Beyond CRM: 3 Email Tools to Boost Sales Productivity

Technology to boost sales productivityDo you remember when CRM was just a mysterious acronym? Today, even small sales teams are crazy not to be utilizing a CRM system. What’s next on the menu to boost sales productivity?

Like email, once you start using a CRM full time it’s almost impossible to imagine doing business without it. Now I’m on the hunt for the next big timesaver. I recently participated in a discussion on LinkedIn about the best email companions to Salesforce.com and gained some insight on the marketplace. Below are 3 email tools I have either used in the past, use currently or have on deck.

3 Up and Coming Email Tools to Boost Sales Productivity:

  1. Yesware is an application that tracks your email and lets you know when it’s opened. There are other tools out there that do this trick, but Yesware compliments email tracking with email and calendar synchronization into Salesforce.com. I am currently using the trial of Yesware and I am not yet sure if there is a benefit to knowing when someone opens an email, or if it is just cool and makes me feel better. I can see it being very useful when you send someone an email and they open it a few days later – you can follow up with a phone call because you know that you are on their radar at that exact moment.
  2. Rapportive is a free Google Chrome extension, so any sales rep that you are recruiting should know about this tool. Rapportive shows you someones social information such as your prospects LinkedIn profile or Twitter account. That’s great, but I’ve learned about another impressive trick Rapportive can pull off. Next time you are not sure if your prospect’s email address is sricci@idealcandidate.com or shaun.ricci@idealcandidate.com, install Rapportive and watch it work some magic for you. Start typing a guess into a Gmail compose window and if you have the right one Rapportive will show you their information – instant confirmation the email is live.
  3. Cirrus Insight competes with Yesware but it does not have the email tracking functionality. I used Cirrus Insight at my previous business and was very happy with it. Its primary focus is to sync emails and calendar events from Gmail to Salesforce.com. Where it falls short in the email tracking department, it picks up in the ability to sync Salesforce email templates and custom fields. The price of Cirrus Insight is also a bit more aggressive than Yesware so its value will depend on your email use.

Moral of the story: Technology can boost productivity from sales recruiting to sales prospecting and beyond. Sometimes I have to stop myself from spending too much time playing around so I can get back to actually selling! Do your research and save yourself time by reading reviews and prioritizing where your sales process needs help. I have found LinkedIn groups to be extremely useful for this kind of industry advice.

What has your experience been with email tools in sales? Any I’ve missed? Let me know!

 

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Shaun Ricci

COO at Ideal
Shaun Ricci is a Canadian entrepreneur and the Co-Founder of Ideal. Shaun served as Co-Founder and COO of Field ID until it was acquired in December 2012. Shaun’s accomplishments include spots on the Profit Hot 50 and Deloitte Fast 50 Companies-to-Watch lists as well as the 2012 Ontario Ernst & Young Entrepreneur of the Year Award. Shaun is also an active writer, documenting his wins and losses while building his startup sales team.

Comments

  • Irene

    Thank you for the interesting review. I heard positive feedback about Cirrus Insight, but unfortunately never tried. I’m also using Salesforce Chrome extension for Gmail, it’s called ContactMonkey (http://www.contactmonkey.com/salesforce-gmail-integration). It allows me to view and edit any Salesforce record without leaving Gmail. It’s so much easier than flipping back and forth between Gmail and Salesforce all day long. It’s also a bonus to see who’s opening my emails right now.