Online and offline, high-velocity sales (HVS) has been trending in sales strategy conversations. Partly because it promises laser-focused sales productivity insight but also for the general time savings it brings in pipeline management efficiency. Which salesperson would say no to that?
That’s the HVS elevator pitch. But it’s important to get beneath the surface-level benefits of high-velocity sales to understand essential best practices and things to consider. That’s what we’ll cover here.
Before we explore some **high-**velocity sales best practices, let’s get some general housekeeping out of the way.
What Is High-Velocity Sales?
High-velocity sales has one mission objective that should be obvious: to boost sales productivity. Put simply, HVS integrates strategies from the B2C sales model and applies them to B2B sales procedures.
HVS is a particularly useful sales strategy for businesses with fast-paced sales cycles and in-demand products and services.
Without a high-velocity sales approach, sales teams in rapid-sales businesses have to work intensely to progress and nurture high volumes of leads and prospect relationships.
In contrast, high-velocity sales offers prompts and cues, directing the next sales pipeline management actions necessary. That way, sales teams can take timely action using focused insight to close more deals.
Key Benefits of High-Velocity Sales
Ok, those are the basics of high-velocity sales. But what are some of the defining, practical features of an HVS approach to new-business strategy?
Here are some of the real-world advantages of high-velocity sales.
Smart lead scoring: Know exactly which leads to nurture and close first
Even experienced sales reps make the wrong call when it comes to which sales leads to nurture and which to leave behind. To maintain a healthy pipeline of high-value leads, salespeople need to do granular detective work—and that takes time.
Einstein lead scoring is a high-velocity sales method that calculates the probability of any given lead actually closing to become a new business.Client relationship management (CRM) platforms like Salesforce offer Einstein lead scoring features that reduce the manual admin requirement for gaining sales insight.
How does this work? In a nutshell, the CRM automatically and smartly draws conclusions from previous prospect and customer conversions. This data helps salespeople confidently invest time and energy in higher-probability leads, reducing the cost of missed opportunities and time wasted on no-go leads.
Besides increasing pipeline management efficiency, lead scoring helps sales reps leverage relevant conversational themes for tailoring sales interactions and anticipating objections.
Helping teams work smarter, not harder (and reduce multitasking)
HVS-enabled tools—like **Salesforce’s Lightning Sales Console–**feed sales teams the kind of highly focused lead-nurture insight they usually only dream of. This deep sales insight would usually be either out of reach or take longer to source manually than would be worthwhile.
Not only do high-velocity sales methods like these save tons of time for salespeople, but they also conserve productivity by preventing multitasking that’s proven to harm cognitive performance. No more frantic searches for information while a client waits impatiently on the other end of the line.
High-velocity sales cadences: for streamlined sales processes
A sales cadence is a series of steps and actions sales teams follow to sustain lead progression through the sales funnel.
Sales cadences vary and can include custom steps, but they’ll typically follow a similar flow to traditional prospecting sales logic:
1. Send an intro or icebreaker email
2. Wait X number of hours/days
3. No reply? Time for a follow-up call
4. Send a post-call email (plus maybe a few attachments)
5. Another follow-up call to attempt to close
Needless to say, these steps are generic, and your sales team may follow more detailed sales workflows with custom steps.
The point is that high-velocity sales cadences automatically assign prospects to relevant cadences. All your sales team has to do is follow prospect interaction cues and prompts delivered by their cloud software, tools, or CRM.
The advantage of high-velocity sales cadences? Your sales teams never run the risk of repeating the same actions twice with a single prospect. More than that, HVS cadences safeguard the consistency of communication essential for establishing lasting relationships and trust.
Fair distribution via work Salesforce Queues
Customer-focused teams with shared workloads use Salesforce Queues to organize, distribute, and assign leads and customer records, making it easier to manage workload and tasks.
Why is this useful? CRM leads, records, and accounts with no owner cause confusion and even disputes in sales teams. This lack of clarity over ownership means those leads and accounts often sit unattended and unnurtured. Not great for lead progression.
There are several types of Salesforce Queues. Here are a few examples:
Lead queues enable sales managers to allocate unassigned leads to sales reps.
Case queues assist in managing support workload by categorizing the cases according to their support levels.
Knowledge article version queues for managing the distribution of versions of the Salesforce knowledge articles.
Service contract queues manage contract distribution after contract creation.
Custom object queues create custom objects and manually allocate them to a queue. Custom object queues also assist with managing the distribution of custom object records, allowing allocated users to access and assert record ownership.
3 Best Practices for Implementing a High-Velocity Sales Strategy
Ok. Leaving behind the theory and benefits of high-velocity sales, let’s move on to the more meaningful best practices for implementing a high-velocity sales strategy.
Enable your high-velocity sales strategy with high-velocity productivity tools
Efficiency, productivity, and performance–each one makes the next one possible. On paper, high-velocity sales promote all three of these sales values. But the theory can break down in practice when too much of the sales workflow relies on manual input.
If this sounds familiar, it might be time to consider scaling up your sales automation. We say scaling up because it’s likely you already have certain sales automation tools in place (perhaps for connecting your virtual telephony with your CRM).
To take things a step further sales automation tools like Aircall’s Power Dialer help sales (and support) teams make calls in rapid succession.
How does Power Dialer work? The moment a support or sales rep finishes a call, Power Dialer automatically calls the next number in the HVS lead list. Now imagine the cumulative marginal time savings and potential impact on quarterly sales.
Enhancing high-velocity sales strategy with tools like Power Dialler sounds like a no-brainer, but how complicated is it to set up? All it takes is one click to integrate Power Dialer with Salesforce or other leading CRMs.
By doing so, you’ll save your team around two minutes per call. It all adds up.
On top of Power Dialler, why not add Aircall’s Gmail add-on that allows teams to access call history in a flash?
Find smarter ways to prevent big sales opportunities from slipping by
Driving lasting performance is an iterative process. It takes time to make process changes, implement them, and then measure the impact before tweaking the process again.
Sales performance metrics—like daily dials, call duration, and calls answered—can be useful indicators of the need for tactical changes. But baseline metrics like these only give a small portion of the performance picture.
To really get at the core of what’s preventing teams from finding and sustaining their top gear of performance, you need to be able to see their performance in the moment. Not just afterward when little can be done to change the outcome.
Real-time performance analytics—like call monitoring—gives sales managers an opportunity for tactical decision-making that impacts outcomes as they’re happening. Instead of advising sales reps after a call on what they could have done differently, call monitoring lets managers give salespeople real-time advice, without disrupting the flow of the conversation.
Ramp Up Your HVS Sales Strategy: With Aircall’s Salesforce Integration
Your entire team could be elevating sales productivity with Aircall’s Computer Telephony Integration (CTI) for Salesforce Lightning and Salesforce Classic.
By doing so, they’ll waste less effort on dead-end opportunities, while moving the dial on what counts most: closing deals and satisfying your customers.
Why not test Aircall and Salesforce high-velocity sales with a 7-day, hands-on free trial?
Published on January 2, 2024.