In this episode of the Transform Sales Podcast: Sales Software Review Series, Dave Menjura, RevOps Marketplace Specialist at CloudTask, and Scott Smith, CEO of Zight, talked about how sales teams can use Zight to improve Enhancing Prospecting and Sales Engagement.
Zight offers sales intelligence tools that help account executives find and connect with potential leads, making prospecting easier and more streamlined.
When it comes to Enhancing Prospecting and Sales Engagement, what alternatives were your customers most often using before buying your software?
Prior to using Zight, customers typically depended on traditional approaches for sales prospecting and engagement. Some of the most common alternatives were:
- Email and text based outreach: Many sales teams depended on plain-text emails and LinkedIn messages to connect with prospects, often facing low engagement rates.
- Generic sales presentations: Sales teams used static presentations to pitch products, leading to difficulties in personalizing outreach for potential customers.
- Manual customer support and bug reporting: Customers used traditional ticketing systems for customer support and internal bug reporting, which often slowed down the sales process.
Customers use Zight for recording sales presentations, answering customer support tickets, and pointing out bugs that the sales team might be seeing with their product so they can close deals faster. Notably, the platform is used not only for prospecting but also for internal communication, such as reporting bugs and collecting feedback from clients.
What challenges were your customers running into with those alternatives that your software helped them overcome?
- Low engagement rates: Plain-text emails and static presentations often resulted in low response rates and minimal interaction from prospects.
- Inefficient internal communication: Sales teams struggled with slow feedback loops when reporting issues or gathering customer feedback.
Time consuming processes: Traditional prospecting methods required significant time investment with minimal returns, making it difficult to scale efforts efficiently.
What are the key features of Zight that help Improving Lead Generation challenges?
Low Engagement Rates
- Situation: Sales reps need to capture and retain the attention of prospects more effectively.
- Problem: Traditional text-based outreach often fails to engage potential leads, resulting in low response rates.
- Solution: Zight enables users to create personalized video content, making outreach more engaging and increasing the likelihood of responses.
Internal Communication
- Situation: Sales teams need to efficiently report bugs and share customer feedback with internal teams.
- Problem: Traditional ticketing systems lead to delays and inefficiencies in internal reporting.
- Solution: Zight allows teams to quickly create and share visual reports, streamlining the feedback process and improving response times.
Save Time for Sales Teams
- Situation: Account executives need to streamline their prospecting efforts to maximize productivity.
- Problem: Manually creating presentations and follow-ups is time-consuming and limits scalability.
- Solution: Zight automates video creation and sharing, allowing reps to focus on high-value activities like closing deals.
What tasks, deliverables, and/or people need to be involved in setting up Zight for Enhancing Prospecting and Sales Engagement and how long does it typically take to reach full productivity?
To ensure a smooth implementation of Zight, sales teams should consider the following factors:
Teams should establish workflows for video usage, including sales outreach and internal communication. Zight integrates with CRM platforms and email tools to ensure seamless usage. Companies can either manage the setup internally or hire third-party specialists for optimization.
Cost Considerations: A typical SaaS license for Zight varies based on team size and feature needs, with potential additional fees for premium integrations.
What KPI’s should Sales team use to evaluate their success with Zight for Enhancing Prospecting and Sales Engagement, and what quantifiable outcomes can they expect?
Sales teams should track the following KPIs to measure Zight’s impact:
- Video View Rates – Was the video actually watched?
- Engagement Metrics – How much of the video was watched?
- Conversion Actions – Did the prospect take action, such as booking a meeting or requesting a demo?
Users should continuously analyze these metrics to refine their approach. If videos are not being watched, adjustments to subject lines or CTAs might be necessary. If prospects drop off early, video content should be optimized to maintain engagement. Additionally, automation tools within Zight can prompt actions, such as scheduling meetings, to enhance results.
Conclusion
Zight provides account executives with powerful tools to enhance prospecting and sales engagement. By using video for outreach, internal communication, and customer support, sales teams can overcome traditional challenges and drive better results. Monitoring key KPIs ensures continuous optimization and improved success rates in sales efforts.
