Sales
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What is Sales Acceleration? The Ultimate Guide

Sayani Deb

Making a sale is not easy. Speeding up the sales process is harder. Rush and you may end up breaking the deal. Go slow and a competitor may win over your prospect. That’s what the journey from a prospect to a customer is like. Here’s an interesting yet frustrating sales fact – It takes about 48 phone calls to make a single sale. Now, that seems challenging considering the many responsibilities of sales reps! So, how to go about sales acceleration?Well, the formula is to know the ins and outs of your revenue system. That is, you must understand how far and fast you can push sales. This guide details everything you need to know about sales acceleration and how you can go about it.

What is Sales Acceleration?

Micheline Nijmeh, CMO of LiveHive, defines sales acceleration as ‘a set of tools that drives, pushes, promotes the sales cycle — that is, their goal is to push a sale across the finish line’.Sales acceleration is the strategy an organization uses to increase the effectiveness and efficiency of its sales process. Effective sales acceleration platforms offer the marketing teams timely insights, helping businesses to move leads efficiently through the sales pipeline. In a nutshell, a sales acceleration strategy facilitates seamless movement of the prospects through the sales pipeline, ensuring the achievement of your revenue goals.

Importance of Sales Acceleration

With the given competition out there, capitalizing on every opportunity you get makes sense. And sales acceleration tools help you do so. Sales acceleration fuels revenue and business growth. It brings the sales strategy under ruthless scrutiny to identify the inefficiencies in the process, make adjustments, and use real-time purchase signals to convert leads into customers quickly.A study says that 75% of buyers prefer digital interactions for sale. So, sales reps must have the right content for the right prospect Sales acceleration tools equip the marketers and the sales teams with the right content they would need to close a sale. Thus, they help the sales reps make more sales within a short time. Overall, sales acceleration platforms help GTM teams to utilize every opportunity and hit the revenue target before a competitor takes over. It simplifies the tasks of marketers and GTM teams, freeing up their time, aligning resources, promoting collaboration, and supporting them to boost conversions.

Sales Acceleration Formula

The sales acceleration formula by Mark Roberge has four distinct parts. He created and implemented this formula to achieve HubSpot’s success. The sales acceleration formula is an approach to increasing revenue and building a strong sales team that can use data-driven insights to convert leads into customers effectively. Here’s the four-part sales acceleration formula.

Part I - The Sales Hiring Formula

Sales Acceleration - Formula
Source

According to Mark Roberge, ‘world-class sales hiring is the biggest driver of sales success.’ So, rather than hiring the top sales professionals from other competing companies, he suggests a few metrics to make the sales hiring process successful.

1. List the characteristics of a successful salesperson

Mark says the characteristics of a successful salesperson could be intelligence, curiosity, past experiences and successes, coachability, work ethics, etc. However, your list of characteristics may vary by brand or product/service. Hence, you must consider the following steps;

  • Define the characteristics of a winning salesperson
  • Develop a way to evaluate candidates based on the defined characteristics
  • Create an interview scorecard to compare the candidates
  • Use the initial interview scorecard after six months or so to evaluate the top performers

2. Identify the top-performing salespeople

To identify the top-performing salespeople, working with recruitment agencies may not always be a good idea. Thus, Mark Roberge suggests creating an internal recruitment agency to find out successful salespeople. The internal agency can find out the top salespeople based on their fill rates, the long-term success of the hires, etc.You can also use the LinkedIn platform to the optimum level to source qualified candidates for your company.

3. Define your first ideal hire

When you choose a candidate, ensure that they align with the company goals, business maturity or stage, and your set of ideal characteristics of a successful salesperson. Mark Roberge presented a scenario to explain the first ideal hire. He provides four ideal candidate profiles:

  • A former SVP from a competing brand with a different value proposition
  • An entrepreneur with sales experience in another industry
  • A sales manager from another industry
  • A former salesperson from a competing brand with a different value proposition

Among these, Mark prefers choosing an entrepreneur with sales experience in a different industry. This is because entrepreneurial skills and spirits will help in reaching the company goals. Moreover, the entrepreneur will be coachable and will have the flexibility required to speed up the company towards its product/market fit.  

Part II - The Sales Training Formula

Roberge says that every salesperson has a ‘superpower’. While someone may be great at building rapport another sales rep may be a superb multitasker. But traditional sales training does not consider this aspect. Hence, it tends to overshadow the personal superpower of a sales rep with a new one. This blocks the sales rep from understanding their own strengths. Plus, they do not understand how they can use these strengths to make the job their own. So, Mark Roberge offers a systematic sales training process in his sales acceleration formula.

This training surrounds the;

− sales process,

− buyers’ journey, and

− qualifying matrix.

You must ensure that the sales training program aligns with the team's needs. Ask for regular feedback from sales reps and improve the training sessions to ensure building a winning sales team.

Part III - The Sales Management Formula

Sales management, according to Mark Roberge, covers three aspects.

  • Sales coaching

Sales coaching is a crucial factor to drive sales productivity. So, to create a sales coaching culture, Mark suggests one-to-one meetings between sales managers and team members. In these meetings, the salespeople should come after reflecting on the areas they would like to improve. Thus, they can start the improvement work after mutually agreeing with the managers and setting up a plan to do so.

  • Metrics-based Performance analysis

Define a few metrics at each sales funnel stage. Then, create a dashboard to evaluate how each salesperson performs at each level of the sales funnel. After gathering the data, look into the areas of poor performance (if any) of each sales rep.

  • Remuneration and incentives

The compensation plans vary by company. However, Mark Roberge emphasizes the importance of compensation plan evolution along with business growth. That means, when your business grows, you must ensure improving the compensation plan as well. For instance, as a startup, if you want to grow your sales, it is valid to build commissions on new sales. It is important that the commission plan is simple and aligned with the company goals. Also, you must promote sales reps based on their performance and success metrics. Hence, running contests, and monthly assessments can be helpful. It will not only ensure a better compensation plan but also a motivated team.  

  • Internal promotion

Instead of external hires, companies can go for internal promotions. However, you must establish sales leadership training before promoting from within. It is hard to jump from the frontline to the management level. So, you must support the transition to ensure the new sales manager’s success.

Part IV - The Demand Generation Formula

The final part of the sales acceleration formula explains the switch from cold calling to inbound marketing. During this shift, the salespeople need to position themselves as thought leaders through social media content and blogs. Once you start attracting leads, create a buyer matrix to identify the leads interested in your product/service. Further, with the content type your buyers consume, you can identify the stage of their journey. Such information can help you create a customized experience for the buyers on your website and a concrete plan for sales follow-up. Take, for example, this matrix for better understanding.

Buyer Journey of Sales Acceleration
Source

Here,

  • Enterprise Elizabeth is in the problem education stage. The sales team must reach out to help them make decisions because enterprise buying decisions are more complex.
  • Mid-market Mark is in the solution research stage. Hence, the team will contact once they reach the solution selection stage.
  • The sales team must contact Sam SMB as they are in the solution selection stage to help them choose the best fit.

Follow this process but revisit periodically to check if it is working. Then, iterate to make the process work better.

When Do You Need A Sales Acceleration Team?

The answer to this question is simple – when revenue growth is your top priority. If sales acceleration tops your priority list, the first step you take is creating a dedicated team that can make your efforts count.  While you create a sales acceleration team, ensure that they are provided with the appropriate resources to work with. Meanwhile, it is recommended that you direct necessary resources to your existing sales enablement function as well. Your sales enablement team generally works at the intersection of sales and marketing. Hence, the team is most likely to have the structure, context, and experience to make your sales acceleration strategies successful.

How to Build Sales Acceleration Strategy?

The modern sales landscape looks pretty complicated. Unfortunately, the sales leaders aren’t able to simplify b2b sales acceleration. If they could, they would certainly have made the process as easy as placing an online order.The key to sales acceleration is to build a strategy first. Here are the steps to getting started.

Assess and Review

The first step is to assess your sales team. What are the individual strengths and weaknesses of the sales reps? What’s working for them and what’s not? Dig deeper into the data and analytics to get the answers to these questions. Along with a quantitative search, a qualitative search is important too. Ask these questions to your sales reps, sale enablement team, and marketing teamBesides assessing, you must also review the past performance of your sales acceleration team. Find out who excelled in the past year's performance and how did the sales decline in the not-so-good sales years. Reviewing the past performances will help you find out the attributes that lead to success and what results in a decline in the team’s morale.

Analyze competitors

How are your competitors gearing up for a sales acceleration strategy? Are they using sales acceleration tools? Do they have a sales acceleration team? The more effort you put into studying your competitors and their tactics to speed up the sales process, the better prepared you can be. Also, you can research deeper into their strategies and create better ones for yourself.

Develop buyer personas

For sales acceleration, knowing your buyers is essential. If you know your customers well, there is no need for documentation. But creating buyer personas isn’t just about knowing your customers. It is about knowing your ideal customers. Creating buyer personas helps you identify the ideal customers. Also, you can find out opportunities to connect to customers who are likely to stick by your brand. Further, you can use these buyer personas to conduct sales training sessions for new employees.

Strategize

The next step is to create the sales acceleration strategy after you have reviewed your marketing initiatives. What marketing tactics have you implemented to date? Which ones have worked? Which tactics have proven to offer a high return on investment?Get the data of your past and current analytics reports. Evaluate your growth to understand which marketing initiatives have been successful. These insights will help you build your current sales acceleration strategy.  

Implement

Finally, it’s time you implement your sales acceleration strategy. But your work doesn’t end here. A sales acceleration strategy requires tracking and time-to-time optimization.Set a few metrics and measure the progress of the sales acceleration strategy against your company goals. It is best to set expectations and goals clearly before you roll out the strategy.

Different Types of Sales Acceleration

Based on solutions, here are a few forms of sales acceleration.

Lead qualification

There may be thousands of prospects interested in your product/service. But only a few will turn into customers. A huge part of sales acceleration is lead qualification. Sales reps use a lead qualification filter to identify the leads that are top priorities.

Lead scoring

The lead scoring model lets you rate the leads based on their behavior and action. For instance, you can rate a lead higher for visiting the website and booking a demo. On the other hand, a prospect who simply opens an email gets a lower score.

Lead routing

Lead routing plays an important role in deal acceleration. It refers to the efficient distribution of leads to sales reps. Lead distribution software helps in assigning the right leads to the right sales reps.

Buyer research

The higher the knowledge, the better the lead interaction. When sales reps are equipped with information like company background, job position, potential pain points, industry updates, etc. they can personalize each interaction with the leads.  

Real-time alerts

Alerts notify the sales team when there are triggers like;

  • Requesting a demo
  • Scheduling meetings
  • A lead visiting a specific product page
  • Filling out a form, etc.

Email generation and tracking

Use pre-built email templates to respond to common queries like pricing structure, order confirmation, etc. Email tracking notifies sales reps when someone opens an email or clicks through. It helps in improving their outreach.

Automation

Automation involves using sales acceleration tools to automate regular, repetitive tasks like;

  • Data entry
  • Processing orders
  • Product quotes generation
  • Information sharing

The right sales acceleration platforms and tools can help sales reps focus more on lead conversion and boosting sales.

Analytics

Data analytics help you dive deeper and gather insights into;

  • Lead distribution and management
  • Customer satisfaction
  • Individual and team performance
  • Growth opportunities
  • Campaign effectiveness

Research says that about 3 out of every 4 marketing leaders based their decisions on data analytics. Also, data-driven organizations are 23 times more likely to acquire customers, 6 times more likely to retain them, and 19 times more likely to be profitable.

How to Choose the Best Sales Acceleration Tool?

The market offers you several sales acceleration platform options. But you need to choose the one that’s perfect for you. Here’s how you can choose the best sales acceleration tool for the company.

Identify your limitations

The first step is to find out what your blind spots are. Look back to the situations where you have been limited due to data unavailability. Perhaps, your sales reps did not have the right content or insights to customize the lead interaction. Hence, to prevent such situations you can get a sales acceleration tool to prepare your sales reps well.

Check the compatibility of the sales acceleration tool

Besides checking the product features, you must ensure that the sales acceleration tool is compatible with your existing MarTech stack. That means, your existing CRM tools and marketing automation platforms must integrate with the sales acceleration tool. For instance, you can make the most out of the leads list after importing the information into your CRM platform. It will provide you the ease of access and seamless operations.

Read reviews from past and existing buyers

There’s no promotion like word-of-mouth. So, considering what other professionals are saying about the product is necessary.Check review platforms to get the experiences shared by real users. You can also talk to past and existing product users to get deeper insights into the product.

Top 3 Sales Acceleration Tools in 2022

1. Outreach

One of the largest and fastest-growing sales execution platforms that helps companies to boost their revenue, engage with customers, and increase the sales rep’s productivity. The sales acceleration platform integrates sales engagement, revenue intelligence, and conversation intelligence.The many features of this software solution include email automation, email platform integrations, templates, scheduling, email categorization, email tracking, personalization, open rates analytics, etc.

2. RevenueHero

It is one of the most user-friendly sales acceleration platforms for 2022. RevenueHero helps businesses to make routing and qualification more efficient. The tool ensures better lead-sales reps' interaction and helps to schedule more meetings. The features of RevenueHero include real-time lead routing, instant meetings, prioritizing leads, connecting with the right leads faster, third-party integrations, etc.

3. Salesloft

It is one of the leading sales engagement platforms that helps sales reps to drive more sales. Salesloft's high-in-demand features include data entry, meeting scheduling, and data sourcing. Further, you also get features like personalization, automated emails, email tracking, scheduling and generation, analytics and reporting, workflow management, etc.

5 Benefits of Sales Acceleration Technology

Businesses can derive several benefits from sales acceleration like easy access to insightful data for marketers and sales reps. They can get industry updates to accelerate sales as well. Here are five benefits that you get from sales acceleration technology.

Empowers sales team

Sales acceleration tools empower sales reps by providing them with the right materials. They can use the appropriate content to prepare for the lead interaction. Hence, the tools make it possible for the sales reps to close more sales efficiently.

Aligns marketing and sales

Marketing and sales are required to collaborate to ensure business and revenue growth. The accelerated sales unifies marketing and sales, building a single digital enablement ecosystem for content management that is beneficial. The sales acceleration tools also integrate with CRM and marketing automation systems. It becomes easier for sales reps to access lead information and import them whenever necessary.

Lead scoring and prioritization

Sales acceleration tools can identify the best prospects for the company, eliminating the guesswork. The tools capture buyer intents from social media posts, search engine queries, etc. to identify the high-intent buyers. Further, using predictive analytics sales reps can prioritize leads according to their scores and schedule meetings accordingly.

Fuel growth through automation

Sales acceleration platforms can automate several repetitive processes like data entry, lead distribution or routing, email automation, tracking, etc. Automation of these processes frees up sales reps’ time. Thus, they can focus more on lead interaction and higher conversions. Overall, the sales acceleration tools also increase sales reps’ productivity and efficiency.

Improved CRM insights

The CRM systems are full of information. They are gold mines of sales intelligence. But extracting information from the CRM database is difficult. With sales acceleration tools, you can access CRM insights and convert them into actionable takeaways. Automated analytics and reporting in sales acceleration tools help to identify patterns, buyer types, buyer information, the best time of conversation, etc.

Wrapping Up  

The competition demands a faster and more efficient sales process that enables sales reps to seal more deals within a short time. And sales acceleration platforms help to create an efficient sales process.RevenueHero is a sales acceleration platform that ensures better lead routing, qualification, and prioritization. The software solution ensures better lead interactions, more conversions, and higher sales.

Related Resources

Further reading

Growth
19
mins
Conversion Rate Optimization: Best Practices (10 Tips and Tricks You Should Know About)
Want to learn how you can convert more customers for your business? Discover 10+ tips and tricks to boost sales and revenue with conversion rate optimization in 2023!
Madhurima Chatterjee

What is a more significant challenge than getting tons of traffic to your web and mobile sites? Converting those visitors into paying customers, of course! 

Your target audience may be attracted to your digital store, seeing its design and aesthetics. But to convince them to invest in your products or services, you need to make their buyer’s journey seamless and deliver an excellent customer experience. This will set your brand ahead of its competitors and even lead to first-time buyers making repeat purchases and transforming into brand evangelists in their consumer lifetime. 

If this makes you go.

Then, this is the article you should be reading!

In this blog, I will give you a brief overview of conversion rate optimization and then outline 10+ tips and tricks you can implement to skyrocket your conversion rates and boost revenue and growth for your business in 2023!

Conversion rate optimization—an overview

Before we get to defining CRO, let’s determine what a reasonable conversion rate is.

What is a good conversion rate?

You could compare your website's conversion rate to that of leading brands or what is most commonly recorded in yor niche.

According to Will Cannon, CEO of Uplead, a good B2B sales conversion rate hovers between 2-5%, while some industries may record it around 10%.

You can check out this article if you want to know more about conversion rates and industry best practices to optimize this valuable metric for your website.

Here’s the thing. Conversion rates vary depending on a lot of factors. These include industry-specific factors, your competitors, and whether you sell your products or services to other businesses or consumers. 

Even companies in the same industry may have diverse traffic sources, client relationships, and websites that are poles apart. Therefore, when you want to dictate a good conversion rate for your website, consider any percentage higher than the one your site is currently registering.   

But without monitoring your conversion rates, how can you ensure your website performs at par with industry standards? Let’s see how you can track your website’s conversion rates next.

How to track your conversion rates?

Thanks to conversion rate optimization tools like Crazy Egg (for your website), Kissmetrics (for your app), or RevenueHero (to transform your contact form-fills into instantly booked demo meetings), you can track how many visitors are converting into leads and, finally, paying customers for your brand.

Though most of these tools come with paid trials, if you are looking for a free tool to perform these functions, Google Analytics can be perfect for getting started.

You can use Google Analytics to create a funnel that tracks every individual lead at every stage of the buyer’s journey. As a result, you can ensure a bird’s eye view of each prospective buyer and tailor communication accordingly. 

Here are the steps to create your funnel:

Google Analytics → Admin → Segments → New Segments → Sequences

In Google Analytics, each step is identified by a specific URL. You can configure virtual page views if there is no URL change between the two phases.

Now, how can you optimize your conversion rates? Using conversion rate optimization methodologies, of course!

Let’s understand what CRO is.

Conversion rate optimization 

It is a bunch of techniques to boost the percentage of visitors who fulfill a certain desired website action. The components of a CRO process include user research, competitive analysis, information analysis, pattern assessment, usability testing, and A/B testing. CRO is a continuous process; you must keep optimizing different aspects of your website based on the results to achieve long-term success.

The primary objective of conversion rate optimization is to influence as many of your website's visitors as possible to do the required action on a page, website, or within a campaign.

Coming to why you have been reading so far, the following section jump dives into the 10+ best tips and tricks you can implement for your website and garner an impressive conversion rate. Here we go!

10+ conversion rate optimization tips and tricks for your website in 2023

Turn your web or mobile site into a revenue generator on steroids simply by implementing these industry-best tips and tricks to optimize conversion rates. Here we go.

1. Make navigation simple

Conversion depends on navigation. You should cater to more visitors than just direct traffic to your landing page. The easier you navigate a website, the more likely you will return to the landing page and call to action. You should test different navigation menus and styles.  

You must also consider whether or not to include navigation links on your landing pages. It is generally advisable to render your landing pages as clutter-free as possible, including removing navigation menus. 

Here are some other ways you can make navigation on your website simple:

  • Use inbound links to drive more traffic to your landing pages from articles;
  • Make a unique menu that stands out and includes simple navigational terms;
  • Include functional links in your sidebar or in-line anchor CTAs that drive visitors to your product or service landing pages; and,
  • With the help of text and directional arrows, guide your leads to CTAs.

2. Reduce page loading time

Did you know that website conversion rates drop by an average of 4.42% with each additional second of load time (between seconds 0-5)? Therefore, your website needs to load faster to guarantee improved conversion rates.

Here are some essential pointers to assist you in increasing the speed at which your website loads:

  • To evaluate the speed of your website, use performance testing tools like Google PageSpeed Insights;
  • Use a minimal theme;
  • Do not utilize any robust plugins that do not add value to your site;
  • Select a web hosting service provider that is optimized;
  • Reduce the size of your videos and photos, especially for your mobile audience;
  • Compress the CSS and JavaScript files;
  • Implement a user-friendly cache plugin; and,
  • Organize a Content Delivery Network (CDN).

Once you apply some (or all) of these steps, you will notice a significant reduction in site load time and, consequently, a boost in conversion rates.

3. Use compelling copy

It's time to sit down and ponder whether your website copy needs to drive customers to make a purchase.

Your USP (unique selling proposition) must be plain and easy for your target audience to understand. It should be conveyed through compelling copy, title, or tagline wherever they land on your site.

The more persuasive your copy is, the more chances it has to convert your visitors to customers. 

Here are a few ways you can use the power of good copy to optimize your conversion rates:

  • Keep your taglines succinct and direct so that they pique the reader’s interest in the products and tempt them to read on;
  • Display confidence in the capacities of your product or service using empowering verbs;
  • Be direct about the value you are trying to provide—don’t keep talking about the problems. Talk about the solution;
  • Use negative calls-to-action (for who doesn’t like being a rebel?);
  • Leverage “why” your potential customer needs your offer, and,
  • Use numbers, punctuations, and emojis—and most importantly, space out huge blocks of text.

Example:
The homepage from Kajabi has a smack-on-the-face headline and communicates their product USP loud and clear! The rest of the homepage unpacks all the extensive features of their product—including a website builder, an email marketing solution, lead generation software, analytics, and much more!

                                                                                                                Image source

4. Improve product pages

Your product page should serve three purposes:

Inform. Attract. Ensure.

You must gear each product page toward satisfying this framework—and then sit back and watch those conversion rates skyrocket.

Here are some essential pointers you may utilize to improve your product page and turn more site visitors into buyers:

  • Put the product feature details above the waterline;
  • Use product photographs of high quality;
  • Include the product's advantages, and if feasible, add a chart of comparative features that highlights how your product compares to your competitor’s;
  • Add a module for customer notifications;
  • Make product sheets that are SEO-friendly; and,
  • Add products that are comparable or complimentary (upselling or cross-selling).

You can also position your most popular products in a carousel on the home page. The bottom line is to develop product pages that draw customers to your site and encourage them to make purchases!

Example
The LaunchDarkly product page on the dashboard highlights all product features (clear as day).

                                                                                                                Image source

5. Enable multiple payment options

Accommodate as many payment options as your website can allow. This way, you can cover large chunks of your target audience using different payment methods.

Below is an illustration depicting North America's top online payment methods in 2021.

                                                                                                                Image source

Here are some payment options your website should provide:

  • Credit/Debit cards: Did you know that 31% of e-Commerce sales were paid for with credit cards? Debit cards accounted for 21% of sales expenditure. These are safe and highly convenient methods of payment that most digital consumers love to use.

  • Digital and mobile wallets: The mobile era is here to stay. And as time goes on, most individuals will choose mobile payments as their payment method. Apple Pay and Samsung Pay are the most well-known mobile payment solutions providers that leverage NFC for tap-and-pay transactions in the physical world and straightforward online payment methods. 

If you allow mobile payments, your customers can make purchases by tapping their thumbs or using Face ID on their iPhones.

  • Virtual currency: Why wouldn't you offer digital currencies to your users if they provide safety, unanimity, and speed in addition to numerous other advantages? Make accepting Bitcoin and Ethereum normal!

6. Accommodate multilingual website versions

Making multilingual versions of your website available for your audience worldwide builds you a stellar reputation as a progressive brand and helps you convert non-native English-speaking customers. 

Multilingualism also helps you localize content for your site visitors and makes delivering an excellent customer experience much easier! In addition, your prospective buyers feel comfortable figuring out what they want in their language and, therefore, avoid any miscommunication in the long run.

Here are several reasons why you should accommodate a multilingual online store:

  • Your company can grow by going global;
  • You can increase your presence online in multiple languages;
  • Multiple languages provide your company an advantage and enhance its professionalism;
  • By serving non-native speakers, you may stay one step ahead of the competition; and,
  • You may spend minimal money and get fantastic outcomes and global brand recognition.

However, it is advisable to remember that translation is only part of the process. For example, you must account for implementing external multilingual customer service software or employing sales personnel speaking more than one language.

7. Employ time-sensitive discounts

The longer people deliberate before making a choice, the more likely they will reconsider or become sidetracked by other offers to shop elsewhere. You must reduce the time it takes someone to decide to respond to your CTA if you want to increase conversion rates, and this makes things seem urgent. 

When you add a time limit to your offer, it can effectively capture your prospective buyer’s attention, and in fear of missing out on such a great deal, they may end up investing in your product or service. 

Using time-sensitive discounts on each product page may work wonders to improve your website’s conversion rate. These offers provide your site visitors with precise delivery information and an expiration date countdown—all of which convince them of the value they might lose out on if they don’t invest.

Example

The GoToMeeting landing page puts this tactic into effect front and center, offering a free 14-day trial or a 20% discount o[ption if prospects invest in their product “right now”! 

                                                                                                                Image source

8. Create product categories based on search

The search intent of your target audience can prove elemental in increasing your website's conversion rate. Once you know what they are looking for (using your in-store search analytics, you can put out those products or services front and center.

To do this with Google Analytics, here are the steps you can employ:

Google Analytics > Account > Behavior > Site Search > Search Terms

Using this information, you can also sort your product categories alphabetically (to allow site visitors to skim over their options) or according to popularity (thus, ensuring that what sells best sells more).

9. Display social proof—testimonials and referrals

Did you know that displaying customer reviews for higher-priced products can increase conversion rates by 380%? Including customer reviews directly on your product pages not only increases credibility but also aids prospective customers in making an informed choice.

Here’s how testimonials work:

  • Reassures them of product quality and brand experience;
  • It helps them relate to others and,
  • It gives the impression that you are open to feedback and improvement.

Example

Xtensio, a strategy, and communications tool, use this tactic very well in its social proof landing page, where it uses video testimonials and case studies from existing customers to demonstrate the value they can add to their prospective clients. It helps position the product distinctly and fosters greater trust.

                                                                                                                Image source

10. Optimize for mobile

Most potential customers view your products or services on their smartphones. Thus, optimizing your mobile site for ranking on Google and other major SERPs makes perfect sense.

You can use Google’s mobile testing tool to check if your site is mobile-friendly. You can also implement its recommendations to improve your site’s conversion rate.

Other ways of optimizing for mobile include:

  • Enhancing the loading speed of key website pages;
  • Shortening sign-up forms;
  • Removing friction in the purchasing process;
  • Run mobile-specific marketing campaigns, like SMS campaigns, or push notifications for your app;
  • Eliminate distractions and use shorter CTAs for your mobile site version; and,
  • Optimize your content for local searches on mobile. 

Now that you have optimized your website for conversions—what’s next?

Optimizing conversation rates is a never-ending game. However, you should be able to quickly witness a boost in sales or leads by putting all of the conversation rate optimization tips and tricks from above into action. 

It is always good advice to read into your visitor analytics and make your website relevant and tailored to their search intent. Setting realistic expectations for your website is also advisable—sometimes, micro-conversions might be all you get. There will always be a more desirable conversion rate—the only way to find it is to continue A/B testing different aspects of your website and make modifications according to what results in turning more hesitant buyers into paying customers!

Get the most out of your CRO efforts using instant scheduling or demo booking software—RevenueHero

With RevenueHero, you can double your form-to-meetings conversion rate.

RevenueHero is a lead qualification and distribution that matches the intent displayed by visitors filling up your contact us form by allowing them to book time on your sales team's calendars immediately. You may use this tool to qualify, distribute and set up meetings between your potential customer and your sales team right from your website or landing page. The leads are qualified and prioritized based on their revenue-generating potential for your company.

Here are some features of this lead qualification and distribution software:

  • Round Robin meeting scheduling: Automate meeting distribution amongst the sales team. Build custom distribution logic in seconds.
  • CRM sync: Every meeting and its outcome is synced to the CRM. Maximize selling time while maintaining CRM sanity.
  • Automated meeting workflows: Send automated reminders and notifications with complete context at every step of the sales funnel to increase show rates for your meetings.

Would you like to learn more? Schedule a demo now!

Sales
7
mins
Lead Conversion Rate Calculator
Ready to set your lead conversion goals? Our lead conversion rate calculator can help you calculate and improve your lead conversion rates. Learn more.
Sayani Deb

For SaaS, the estimated visitor-to-lead conversion rate is 7%

Your lead conversion rate is a telltale of how well your business performs. It is the metric that measures the number of leads converted into customers. Hence, it is vital to track this metric.

A lead conversion rate calculator can help you track your lead conversion rate, which is what today’s blog is all about. 

Let’s find out more on this topic!

How to calculate your lead conversion rate?

To calculate your lead conversion rate manually, divide the number of new customers (paid) by the total number of leads received.

Lead Conversion Rate = Number of new customers/ Total number of leads

Let’s take an example.

Your PPC ad campaign generates 200 leads per month, and of those leads, 20 convert to customers. So then, your lead conversion rate would be 10%. Thus, for your future PPC campaigns, you can estimate that 10% of your garnered leads will convert into paying customers.

Similarly, if your website generates an average of 60,000 visitors per month, you capture 3000 leads. Then, your lead conversion rate would be 5000/60,000 = 12%.

How to use our Lead Conversion Rate Calculator?

Want to calculate your lead conversion rate easily and faster? 

Our lead conversion rate calculator can help you determine how many new paying customers you have earned. 

Follow the steps and get your lead conversion rate quickly.

Step 1: Gather the data you need to calculate your lead conversion rate – the total number of leads generated and the number of new customers in a specific period. 

Step 2: Enter the number of leads in the first field and the number of new customers in the second field.

Step 3: Hit ‘calculate’, and you will get your lead conversion rate. 

You can then download your results or note them down to perform a quick analysis to identify areas that require improvement. 

Benefits of Using our Free Conversion Rate Calculator

Our free lead conversion rate tool has several benefits, like:

Set realistic business goals

Your lead conversion rates help you determine the total number of sales completed in a specific period. Thus, you will be able to set better sales goals for the future. Also, you will be able to identify what methods work best for your business and what needs to be changed. 

Track campaign success

Using our lead conversion rate calculator, you can accurately determine how your new marketing campaign has performed by indicating how many leads have converted into paying customers.

Forecast business growth

Our lead conversion calculator can give accurate lead conversion rates for specific timeframes. Thus, by analyzing the lead conversion rates, you can estimate your growth for the future period. You can also estimate future growth rates based on your lead conversion rate record.

Boost conversions

Our lead conversion rate calculator gives you a better insight into how well your marketing efforts are working. Thus, you can change a few methods to ensure your conversions increase and your business grows quickly.

FAQs

What is lead conversion rate?

Lead conversion rate is the metric that indicates the total number of leads successfully converted into paying customers within a specific period. In other words, the lead conversion rate helps you determine the percentage of visitors who made a purchase.

Why is lead conversion rate important?

The lead conversion rate is significant because it indicates the success of your marketing strategy. High lead conversion rates indicate successful marketing efforts, whereas low conversion rates indicate that you are losing leads at different stages of the sales funnel. Thus, if you have low conversion rates, you can identify the problem areas and improve for better growth.

How can I calculate the lead conversion rate?

There are different strategies to improve lead conversion rates. However, you can implement the best approach once you identify the areas that need improvement. A few common techniques are improving CTAs, building a more targeted marketing campaign, making website changes to engage visitors, better lead nurturing strategies, and more.

How can I improve my lead conversion rate?

There are different strategies to improve lead conversion rates. You can implement the best strategy once you identify the areas that need improvement. A few common strategies are improving CTAs, building a more targeted marketing campaign, making website changes to engage visitors, better lead nurturing strategies, and more.

Work with RevenueHero to Increase Lead Conversion Rates

Not only can our lead conversion rate calculator help you get accurate lead conversion rates, RevenueHero can also assist you in improving them. The lead distribution platform can automate everything between web form fill-up and lead meetings. 

With RevenueHero, you can automatically route qualified leads to the right sales reps and instantly schedule meetings without wasting time.

Marketing
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How do I connect my calendar for instant scheduling?
Discover the steps to connect my calendar on the RevenueHero platform for instant scheduling and enjoy a seamless scheduling system.
Sayani Deb

Today’s business landscape moves at lightning speed. And customers look for companies that do things instantly!

In this fast-paced tech era, instant scheduling has been the buzzword for some time now. In fact, numbers suggest that the estimated growth rate of the appointment scheduling market in 2026 is 13.1%, and the estimated value of the global appointment scheduling software market in 2024 is $360 million. 

This blog is about the importance of quick scheduling and the most important feature of scheduling software – connecting your calendar for instant scheduling. 

So, let’s start!

Importance of Instant Scheduling

Research says that a one-minute lead response time can result in 391% more conversions, and slow response times can lead to a 15% increase in customer churn rate. That makes quick scheduling significant for businesses. 

With instant scheduling software like RevenueHero, you can immediately respond to leads and route them to the right salesperson. Your lead can also directly schedule a meeting from the website, considering your and their availability.

Here are a few reasons why instant scheduling is important for your business. 

Increase productivity

To my surprise (read shock), data suggests that 12% of an organization’s time is wasted on manual scheduling. The average employee wastes 4.8 hours a week managing their calendar manually. And that’s over $18000 of wasted productivity per employee per year. 

If manual scheduling results in such a loss, imagine how much of your precious time an instant scheduling software can save!

With appointment scheduling software, you can automate your scheduling system. While your employees can save time, instant scheduling also saves your customer’s time. The software allows quick scheduling through websites. Your prospect can simply book a meeting from your website or social profiles based on the available slots. You can also allow for walk-ins or automatically update time-off between meetings. Further, instant scheduling automatically updates your unavailability. 

Instant scheduling also eliminates the need to send continuous emails manually. The software automatically sends personalized emails to meeting participants, time-to-time reminders, and other alerts. 

So, instant scheduling saves you manual paperwork and time, increasing employee productivity. 

Increased customer satisfaction

Instant appointment scheduling software makes your services easily available to customers. Customers can control the appointments and book meetings at their own convenience. 

Further, scheduling software also allows multi-channel appointments. Most appointment scheduling software works well on desktops and other mobile devices, so your customers can book appointments anytime and anywhere. 

The appointment scheduling platforms enable quick scheduling as they integrate seamlessly with tools like Google calendar, online meeting platforms like Zoom, communication software like Slack, and much more. 

With such features, instant scheduling software makes the entire scheduling process hassle-free. Thus, you can experience higher customer satisfaction, retention, and lifetime value. 

Reduce no-shows

Appointment no-shows are a disappointment. And if you have a manual scheduling process, reducing them is a tedious job. Making daily reminder calls, sending emails, keeping a wait list, making policies, etc., are a few things businesses do to prevent no-shows and huge revenue losses. 

However, if you implement an instant scheduling platform, nothing can stop you from reducing no-shows. In fact, self-scheduling lessened the no-show rate by 17%. Also, as of 2018, automated reminders reduced no-shows by 29%.

Instant scheduling software connects with your client’s calendar once they schedule a meeting with your company. It sends automatic reminders (emails, SMS) and alerts to all participants involved in the scheduled meeting. 

Also, with the feature to cancel meetings and reschedule them, instant scheduling makes the process more flexible for customers. As a result, customers can cancel or reschedule the meeting instead of being no-shows. 

Better insights

Data-driven decision-making always yields the best results. Once you have solid insights into your target market, you can improve your strategy and service. 

Instant scheduling solutions help you find the answer to questions like ‘What’s your busiest day of the week?’ or ‘What are the rush hours of the day?’

Moreover, several appointment scheduling software (like RevenueHero) offers reporting and analytics features where you can access useful insights. These insights can help you make better-informed business decisions. 

For instance, if you know your peak hours, you can design your sales team’s schedules accordingly. Similarly, if you know the busiest day, you can have more workforce to manage the workload well. 

Now, let’s see the steps to connect calendars for instant scheduling.

Steps to Connect My Calendar for Instant Scheduling

An instant scheduling software automatically updates schedules according to your availability. But first, you must know the steps to connect your calendar for instant scheduling. 

Here’s how you do it.

1. Create a company account with a trusted and user-friendly instant scheduling platform like RevenueHero.

2. Sign in to your individual or company account.

3. Click on the User profile tab at the bottom of the left panel and choose edit profile.

4. On the User profile area, you’ll find three options - Profile, Availability, and Integrations. Choose Integrations.

5. Under the Integrations tab, you’ll find two options - Zoom and Google Calendar

6. Click the Google Calendar icon and sign in with your email id. Provide input about your sales team’s availability. Once you’re done, the time slots will be easily visible to your prospects. Thus, they can instantly connect with your sales reps within a few clicks. 

Final Note

Implementing instant scheduling software is no more an option. Quick appointment scheduling is a must if you want to offer a holistic buyer experience. 

When it comes to RevenueHero, you get a lot more options than only instant scheduling. You can capture inbound leads, qualify them, route them to the right sales reps automatically, and schedule meetings in an instant. 

So, if you are all set to implement instant scheduling software, explore RevenueHero’s platform. To know its features and to learn more about RevenueHero, put in your email id and schedule a demo right away!

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