The Advantages of Using PDF Sales Tracking for Account-Based Marketing
As businesses expand and grow, one of the biggest challenges is increasing sales and revenue. This is where account-based marketing (ABM) comes into play, which focuses on targeting specific accounts with tailored marketing campaigns to increase sales and revenue. One of the essential tools for successful ABM is Sales Tracking, and more specifically, using PDFs for this purpose. In this article, we will discuss the advantages of using PDF sales tracking for ABM.
Firstly, what is PDF Sales Tracking? It is a tool that enables businesses to track how prospects interact with their sales collateral, including proposals, contracts, and quotes. The sales team can generate PDFs that can be sent to prospects, and the businesses can see how much time prospects spend on each page, which pages they view most, and even which sections they skip entirely. This data allows the sales team to be more strategic in their follow-up, understanding which parts of the proposal the prospect was most interested in and which areas need more attention.
Now let's take a deep dive into why PDF sales tracking is an incredibly effective tool for ABM.
1. Personalization and Relevance:
The key to successful ABM is personalization and relevance. With PDF sales tracking, you can create tailored sales collateral for each account. By using dynamic content, the sales team can deliver information that is specific to the prospect's industry, challenges, and goals. By doing this, the PDFs will not only be more relevant, but they will also show the prospect that their business is understood, fostering a stronger relationship between them and the business.
PDFs allow you to keep your sales collateral accurate and current. When you change something in your proposal, you can update the PDF in real-time, ensuring that the prospect is receiving the most up-to-date information. This is not only convenient for the sales team but also professionalism that will be appreciated by the prospective clients.
3. Analytical Data:
Using PDF sales tracking allows businesses to gather analytical data that informs their ABM strategy. Knowing which pages prospects view the most and which sections they skip enables the sales team to tailor their follow-up calls and emails to the parts of the proposal the prospect found most engaging. Furthermore, understanding the areas of the proposal the prospect wasn't interested in enables businesses to adjust future proposals and marketing campaigns, ensuring that the sales team is not wasting time on elements that aren't resonating with prospects.
4. Sales Team Efficiency:
Many times, sales teams spend hours creating proposals that end up not being read, resulting in wasted time and resources. Bid tracking software can help improve sales team efficiency by tracking the prospects who open the proposal and how long they spend on each page. This allows the sales team to prioritize follow-ups on the prospects that are most interested, targeting the ones that are less engaging and strategize accordingly to ensure that the proposal is being delivered to the right audience.
5. Improved Follow-up:
Using PDF sales tracking enhances the follow-up process, particularly in cases where the sales rep does not receive a response from the prospective client. This will allow them to call/email the prospect and inquire about the parts of the proposals that interests them most, providing better context about the services/products the business provides. Moreover, using dynamic content for personalization will add an extra layer of value to the prospects and will help your team understand the client's needs for future endeavors.
In conclusion, PDF Sales Tracking is a powerful tool for ABM that personalizes and tailors sales collateral for specific accounts. It provides analytical data that allows businesses to adjust their strategies and targets prospects more efficiently. Additionally, it helps improve sales team efficiency and enhances the follow-up process. All these advantages make PDF sales tracking an integral part of any ABM strategy, making it a tool that businesses cannot afford to ignore.
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