¿Cómo tu Software apoya tu Venta?

Software as a strategic ally in the sales process can transform the way you interact with your prospects. Although we have established that software alone does not sell, its role as a support tool in the sales cycle is invaluable. Find out how to get the most out of your software to boost your sales and better understand your users' behavior.

How can software support the sales process?

Although software does not sell by itself, it does not automatically prospect or close sales, but it can be a powerful ally in the sales process. The key is to understand how mature the customer is in their decision to buy or use the software.

In the product-led growth approach, the main advantage is that we encourage the user to have direct contact with the tool: testing, registering or downloading the application. Unlike sales-led growth, where we depend exclusively on the sales force, communication channels and traditional CRM strategies.

The ideal is to ensure that from the first point of contact, your prospect interacts with the software. This will allow you to:

• Collect valuable data about their behavior
• Understand their level of interest
• Customize your follow-up strategy

What metrics should you monitor to understand your users?

Once the user interacts with your software, you can implement different types of metrics to analyze their behavior:

Heat metrics

These metrics allow you to understand how the person acts within the tool:

• Where he navigates
• What steps he/she follows
• Where he clicks
• Which sections he ignores
• Which functionalities he/she uses the most

This information is invaluable to identify possible obstacles in the user experience or to detect the features that generate the most interest.

Quantitative Rating

You can implement a scoring system similar to what you would use in a CRM:

• Assign points per registration (ex: 10 points).
• Add points for each authentication (e.g., 5 points).
• Award points for completing registration steps (e.g. 20 points).

With this qualification, you will be able to classify your potential users and customize your communication strategies according to their level of maturity in the buying process.

How to integrate your software with a CRM?

Regardless of whether your approach is product-led growth or sales-led growth, it is advisable to use a CRM. In some cases, your own software can function as a CRM by capturing user data and maintaining a database.

However, if your business involves

• Business transactions
• Sales efforts
• Repurchases
• Human interaction with the user

It is preferable to implement a dedicated CRM tool. The fundamental thing is to keep a complete user log with all points of contact:

• For services: calls, messages, WhatsApp communications.
• For software: visits, time of use, clicks, sections visited.

This information, properly qualified, will give you a clear view of which prospects are closest to making a purchase.

Remember that the main objective is to ensure that your prospect has a point of contact with the software. If this does not happen, you will be relying solely on your sales force (which may just be you) to drive the sale.

Usage data analysis will allow you to not only better understand your prospects, but also to continually improve your product by identifying areas of difficulty or underutilized functionality.

The strategic combination of software and data analytics will position you to make much more effective sales closings, leveraging in-depth knowledge of your users' behavior. Have you implemented any of these strategies in your business? Share your experience and discover how other entrepreneurs are boosting their sales with the help of technology.