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What is High-Velocity sales, and why is it important?

SaaS sales these days are using a term quite often, that is the future of inside sales. Big companies are now implementing high-velocity sales into their business processes to boost their sales reps’ productivity and accelerate revenue growth.

High-velocity sales integrate the approaches of a B2C sales model and apply it to B2B sales processes. It is also becoming part of Customer Relationship Management platforms as it helps to monitor and manage the sales processes better.

Generally, inside sales reps go through a list of prospects, contact them, record their information, and take follow-ups.

A high-velocity sales model shows them what comes next to know their plan of action after each step.

“If you can’t describe what you’re doing as a process, you don’t know what you are doing.”- W. Edwards Deming

We have put together five best practices to help you use the high-velocity sales model to your advantage. 

Essential practices to implement a high-velocity sales model in your business

Businesses want to save time and money. It is crucial to introduce the high-velocity sales model into your business early as it’s cost-effective and produces results faster.

To use a high-velocity sales model in the best possible way, you need to have a clear understanding of how to do it the right way. And here’s how you do it:

1. Utilize internet lead generation methods

sales funnel stages

“Lead generation process starts by finding where your target market ‘lives’ on the web.”- Wayne Davis

The most common lead generation method that every inside sales rep follows is through the internet. These include web lead forms on your website, key landing pages, organic search strategies, pay-per-click programs, and email marketing campaigns. 

Each of these practices has the purpose of pushing a prospect up in the sales funnel, qualify it as a lead, close the deal, and get referrals.

By applying high-velocity sales, you can reach the best leads and convert them quickly with the help of your CRM. 

2. Nurture your leads

lead nurturing

“How you sell matters. What your process is matters. But how your customers feel when they engage with you matters more.”- Tiffany Bova

Buyers these days tend to look around before they finalize on one product. They self-educate and then get engaged in a sale.

Catching the best lead soon is hard because your prospects won’t accept your offer in the first meeting itself. Sales, thus, is a long process.

Thus, using CRM with email marketing, you can nurture leads by sending them personalized emails at regular intervals. This will help you build trust in long term, resulting in gaining more loyal customer.

Nurturing leads is like taking care of a plant; you water it every day until it starts flowering. Your prospects also need to be nurtured the same way. They need your const ant attention and expect rigorous discussions before they finalize the deal.

Lead nurturing is so powerful that according to the statistics, 15-20% of the prospects turn into a sale after being ‘not ready to commit.’

With a high-velocity sales model, you can catch your prospects’ buying signals and convert them into happy customers.

3. Leverage a robust inside sales approach

Sales teams keep evolving every single day.

You need to keep in mind that the goal is to get the prospect committed, eventually turning them into a customer.

Your approach will be different for each prospect, so you need to have an excellent understanding of who your prospects are and how you can utilize your approach to make a sale.

Use the power of storytelling to get your prospects on board. Dive into your buyers’ minds and make them think about how your product is best for them, or even use negative reverse-selling techniques.

(GIF: https://media.giphy.com/media/iKFtytThpmnPSGSzBY/giphy.gif)

In the end, high-velocity sales make you avail the advantages of each of your approaches and close the deal.

4. Inculcate performance metrics to manage inside sales

High-velocity sales is not a piece of cake.

You need to be aware of the sales processes and numbers that define your team’s efforts. Hence, using metrics is critical.

Sales reports can help you keep track of your sales team’s productivity and let you plan for future sales as well.

5. Make your product accessible to your prospect

Do you ever go to a store and buy clothes without trying them on? I doubt you would ever do that!

Then why would your clients buy from you without trying your product?

Provide your customers with a taste of your product by offering them free-trials or samples of your product, show them its benefits and what they are signing up for.

Try Salesmate’s 15-days free trial.

High-velocity sales is the future of sales

“Don’t fear the future; become a part of it.”

High-velocity sales let the sales rep do the following:

  • Help them in better prospecting
  • Reduce manual labor with the help of innovative tools
  • Automate all the steps of the sales process for the overall success

With a high-velocity sales model at your aid, you step into the future of sales. And CRM can add just the right amount of magic you need to step up in the game.

Salesmate is a platform that gives you an edge over your competitors to satisfy your customers and grow your business to the next level.

Parijat Lamba

Being an avid reader, Parijat developed a keen interest in writing at a very young age. She's passionate about topics like Spirituality, History, Psychology, and Philosophy. She's now a Product Specialist at Salesmate and strives to write her own novel someday.

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