge #2: processes aren't set up to scale
Data is siloed.
It lives in your CRM but isn't shared or leveraged elsewhere.
Too many tasks are manual.
Repeating tasks done manually consume valuable time.
...But buyers are experiencing the same challenges
As consumers, we've come to expect a highly personalized buying experience.
The reality: B2B often falls behind.
- 64% of buyers want a personalized sales proposal.
- 25% of buyers will dismiss generic materials.
And, it's proven personalization works.
- 88% of marketers reported seeing measurable results (more than 10% lift) due to personalization.
POLL: What is your biggest challenge in delivering a personalized buyer experience? 🤔
So what's the answer?
The goal: tailor the experience for buyers and reduce internal workload
We'll cover:
- Leveraging CRM data
- Automating repetitive tasks
- Identifying and solving potential hazards
ATTRACT
“You will attract way more buyers if you are offering to teach them something of value than you will ever attract by simply trying to sell them your product or service.”
– Chet Holmes, Sales Trainer
The buyer journey isn't simple
Building a personalized B2B buyer journey
- 1.Identify theme aligned to buyer needs
- 2.Map buyer journey
- 3.Create content offer (personalized benchmark report)
- 4.Bring data back into CRM
- 5.Create content based on insights captured
- 6.Feed into ABM, account plan, content strategy, etc.
Data collection & context
Executive report survey
Executive report
Executive report - recommendations
Results
✅ Example of dynamic content creation
✅ 200 completed reports from a 6-week pilot program, translating to highly qualified leads
✅ Triple digit pipeline ROI
✅ Easier upskilling for a complex sales proposition
✅ Faster sales cycle
✅ Cross-sell and upsell opportunity
✅ Data Linked back into CRM to refine communications
ENGAGE
“It's not about having the right opportunities. It's about handling the opportunities right.”
– Mark Hunter, Author of a Mind for Sales
You've attracted prospect interest, now what?
From our study, 64% said it's important that sales materials are personalized to their specific needs.
When in discussion with a sales team, how important is it that the materials they send are personalized to your specific needs?
And what would prevent them from buying?
‼️Impact awareness‼️
Are you aware of the impact you are creating with your sales materials?
- Pillar communication: represents yourself, your company, and your product
- Sets the tone for your conversations
- Sets you apart from your competition
- The challenges:
- Quick turnaround times from RFP requests
- Time-consuming to personalize
- Buyer groups / sharing materials
HubSpot CRM / Qwilr integration
Make personalized sales materials quickly by integrating proposal software with your CRM.
The impact:
- 30% reduction in time to prepare documents
- No more errors or version control problems
- Automation with Hubspot data + template library + saved content blocks=reduction of duplicate work + faster proposal turnaround
- Proposal-to-close time reduced by 20%
Takeaways for sellers:
Time spent buying is time not spent on their business.
Make the sales process easy and relevant for buyers. And don't forget about buyer groups-- make your materials easy to share.
Timeliness matters.
78% of customers buy from the company that responds to their inquiry first.
Personalize the experience-- or go home.
Buyers want an experience tailored to them; skip the generic materials.
Leverage your CRM!
Tech integrations enable better communications, faster.
CONVERT
“If you harness the power of innovation, you'll convert sales complexity into a brutally competitive advantage."
– Tim Sanders, Author
Auditing sales time
McKinsey study
⚠️ 70% of sales reps are not using software to manage time or tasks effectively
⚠️ 1 in 3 businesses have at least 20% of their invoicing volume in the 90+ day column
POLL: What processes does your sales team wish they could automate?
Getting paid faster
- Accenture indicated that one of the most important aspects of getting paid is having all sales and accounting information, displayed the way the customer requires.
- Most companies do this manually, what if all of this could be automated through your CRM? 🤔
- 80% less time spent creating quotes & invoices
- 50% reduction in time spent chasing down payments
- 100% accurate data that syncs with your CRM
Use case example: Zollege
- Paycove helped them scale
- 1/3 the sales resources needed vs. non-automated process
- 11,565 TOTAL ENROLLED
- $281,625,000 TOTAL DEBT SAVED
- 100+ SCHOOLS as customers
Split payments example
Summary-leverage your CRM:
Attract
- Better awareness, marketing & prospecting
- More data & enhanced intelligence
Engage
- Send personalize proposals, faster
- Stand out and close the deal
Convert
- Quotes, invoices, and payments to meet the customer's needs
- Full integration with HubSpot CRM and accounting system
💡 For more tools and applications, visit the HubSpot Marketplace Collection
Next Steps
Take the next step towards improving your buyer experience with Qwilr's BX bundle:
- Free 30 day trial of Qwilr - twice as long as our regular trial period!
- Free document conversion - see your collateral as a Qwilr page!
- Free buyer experience consultation call