Know Too Much about Your Customer or Prospect??

Are you alone right now? Even if you think you are, you’re probably not. As you read these words, it’s very likely that some intelligent digital agents are hovering over your virtual shoulder. Cookies and trackers—sometimes called “cross-channel customer success enablement”— are discovering what you care about based on where you spend your time. That’s just how business gets done online.

Most have made peace with the idea that bots will be collecting data on their online behavior, but they are considerably less forgiving of salespeople collecting the same data. This begs the question, as a salesperson, how much information should you collect?

Blurred Lines

If you’re in sales, you’ve likely experienced prospects confused or irritated when you reveal you know personal information. How do you decide when thorough backgrounding steps over your prospect’s privacy?

There are two huge forces in play here, blurring the lines of the personal and professional information: deploying social media for sales and bringing your own devices to the business (BYOD). Facebook can be both an online office space and chatroom for casual conversation. BYOD delivers official business communications into the prospect’s intimate personal space.

Will your next lead nurturing message be read on the office laptop or on a bedside smartphone? Where they read it makes a huge difference on how they receive it. Respecting your customer’s privacy really depends on making a separation between personal and professional messages, even if your prospect doesn’t.

Here’s a good rule of thumb: If your comment can’t stand close scrutiny by your boss in a “corrective action” meeting, don’t put it in writing, even in “evaporative media” like texting or Twitter. Don’t expect any online communication to be private.

3 Tips for Being Informationally Responsible

The best sales people understand the danger of knowing too much. Relationships are based on fragile foundations of trust, which means it’s better to give them control about what they want to tell you. Do they want to be notified about new special sales events? Keep good notes about each customer’s privacy boundaries and refer to everything you know about them before you send out your next communication.

Here are three tips for using prospect information more responsibly:

1. Only comment on clearly displayed information, like comments they’ve made in social media or details listed in their public profiles.

2. Collect the information you have on each account in a secure, central sales tool likeSalesWise, where nothing gets lost or shared accidentally.

3. Delete any customer data you’ve collected that that doesn’t directly pertain to potential sales or service after the sale.

Information and Belief

Our society is struggling to work out a new definition of privacy based on technological capabilities. In this environment, even relatively innocent researchable details can make clients uncomfortable and endanger deals. Don’t forget that the relationship between the buyer and the seller has always been personal; a blend of information and belief. Whatever you do, ensure you have the trust of your clients.

10 Best Practices to get the most out of your Sales team

Anyone who says sales is easy has never tried to lead a sales team. Here are 10 non-intuitive insights into how top-performing sales teams got to where they are:

1. Put the Team First

People in sales love to win and get charged up by competition. That’s why so many managers run contests for the most sales or the highest dollar sales. No brainer, right? Not the case. Instead of generating discord, give prizes that reward profitable teamwork.

2. Make Your Expectations Clear

Sales teams need to know what you expect from them. Post what you expect them to achieve and help them understand the business necessity for making those numbers.

3. Use Fewer Metrics

Remember that metrics are for evaluation, not humiliation. Use three to five key metrics tied to business objectives. These may change over time. Keep it simple and discuss poor metrics in private discussions. Everyone does better when they know they are surrounded by winners.

4. Make Time to Sell

A good leader knows what the sales environment looks like right now, not mistaking it for five years ago. Get out there and sell with the team, even if you aren’t the best at sales. You’ll gain a better understanding of how to help them.

5. Tame the Mavericks

When a high performer emerges, managers tend to step away to see how high they can soar. Don’t be so hands off that their behavior negatively impacts the team. For the sake of your business, help the mavericks develop a legacy by showing the team how they work their magic.

6. Reward Them Socially

Money is nice, as anyone in sales can tell you, but commission can’t be the only reward. Promote winners on social media and invite the team to lunch in honor of the top seller.

7. Build the Team with Better Hiring

Involve the team in hiring individuals that click well. The most effective teams—from Navy seals to NFL special squads—are those who align their social goals with organizational goals.

8. Coach in Real Time

Slidedecks and sales videos are useful reference tools, but top sales leaders make unscheduled coaching a top priority. You need to counteract the negatively that salespeople deal with on a daily basis.

9. Spend More Time at the Top

Believe it or not, top performers deserve more of your attention. Allow team dynamics and positive examples to work on the lower performers. Top performers need your help and guidance to achieve even higher sales.

10. Give Your Sales Reps the Best Tools

People in sales tend to hate administrative work. You should hate it, too. Cutting and pasting between systems that don’t integrate equals less time selling. Supercharge your sales team by giving them a tool that automatically syncs all of their data about clients from their calendars, emails and CRMs into one beautiful, elegant platform. Of course, we’re talking about SalesWise here.

SalesWise streamlines the sales process for your team, shows them what they need to focus on today and advises them where to best spend their sales time. Best of all, when the close is coming and they need your involvement, anyone on your sales team can share all their info with one click. Try out SalesWise before you show it to your team. It’s free to try, free to use so you have nothing to lose and plenty of revenue to gain.

Where Do I Know You From?

Everyone experiences that moment when you see someone you know but can’t quite recall where you met them. One of the worst things about this moment is how tongue-tied you feel, because you can’t place the person in a context. Did you meet them at that crowded pub last week or at the vet when you were picking up your dog? Were they doing a spinning bar stool trick when you saw them last or were they wearing a stethoscope? Most of the time, you never end up figuring it out – the person’s identity stays firmly stuck on the tip of your tongue, and you just can’t remember. So you end up making some all-purpose vanilla statement, and hope that it’s at least vaguely appropriate. You’re not alone; this interaction happens on average once a week.

Sales people can’t afford this – Ever.

As natural as that confusing moment of amnesia may be, you can’t afford to let it happen if you sell things for a living. Sales people have to be poised to turn every professional interaction into a sale. When you look at someone you’ve met before, you don’t have the luxury of feeling your way through a conversation or inventing something out of thin air. Instead, you need to know exactly where you met the person in front of you, what kinds of information you exchanged, and just where they fall in your sales funnel. You need to be socially agile, with the ability to shape your words no matter the situation.

Where the answers live

Now that there’s a resource for providing answers to the “Where do I know you from?” question, you’ll never again be plagued with that tongue-tied feeling. Saleswise keeps track of every interaction you have with your leads, so you’ll always be ready to approach a potential sale with confidence.

Your Organization Genie

With Saleswise, you can glance at a prospect’s name and instantly see every message you’ve exchanged, every document you’ve shared, and every meeting that you’ve had in common. Furthermore, Saleswise plays nice with all your other systems: your email, calendar, documents, notes and assorted data are all integrated into one beautiful automatic sales launchpad. Now that these systems are connected, you can do a search across them all with just one click. You can see which people are connected to the individual you’re researching, and search for a specific organization to see all the movers and shakers that belong with that company.

All of this indexed, organized information is ready to be shared with the click of a mouse. If you need to provide background to your colleague before a conference call, you can simply share as much or as little of your Saleswise data as you choose. It’s like having a secretary with flawless memory and discretion.

So don’t be that person improvising crazy stuff to try to seem like they know the person they’re talking to. Sign up for Saleswise for free, and start storing your data in a safe encrypted form so it’s right at your fingertips when you need it. Leverage the power of technology to give yourself a stellar memory — so when your prospect is the one asking “Where do I know you from?” you will look like you have the grace and poise of a true professional.

You Can’t Close Sales Today with Yesterdays Technology

As in most other industries, the world of sales has changed radically since the days of “Mad Men.” Today, buyers are both more sophisticated and more impatient.

In the 1960s, the speed of business accelerated from days—waiting for contracts to arrive by snail mail—to minutes, beginning with the weird techno-whistle of a dial-up modem’s fax “handshake.” A similar turbo boost in the 1990s took business from minutes to seconds with the wide-scale acceptance of e-mail. People who became early adopters of this new technology ran circles around the competition.

 Martinis and CRM

In the past, sales were about cold calls and martini lunches. In the new world, the three critical elements of the most effective sales strategies are: faster turnaround speed, more concise communications and deployment of the advanced technology. This means that even relatively new technologies are practically obsolete.

A decade ago, massive CRM software like Salesforce were the shiny new toy of the moment. Even though they required hours of logging and updating information every week, it was the CRM software that would make life easier for people in sales. Collecting account information in a CRM system was a good start, but it is not enough anymore. Today, sales people on the cutting edge think of CRM more like a fax machine than a functional sales tool.

 The Next Turning Point

Now we’re at another one of those turning points, where waiting a few seconds for data to load on a screen feels like forever. We have become a mobile society where the vast majority of people work from their homes—or work from their phones.

A proliferation of online solutions has created its own problem because sales people have data rushing at them from all sides. Chunks of information about their prospects and customer accounts are scattered across their CRM system, personal and business emails loom, documents are stuck in cloud storage, notes are kept in apps like Evernote, Google calendars and a range of other siloed applications can’t talk to each other. It’s too easy to lose the thread and lose the sale.

Today, you’ve got to bring all those elements together if you want to be prepared in an instant and sync up with the buyer at the right moment to close the sale. You need one interface that can show you what matters most today, where your focus needs to be, how likely you are to close each sale and what the long-term value of the sale would be. Armed with that intelligence, you can decide which actions will be the best use of your precious time.

 Up to the Second

The technology you need to stay ahead of the competition is SalesWise, the latest relationship management platform for optimizing the way you conduct your sales. SalesWise automatically brings all of your relationship information about a single account in one place. It keeps you up to date, down to the second, by unifying your email, calendar, CRM and other sources of customer info. The sales professionals using the most advanced technology are seeing the best results. Be one of them. Try SalesWise today to see your future in sales.  Its free and takes less than a minute to try out

The Edge of the Enterprise – Higher Ground for SaaS

The Edge of the Enterprise….

If you want to see what’s coming next, you’ve got to go right up to the edge. The “edge of the enterprise” is a new field that will be defining business for the foreseeable future.

“Edge of enterprise” refers to a new breed of software and devices that captures data on the front lines of customer interaction, far from the enterprise core systems. Apps, cloud-based software and mobile devices for data collection are increasingly taking on the role of the brains for enterprise network operations.

The Edge and the Core

This new breed of technology works with traditional core systems like CRM, email and scheduling calendars. You will find edge of enterprise software running as sales guys meet with their prospects and customers, helping them do more of what they do best: sales.

For those in sales and customer-facing positions, its easy to see that enterprise software was never designed for folks on the front lines. Instead, enterprise software was made for management. Sales teams, account managers and customer service professionals – anyone dealing with the public, really – all need a faster, easier, minimal data entry app that can help them get their job done and close the sale quickly.

What they don’t need is to take time away from their main responsibilities by entering in tons of data that is required for the core enterprise. That data is still needed, but it no longer has to be manually entered and re-entered in different systems thanks to new technological breakthroughs.

4 Advanced Technologies That Put an End to Data Entry

Here are just of few of the latest developments in the world of software that eliminate old school data entry and drudgery from the daily routine.

Expensify

Expense reports are the worst. People often end up paying out of pocket for some business expenses just because the time and effort of creating an expense report is not worth the trouble. Someone should have automated the process a long time ago. Fortunately, now they have. Expensify is similar to the new online bank deposit software in that it combines new mobile-based photo technology with optical character readers to turn little slips of paper into reports. In many cases, it eliminates data entry and cataloging.

SaveOnRoad

In the old days, corporate travel agents had to train for months to figure out how to book the best hotel room for the best price over specific dates. The travel calculus could be overwhelming. Now everyone with a mobile phone has travel apps like SaveOnRoad that can easily book hotels. Its GPS-based dynamic hotel lists will update themselves as you drive, and its pricing screens calculate taxes and fees automatically.

Wasp

Inventory management is so complex that it’s amazing anyone ever attempted it without computers. How many of what are where? How many did customers order? When will new shipments arrive in the warehouse? Wasp is a new type of inventory control system that uses handheld devices and UPC readers to automatically update core systems in real time. Now salespeople can get answers on the fly, improve customer satisfaction ratings and be more productive with their sales time.

SalesWise

A collection of data points is simply information, but when they all come together, that’s intelligence. SalesWise is the machine intelligence that brings together data about a single customer spread across traditional CRM, your email program, your appointment calendar, apps for notes on the fly like Evernote and your task scheduler.

The View from the Edge

SalesWise unifies and normalizes all this information coming from separate, unconnected legacy systems into a gorgeous and elegant interface that you can understand in a glance. Your Today screen in SalesWise allows you to be in the moment and give your all to each customer without worrying about what you’ve forgotten. There are already over a thousand happy subscribers organizing their critical data on this completely free service.

When it’s time to move on to the next step in the sales process, you can share all the relevant data with supreme simplicity. There’s never a need to sit down with the boss and try to get her up to speed. No more emails explaining everything that went on with this client. You don’t have to contribute to document sprawl by emailing various attachments and wondering which version you sent. Best of all, you don’t have to break your stride and put your current sales cycle on hold to explain what’s going on with this prospect.

Try SalesWise and get a better view of your future at the edge of the enterprise. It’s simple to sign up, easy to use and we promise that SalesWise will always be free. SalesWise was designed to make sales easier for those doing their jobs out on the front lines, since we all benefit from greater efficiencies in the marketplace. Move up to SalesWise. The view is better from up here.

Why You Don’t Need CRM (Even If Your Company Does) – Part I

Remember when CRM was a big deal? Many in sales today take CRM for granted, but two decades ago it was future tech. In the mid 1990’s, just as the web was being born, sales teams were told to throw away the Rolodex and get ready for new sales software that would make it easy to organize leads and turbo-charge sales. That was the plan, anyway.
In reality, there was an alphabet soup of sales enablement software at the time vying for market leadership, including enterprise customer management (ECM), customer information systems (CIS), contact management systems (CMS) and sales force automation (SFA). CRM (customer relationship management) came to dominate the market and has developed slowly over the past two decades. As a result of that slow pace of change, CRM can get in the way of sales. Here, we’ll review how sales professionals are spending their time and four reasons why CRM may not be the best solution to those wasted hours.

Where Sales Teams Are Spending Their Time

In the modern sales environment of automated mobile apps, around-the-clock social networks and non-stop content streams, staying up-to-date and organized has become more complex, to say the least. It’s clear that CRM and a good memory just aren’t enough anymore. Across all industries, many salespeople report that they spend too much time on organizational and administrative tasks, such as data entry for the CRM system.
Here are a few statistics on how much productive sales time is being lost on average, according to research from Chief Sales Officer Insights:

  • 41 percent of their time is spent selling over the phone or face-to-face. That’s down from 46 percent five years previous to the report. More technology has made sales teams less productive, partially due to all the time they have to spend switching between different types of software and re-entering data.
  • 24 percent of their time is spent on generating leads and researching accounts. This is another area where the proliferation of information systems is slowing down sales. Everyone on your sales teams can benefit from working together more closely with a better way of sharing research.
  • 19 percent of their time is spent on internal meetings and administrative tasks. Multiply that number by the number of staff in your sales team and number of weeks per year. That makes it pretty clear how many sales opportunities are being lost simply because sales teams don’t have the right tools.

Four Common Reasons Why Your CRM Isn’t Working

It would have been impossible for CRM to live up to all of the promises that its software manufacturers made over the years. Now, many companies have reached the effective productivity limits of their CRM and they are looking for a more efficient solution.
Here are a few of the most common reasons why CRM implementations haven’t lived up to their hype.

1. Learning the CRM System Detracts from Sales Effectiveness

Learning everything you need to know to succeed in sales is hard enough without having to learn how to be a software expert at the same time. Many salespeople use their CRM as little as possible because they haven’t been trained properly. Even the best training fades from memory when some tasks are not performed regularly. Sales professionals need a software interface that is elegant, simple and useful enough to use on every sale.

2. Some May Be Invested in Seeing the CRM Fail

This is one hard truth not often recognized by upper management. CRM systems are normally expensive, require a great deal of customization and are driven by top-down decisions. In other words, there are three times more likely to involve intense office politics. It shouldn’t be a surprise that some employees will be resistant to using the CRM, especially if they were at odds with the person or department that championed the system. A free application that sales professionals choose for themselves, based on day-to-day utility, will be more attractive and less politically charged.

3. Most Sales Reps Know Exactly How to Work More Efficiently

Everyone prefers to handle things in the way that is most comfortable for them. In the interest in making efficient use of time to up their sales numbers, salespeople often don’t stop to update CRM, and there is no reason why they should. CRM is not fluid enough to capture all the data streams that salespeople use on a regular basis. What salespeople need is an application that aggregates and normalizes their existing data without re-entering data.

4. CRM Isn’t Designed for Sales

The rarely spoken truth about CRM systems is that they are merely databases designed for pulling reports. CRM is for managers and marketers, not for front line salespeople who would rather be doing anything, even making cold calls, rather than re-entering data and updating records. Salespeople need an application that compiles and displays data automatically across all their proprietary software channels.

CRM vs. Relationship Intelligence

In part two of this blog, we take a look at a better methods of capturing and organizing data, called relationship intelligence, which doesn’t involve the painstaking re-entry of critical company data into CRM systems. Even though all your important sales data is scattered across many systems, your software shouldn’t be making life more difficult. Relationship intelligence is a far more useful approach than CRM because it streamlines the sharing of every piece of data that affects relationships. See what relationship intelligence looks like in the real world by visiting SalesWise.

Sources:

http://blog.sellingpower.com/gg/2011/02/how-much-time-do-your-salespeople-spend-selling.html

http://www.accenture.com/sitecollectiondocuments/pdf/accenture-top-five-improvements-sales-effectiveness.pdf

http://www.inc.com/peter-economy/6-keys-to-getting-organized.html

http://www.entrepreneur.com/article/207016

Why You Don’t Need CRM – Even If Your Company Does, Part II

In part one of this blog, you saw some figures that show how inefficiently many salespeople are spending their valuable work hours, particularly on administrative updates like entering CRM data. In short, CRM tends to make life more difficult for sales professionals, leading them to waste the time that they need to spend adequate preparation for prospecting and sales.

This post delves deeper into what “relationship intelligence” means as a successor to CRM. Although CRM was cutting edge software two decades ago, relationship intelligence makes a lot more sense in terms of how sales are done today. Here’s why.

The Limitations of the Old CRM Model

Customer relationship management makes sense when there is a simple relationship between buyer and seller. That’s not how most sales processes operate anymore. There may be various relationships with different employees at the same company, ranging all the way from prospect to customer collaboration contact.
Sales have become extremely complex. Your data is scattered across many systems, like Gmail or Exchange for email, various calendar applications, task tracking programs like Trello and note compilers like Evernote. Every time you make a contact, you may have to flip back and forth among these applications several times to find the information you need.
In a typical sales meeting, you might need to instantly refer to emailed documents, social interactions, reminders from in-person meetings, content provided on both sides, upcoming scheduled actions, and networking trails.

Defining “Relationship Intelligence”

Relationship intelligence refers to the way SalesWise aggregates and organizes all the correspondence, calendar events and supporting documents involved with the complex relationships in today’s marketplace. On SaleseWise’s personal dashboard, you can see each person involved in each of your deals, in addition to immediate access to metrics you need, like prospect age, close probability and their stage in the sales funnel.

This also means you will be able to keep better control over what you’ll be sharing by limiting the display to only the most pertinent information. You no longer have to forward long email chains or large documents with your boss and teammates. You also won’t need to add hand-written explanations to give proper context to the data. SalesWise allows you to share just an overview or any detail of your conversations, notes and documents.

What Relationship Intelligence Looks Like

SalesWise has developed data science to understand and organize data into the most elegant presentation for your sales productivity and sanity. From the moment you sign up, SalesWise normalizes the information streams from each of your disparate data sources within a few minutes.
You will be able to easily navigate from your inbox to your calendar to your alerts or documents while you have the prospect on the phone or in front of you. Color-coated sales graphs let you know instantly when and how many times you have interacted with individuals by emails, notes, docs sent and more. It’s like having your own personal assistant who can turn strangers into network contacts in real time.
At the same time, SalesWise is committed to protecting your most valuable assets: your information. You can be assured that your private data is encrypted end-to-end from browser to storage. It is protected through global security standards, including the same strong encryption used by banks all over the world.

The Need for Better Organization

Presentation is everything when seconds count. It’s impossible for sales professionals to stay organized when they have to maintain a working memory of many interfaces and logic systems just to pull up the information they need for each sale. When all the necessary backup data is arranged elegantly in one place, accessing and sharing that data becomes effortless. Never again will salespeople have to go into a call or meeting unprepared. Make better relationship intelligence your sales team’s secret weapon. Markets and technology are always shifting. The global economy is uncertain. You owe it to yourself to stay on top of the data.

The Path Beyond CRM

CRM may be seemingly essential in your organization, but that doesn’t mean you have to waste valuable sales time on data entry when you could be preparing for your next sales meeting. It’s very likely that your company has invested a great deal of money in its CRM system and it won’t be going away anytime soon. It may be that some in the organization still find it useful.

No matter what, you no longer have to let your company’s CRM interfere with your sales effectiveness. You’re going to need a way to organize all of your vital data in one place with an automated and personalized system that is both fast and easy to use. Try SalesWise for yourself and discover how uncomplicated your sales process should be.

Sources:

http://blog.sellingpower.com/gg/2011/02/how-much-time-do-your-salespeople-spend-selling.html

http://www.accenture.com/sitecollectiondocuments/pdf/accenture-top-five-improvements-sales-effectiveness.pdf

http://www.inc.com/peter-economy/6-keys-to-getting-organized.html

http://www.entrepreneur.com/article/207016

Secret to Beating Sales Quota? Superior Preparation

“I knew before it even left my hand. Why? I prepared to the point where instinct takes over.”
In a spot for Under Armor, Stephen Curry used those words to describe the sensation of putting away a jump shot from mid-court under full press. Three points, nothing but net.

How does he do it? You can bank that Stephen Curry knows preparation. He’s smaller than his peers, yet he won the MVP race while leading his Golden State Warriors to their first championship in 40 years.

What It Takes to Win

Curry’s pregame routine prepares his body and mind for competition by combining practice with visualization and social relaxation. These actions prime his nerves to handle high pressure at game time. Curry rigorously organizes his strategy and perfects his reflexes before heading into any competition. That’s what it takes to win and that’s what SalesWise can do for anyone who wants to win at sales.

Can a website do that? Yes. Yes, it can.

Be the First Across the Line

For a salesperson, preparation means getting all your client information in order so there are no surprises. You want to eliminate all impediments to purchase, especially not having all the documents you need. The way the meeting ends depends on your preparation before it starts.

If you want to be the first person to cross the quota line or get out ahead of the pack in your next sales competition, you’ve got to go the distance before the starting gun. If you want to knock your commissions out of the park, you can’t let a single transaction slip away because you didn’t have all the information on hand. SalesWise presents everything you need in one beautiful, elegant interface. You can count on SalesWise to keep your ear to the ground and your eye on the ball.

What SalesWise Does

Instead of names and dates, your appointment planner tells you exactly where you stand with every account, where they are in the buying decision, the size of the deal and the likelihood of bringing them to a successful close. This way you’ll know where to spend your time and energy productively and recover accounts that are falling by the wayside.

Share what you want, protect what you want. You’re in control of your information. If you want to pass on a prospect when there is a smaller likelihood of closing, you can share specific information with others on your team without giving away all of your account progress. This allows you to concentrate on following through with prospects that matter most.

How will it end? Curry says, “Every shot I take is the most important one of my life.” Take that attitude into your next sales meeting and the commission will be yours to lose.

Get in the Game

Sign up for SalesWise and prepare yourself. It’s a free service we provide because we want sales to go smoother for everyone. Too much time and money is lost in consultative sales that go nowhere. SalesWise collects all your information regarding a specific company from your calendar, email, CRM and document folders. It analyzes your most important prospect metrics and prepares you for game time.

Salesforce.com – The Good, the Bad and the Ugly

Add Ennio Morricone’s The Good, the Bad and the Ugly to your sales motivation playlist. Spaghetti Westerns were able to embrace the spectacle of the American West without irony because they saw it objectively from across the Atlantic. They could afford to romanticize the West a bit because they grounded their vision with complex insights into human nature. You will need to incorporate some Spaghetti Western philosophy to be successful in world of sales. See things as they are without sugar-coating. There are no white hats and even the good guys have their own agendas.

If director Sergio Leone turned his wide-angle lens on Salesforce.com, he would tell you that it contains some great features, some features that are actually holding you back and some that you are better off abandoning in the desert of the American West.

How Salesforce is The Good (Clint Eastwood)

Blondie has no question about what he wants in life. He wants the gold. He pursues it with singular and squinty-eyed dedication. Salesforce is like Blondie as long as it is aggregating all of the data relevant to an account, tracking buyer stage, displaying probability of a close and reminding you of the total deal size. As its name clearly informs you, it is designed to help companies manage their salesforce. It wasn’t made for the average salesperson out in the market wilderness fighting to bring home the gold.

How Salesforce is The Bad (Lee Van Cleef)

Angel Eyes is a stone cold killer. He was once a Civil War soldier and retains many old-fashioned ideas, though he has become little more than a brutal bounty hunter. Salesforce first came out in the 1990s, and is the brainchild of former Oracle execs. One reason salespeople hate it is that it requires all kinds of manual data entry. “Have you updated Salesforce?” is being repeated thousands of times all over the country right now. Most people probably haven’t, leading to incomplete data and more time away from selling. The world of technology is much faster now and nobody should have to manually re-enter data from one information silo to the next.

How Saleforce is The Ugly (Eli Wallach)

Tuco is a practical sort. He will betray anyone, even his own brother, for a trifle. He sometimes utters the most brilliant advice, like, “When you have to shoot, don’t talk. Shoot.” The problem is he’s ugly. You want to turn your back on him, but you might not survive if you do. The worst aspect of Salesforce is the horrible interface. In fact, that may be the main reason why salespeople aim to use it as little as possible. Salespeople have aesthetics too, you know. If you’re going to spend a lot of time with a software, the UX should be something everyone can understand intuitively and enjoy using. Is that so hard?

Beyond the Setting Sun

There’s no question that the sales guys at Saleforce did a great job selling their software to business owners. As a result, sales teams have taught themselves how to use the good, work around the bad and grit their teeth at the ugly. Now, it’s time for the sun to set on that old world. Try out SalesWise and use it for free to see how sales gets done in the 21st century.

SalesWise is entirely unique in that it replaces the need to use CRM every day. Inside a gorgeous and elegant interface, SalesWise simplifies workflows, making it fast and easy to organize and share all the data you need. Gain a 360 degree customer view by automatically pulling in all your prospect interactions from documents, emails, notes from apps, calendars, social media feeds, CRM data and everything else that a salesperson needs to know. Be fully armed for your next showdown with the competition. While others are fumbling to draw their smartphones from their holsters, you’ll be fully loaded with advanced business intelligence. Do you really need the bad and the ugly getting in the way of your gold?

Sales Rock Stars – WTF?

There’s one in every office. You can spot the desk full of trinkets that say “Best salesperson of the (month/year/universe/whatever).” They seem genetically programmed to win. It’s great for them, the company and even new hires if the super seller knows how to pass on that secret sauce. Of course, that super seller would rather be selling than training their competition.

In the presence of a super seller, most people have two reactions, in this order:

  1. Wow
  2. Why not me?

Why Not, Indeed

There’s no reason it can’t be you. You can be the one to bring in new clients and ring the “Passed Quota” bell. There’s an old saying that salespeople are made, not born; however, there is another answer. They can be activated by an app.

Every sale since the beginning of time has come from trust; trust comes from knowledge. Each client does not need to be your best friend, but each one has to believe you know your stuff. To create that bond of transactional trust, some salespeople use their charisma. Others use an intuitive understanding of psychology, but anyone can use an app that remembers everything. When you’re prepared, the prospective client knows you understand his or her needs, inside and out.

Get the System

How will you keep track of the information on your prospects, existing clients and referrals? How does the super seller do it? Maybe that person has a super memory, too. Maybe they write notes on their wrists and refer to them casually throughout the conversation. The point is that most super sellers don’t have superpowers. If you took the time to benchmark this yourself, you’d see they have an organized system. This system lets them access and analyze information about each prospect and the stage of the buyer’s journey.

It doesn’t matter now what super sellers do. You have a device with photographic memory and access to all your files, notes, emails and interactions with each company. SalesWise gathers all the data into an elegant, scannable dashboard so you can take it in with a glance.

Prepare to Succeed

Preparation is everything. Clients can tell when you’re unsure, and they will buy from whoever can answer their needs without making them wait. When you have SalesWise on your side, you can pull up every piece of information about a prospect you’ve recorded in your different software silos. You’ll know instantly everything from the names of your contact’s kids to their company specifications and their industry outlook. When it’s time to bring your managers into the loop for a big sale, you’ll be able to share your information about a single prospect with one click.

All super sellers share one super power. They are able to make optimum use of relationship intelligence. This once took countless hours of books on tape and anti-motivational cold calls. Now, SalesWise can help you get there. Using the app itself is fast and easy; you don’t need anything to slow down a sale when the time is right.

ABC (not AU) Testing

Take a test run of SalesWise, and see how much simpler it is next time you prepare for a sales meeting. This is not a trial version of the app. SalesWise is free to try, and it will always be free to use because we’re tired of transferring information from one system to another, too. How can you Always Be Closing when you are Always Updating? You’ll spend more time meeting with clients and less time perfecting the cut and paste. That’s the secret to becoming a super salesperson.

Reinventing the Sales Meeting

Nothing deflates a sales team’s motivation faster than the words “sales meeting.” Research from a host of time use studies, compiled by Atlassian, estimates that the average employee spends 31 hours attending unproductive meetings each month. Multiply 31 by the size of your sales team and you get a clear picture of how much revenue is wasted 12 times annually.

Nine out of ten employees admit to daydreaming during meetings and nearly half say meetings are the number one time waster in their lives. It’s not just the time spent in meetings, either. In addition to opportunity costs due to lost time, productivity losses chalked up to poor communications amount to around $4,100 per employee per year.

Retire These Two Phrases to Boost Productivity

If you want your sales teams to be more efficient, effective and well commissioned, here are two phrases that you need to be retire in 2015:

“Let’s catch you up on the situation.”
“I’ll be bringing you up to speed on the client.”

Want to spend less time in sales meetings and more time selling? Eliminate these from the vocabulary of your salespeople and sales managers. Just select and hit backspace. They are done.

How to Make Better Use of Your Salesforce

There are two things that need to happen to effectively make this change. First, salespeople must gain the ability to share all of their CRM data about a prospect with the click of a button. Second, managers need a way to see and fully grok the entire prospect relationship instantly, not parse through a messy data dump.

SalesWise is the answer, allowing you to share your data with one click. That includes communications by email and social media, notes takes in apps like Evernote, meetings in your Google calendar, CRM data in Salesforce and documents sent back and forth.

21st Century Sales

Suddenly, you can transform sales meetings by cutting them in half and getting back to sales. You can also now focus on the present — instead of the past — with a shared understanding of the prospect. SalesWise allows for zero effort knowledge transfer through an elegant and unique “business sharing” interface. This is a brand new concept that will reinvent the sales meeting and drive productivity to new heights.

Transferring knowledge doesn’t have to interrupt your sales process with a complicated meeting. Now it’s fast and easy to organize and share everything you know about a prospect and hand it off in confidence.

You’ll never have to enter data into a CRM again, yet all of your relationship intelligence will be accessible anytime from a single dashboard. Also, you can share any prospect data with your boss or co-workers and get off the email forwarding treadmill.

What’s the Price of Clarity?

How much is that worth? It doesn’t matter because SalesWise is free to test drive and free to use. We’ve made a commitment to providing innovative applications for free. We’re tired of companies missing the mark with dirty data. We want what Salesforce promised: all of our data in one place with an intuitive UI. We couldn’t find it, so we built it.

Don’t waste any more of your or your manager’s time explaining complex relationships. It’s all here in a gorgeous, visual interface. All the KPI’s and reminders are here, which means anyone can run with the ball if you have to hand it off. Check it out, sign up and try it out. You’ve got nothing to lose but your unproductive, confusing and time-draining sales meetings.

Sources:

https://www.atlassian.com/time-wasting-at-work-infographic

https://www.saleswise.com