Future of Sales – Reward on Excellence

The tech-fueled social world is a wealth of information. Buyers no longer have the time or patience for aggressive, uninformed sales people who don’t deliver on promises. Indeed, the future of sales hinges heavily on evolving customer relationship management (CRM) trends – namely relationship intelligence, where only excellence reaps rewards.

A Holistic View of Sales

Think holistic co-ordination, and rowing scenes from boat races come to mind. In order to smoothly propel the boat forward, all the team members must pull their oars in perfect sync. It’s the same with sales. Your sales force is the boat, and all the other departments working in the background are the oarsmen. The sophisticated tools and information your sales and marketing teams work with are the oars. Unless the various departments work in tandem, your sales force will flounder about like a ship without direction.

The Current Sales Scenario

Until recently, the sales and marketing departments of businesses have been working toward what they thought was a sound enough goal – the bottom line, or profit targets. Profit is almost always the metric productivity and excellence are measured by, and so CRM solutions are bandied about towards this ambition.

Disconnect Between CRM Solutions and Ground Reality

While CRM employs technology to combine market research with data analytics and provide customer insights, the overall customer profile is murky and incomplete at best. Why is this? The answer is the huge disconnect between these solutions and operational control.

CRM solutions are often framed by executives who don’t actually connect with customers, and so their efforts are mostly disjointed. Indeed, you can collect all the sales and marketing data you want, but it’ll be nothing but a pile of useless junk – unless you have a cohesive record of what happens to customers within the spheres of customer service, sales and marketing. When sales, marketing, strategy and execution run alongside each other rather than harmoniously integrate, customer retention is lacking and your business’s bottom line is threatened.

Relationship Intelligence

The new metric for measuring excellence is based on customer retention. Linda Sharp, in her book, Customer Relationship Intelligence, calls this metric, “relationship value.”

Atomic Unit of Sales

According to Sharp, every single touch point between your company and your customers or latent customers is an “atomic unit of sales.” Each of these units should be measured from the consumer’s perspective, instead of your business’s standpoint. Only then can you convert prospects and leads into sustainable sales.

Customers Are Your Partners

The whole business-sales-marketing process is a symbiotic relationship where you and your customers are equal partners. You have something your customer wants – products and services – and your customers have something you want – their money and continued patronage. The entire process is a continuum. So why don’t CRM solutions have some sort of framework that measures customer relationship value?

Relationship Value

In her book, Sharp defines relationship value as a “relative numerical value” that can be assigned to each of your company’s interaction with the customer. But how can you use it to measure your customer relationship?

Sharp outlines the use of a real-time tracking system to record Customer Relationship Intelligence (CRI). It is important to know what interactions leads to something, and also what that something is. Conversely, it is just as important to know what interaction prevented the conversion of a prospect into a lead. To measure individual customer relationships, and thereby relationship value, you must set up a system that automatically adds or subtracts the relative numerical value every time your marketing, sales or customer service department interacts with your buyers. In other words, relationship value should be measured with each atomic unit of sales.

Why Build a CRI Framework?

The problem is that the reactions of different customers to the same situation are wildly inconsistent. However, within the CRI framework, it is possible to know which actions will keep a particular customer happy under a given situation. You can boost your productivity when using CRI as your basis for making informed customer-related decisions.

Your Actual Profit Center

The profit center of your business is not the sale of a particular product or service. That may be the source of temporary gain, but when you think about it, your customer could just as easily get the same things from your competitors. How, then, can you measure profits if not in terms of your products or service? The answer is so: customer service is the actual profit center. This viewpoint is contrary to the current business practice of tagging customer service as a cost center, but customer service has to be removed from the slot labeled ‘cost center’ and put where it rightly belongs under ‘profit center.’

Until now, customer service has been viewed as a pesky problem to deal with, and not as the relationship-building opportunity it actually is. In this setup, you may believe you are focusing on excellence. If you are, then your perspective of excellence is skewed, because what you’re doing is beaming your focus on short-term gains with sights set on turnover. In the process, you lose sight of a more durable reward in terms of customer retention.

Saleswise is a comprehensive springboard that helps you harness and aggregate all the CRI you need, to reap the rewards of excellence and to propel your business to success, primarily in the form of customer retention. Visit our website today, and see how our free service can help you and your business grow.

Sources :

  1. http://www.managementexchange.com/sites/default/files/media/posts/documents/CRI%20eBook%209780979965715.pdf

Is Your CRM Getting in the Way of Closing Deals?

A customer relationship management (CRM) tool is supposed to be the holy grail for a salesperson who wants to make the most productive use of his time. According to Qvidian, the typical salesperson is spending 41 percent of his time doing activities outside of selling, which can have a severe impact on performance. Think about how much of your time is spent sitting in the office doing everything except following up with your prospects. One of the biggest supposed boons to the sales department is the CRM—but in many cases, it ends up being one of your biggest time sinks.

Data Entry Woes

A CRM is only worth the data put into it, and most solutions are going to make you do the hard work. Marketing might send over a few bits of information on your leads and opportunities, but it’s hours of work putting it all together in a way that actually gives you useful output and insight into your customer. What about all of those neat features the CMO was talking about when the CRM got deployed? The sales department doesn’t even use half of them because it requires jumping through too many hoops.

Scattered Data

Following up is the key to sales, so why does it seem like so few people are actually doing what they need to do? Hubspot reports the average qualified lead is only getting touched 1.3 times, when it takes an average of 8 contacts before the lead is ready to go through with their purchase. A further 71 percent of qualified leads never get a single follow up. One potential explanation is that the sales staff couldn’t keep up with their follow ups because the CRM was getting in the way of their jobs.

How many steps does it take to get all the information you need to keep you on track with your prospect? If you’re resorting to sticky notes because your CRM is only good at showing you contact information but it doesn’t bother letting you know when to get in touch, you are losing out on productivity and closing sales. Your software solution shouldn’t frustrate you into using low-tech methods to stay on top of a critical part of the sales process.

In many cases, you’re bouncing between your calendar, email, messenger and documents to gather all the data you need to effectively follow up with your prospect. Add that to the time you need to spend checking in with your department manager or prodding marketing for leads that are actually qualified, and you’re losing out on a ton of sales opportunities every day. Additionally, sitting through training on all the software you have to use cut into your onboarding time when you first started. A lack of integration between applications makes it impossible for you to see your data in one place; plus, it leads back to the dreaded time spent on data entry.

Unintuitive Interface

Can you see how many prospects you have in your pipeline easily? Do you have any idea on the deal values or the pipeline stage for a particular lead? Some CRMs have interfaces that seem counterintuitive to improving the sales department’s productivity. If you need to click more than once to access your most important data points, you’re adding complexity to your sales process.

Many industries rely on face-to-face time, particularly onsite with a prospect, in order to close a deal and land the sale. You want an interface that allows you to quickly pull up the information you need, review it before your sales meeting, and not miss out on essential pieces of the puzzle.

Is Relationship Intelligence the Answer?

By this time, you’re lucky if you aren’t beating your head against the wall any time you think about CRM. They have some good features, but it’s not worth it when you spend almost half of your non-sales time trying to feed it the information it needs to do anything. Relationship intelligence solutions, such as Saleswise, take a look at CRM problems and approach them in a more sales-centric way.

The biggest difference is that you cut out a lot of unnecessary data entry. Instead of manually entering data so you gain some visibility on your prospects, Saleswise aggregates all relevant data from your CRM, calendar, messaging apps, tasks and even your notes into a single page. It takes one click to get to anything you need. Saleswise is also particularly set up for follow-up tasks, as it enhances a typical calendar by giving you all relevant data on the prospects you’re reaching out to that day.

Are you ready to try out a free solution that helps you get away from endless data entry and CRM frustration? Improve your follow ups and close-won rates with Saleswise.com. It only takes a few minutes to aggregate your data and get the visibility you need to hit your sales quotas and rise to the top of your sales department.

Sources:

http://info.qvidian.com/Sales_Execution_Trends_2015.html

http://blog.hubspot.com/marketing/how-and-when-to-follow-up-with-all-types-of-leads

What Happens When Sales Skills and Technology Align?

As powerful as today’s Customer Resource Management (CRM) tools can be for data insights and planning, they often create as many drains on productivity as they eliminate. One major reason for this is the fact that the very skills that make for great sales people do not make for great database managers, and CRMs today are definitely still reactive databases, dependent on users to enter data. But what happens when sales technology amplifies the natural skills — relationship building, engagement, the right follow up — of good sales people, and even enhances them? What happens when forecasting and revenue can be projected from a more realistic and reliable pipeline? This is not just a pipe dream. Relationship intelligence technology is here, and it is a game changer.

What is Relationship Intelligence?

The stars of the sales world tend to fall into a very distinct category: They seem to have an innate interest in and memory for people. As much as process and discipline are increasingly part of the sales world, these high performers tend to be the ones that resist logging their emails into a CRM. They don’t take many notes. And they don’t schedule a lot of reminders to follow up with accounts or individuals. Instead, they seem to just sense when it is time to check in, and know what to send to be intriguing enough to get that follow up call. When you talk to them again, even if it has been a while since your last conversation, they pick back up discussing that trip you were going to take, the progress of your sports team or whatever other connection they made with you previously. You can’t help but feel special, and perhaps even a bit charmed. These people have mastered, or simply have the natural talent for, the human version of relationship intelligence. They see people — their needs, interactions, interests, sense of urgency — holistically, and adjust the sales process accordingly.

As great as it is to have these sales standouts on your team, we aren’t all wired this way. And that’s okay. Training and hard work can certainly power a strong sales career, too. Besides, there are drawbacks to relying on innate talent. For instance, it is hard to forecast numbers that exist only in a person’s head. The ideal sales force is one that develops or matures into these relationship intelligence skills through experience, training and discipline.

Is Process Killing Productivity?

Yet even as a sales force strives to build on or acquire these human relationship intelligence skills to sell well, the focus in recent years in the sales industry has shifted much more to process and data management. CRM databases such as Salesforce have certainly made an enormous difference in accountability, forecasting and customer insights within sales, particularly in an age when most companies have a national if not global sales mandate. The challenge, however, is that CRMs are incredibly labor intensive, relying on human inputs to offer those insights and forecasts accurately. What is the opportunity cost of a sales representative who spends four hours a week updating and adjusting 40 accounts in Salesforce? Two deals a month? Five? How much does the process of sales kill its productivity? Those questions do not even begin to dig into other CRM challenges, such as data accuracy, consistency of use and data security. Most great sales people are not natural data managers, and great data managers are not usually sales people. Yet managing data has become an enormous part of sales work.

Can We Bridge Both Worlds?

Executing on the process of sales while focusing on the importance of people is always a balancing act, but it doesn’t have to be as hard as we’ve made it. That’s where relationship intelligence technology comes in. It aggregates the natural business of communications — email, calendars, attachments, notes about clients, resources — with the formal tracking fields of the CRM into a dashboard that looks a lot like the way the sales superstar mentally organizes his or her accounts: a complete, clean, holistic view of those people, their needs and the conversations and communication you have had with them. In a sense, this is really what CRMs were meant to do, but could never quite deliver. Relationship intelligence technology is the human overlay on the data, looking at it the way great sales leaders should.

The benefits of this approach are two-fold: This dashboard view of clients and your history with them empowers the entire sales team, not just the natural sellers, to manage relationship-based selling while maintaining process and organization. At the same time, it also captures data much more accurately and simply, with less duplicate work from the sales force, which actually drives better and more accurate forecasting. That double win sets the perfect pitch for clients, for the sales force and for business leaders. It builds on the natural talents of a sales team, encouraging their productivity and best practices, while feeding the leadership reliable and useful data. Technology doesn’t get much smarter than that.

To see relationship technology in action, check out saleswise.com for your own relationship intelligence dashboard.

How to Close More Sales by Predicting the Future and Being Tony Stark

Do you think of a crystal ball as an essential sales tool? The best salespeople seem to always show up in the right place at the right time. How do they do it? Is being able to see the future a superpower, or is it just straight-up magic? The scientific answer is:

“Yes, it’s a superpower, but it’s one that you can acquire with the right technology.”

Tony Stark is a perfect example of someone who turned himself into a superhero even though he had no powers whatsoever. He used his armor and the technology inside it to see just a few seconds further into the future than his opponents. A few seconds of a head start is all you need to get there first. Maybe Tony’s not the best example because he’s a fictional character, but plenty of salespeople are following his lead right now by deploying relationship-intelligence software. What made all the difference for Tony was having technology on his side, and you can have that too.

Closing in on a 74 Percent Close Rate

Craig Elias from Inside Sales estimates that it’s possible to come to a solid close in three out of four deals “when you reach decision makers at the right time and help set their buying vision.” The point is that knowing more about what state the buyer is in initially tells you how to spend your time more productively. Their research suggests that buyers tend to idle in one of three distinct states: status quo, searching and dissatisfied.

When there’s no fire under the buyer to change, closing is fairly unlikely. When they are in the searching mode, your selling odds are still probably less than 20 percent because the buyer isn’t convinced there’s not a better answer out there somewhere. They need help moving in the right direction, but even if a hard sell leads to a close, it isn’t going to improve the long-term relationship. You’ve got to think in terms of repeat business, “upsells” and referrals.

Dissatisfied is the mode most likely to lead to a sale. Forrester research suggests that the first viable vendor to connect with the decision maker when they are dissatisfied will “set the buying vision.” That’s when your average close ratio goes up to around 74 percent. Beats cold calling, doesn’t it?

There can be a great deal of ambiguity in defining what “the right time” means for different buyers, but staying in the top of the buyer’s mind and having the information they need at your fingertips will definitely improve your odds.

Common Trigger Events

Once you grasp the concept of approaching the prospect with what they need to see at the right time, you can keep an eye out for trigger events. There are reliable trigger events that tend to move decision makers from the searching to the dissatisfied mode. Some of those triggers include competitor product launches, the flush of budgetary capital after your prospect wins a big contract or a shake up in leadership. LinkedIn and industry journals are good ways to keep track of these changes, and many social-media trackers can notify you by email when others mention your prospect.

While it’s true that sales is timing, this perfect timing is just a special case of preparation. Relationship-intelligence software can move anyone into a position to approach the right decision maker at the right time. Relational intelligence delivers on the promise of customer-relationship management, or “CRM” – helping your sales force better understand their prospects.

CRM and S.H.I.E.L.D.

CRM has limited applications for the busy sales professional because the information isn’t always accurate or up-to-date. Someone has to key in all that data, and that process cuts into valuable sales time. The design of your CRM system should help sales managers keep track of their team’s performance — not help salespeople close deals. CRM solutions are more like the Agents of S.H.I.E.L.D. from the “Avengers” movies — an old-world intelligence agency that is always around but expensive and not very reliable. Tony Stark learned pretty quick that S.H.I.E.L.D isn’t very good at predicting the future.

Your Jarvis Is Now Online

In this way, the SalesWise app is much more like Jarvis from “Iron Man” because it shows you exactly what to focus on today. It gives you all the readouts you need with information gathered from calendars, CRM, email, social media, note-taking apps and documents you’ve exchanged with the customer. You know in a glance where you stand, and a readout estimates your chance of closing the deal based on data analysis. You’ll even see an estimated deal size so that you know how to prioritize your next steps with this potential customer.

The Plot Summary

The short version is: having good timing in sales isn’t magic. SalesWise software helps you become more like Tony Stark and less like Dr. Strange. Even a crystal ball is no match for advanced technology and solid preparation. Take a test drive of the SalesWise platform and see how it feels like to get a heads up when the timing is right for your best prospects. Share this blog with anyone you know in sales who could use some good timing for a change. There’s no reason they can’t see a better tomorrow by using the best technology available today.

Sources:

http://www.barnesandnoble.com/w/iron-man-manual-daniel-wallace/1114979964

Are You Having a Love/Hate Relationship With CRM?

Sixty-seven percent of businesses depend on customer data to make strategic marketing decisions. Many companies employ customer relationship management (CRM) solutions in the form of software platforms. Salesforce is one of the most popular and widely used platforms. There are a number of pros and cons to using this type of CRM, and many sales professionals have come to hate it. Whether or not your company requires you to use CRM, you can learn to love it when paired with software that involves automation rather than tedious data entry.

The Good, Bad and Ugly of CRM Platforms

Good customer relationship management is an essential part of the sales process. In order to see a good ROI, relationship building and tracking is a must, which is why CRM software, like Salesforce, quickly became immensely popular. It’s a great way for sales staff to keep all of their customer information in one shared location. Generating reports, calculating analytics and accessing information remotely are a few other benefits of CRM systems. When implemented correctly, CRM can help businesses increase customer loyalty and boost their bottom line.

As good as this may sound, serious problems exist with many CRM solutions. First, you have to manually enter customer information. Data entry is time-consuming and it can be demotivating. Second, the cost to implement a CRM system can be too high; especially for growing businesses. Third, staff must be trained how to install, deploy and use the platform, which can be time-consuming and inconvenient.  Finally, to use CRM well, you are constantly flipping between the CRM, your mail, your calendar, your dropbox, your presentation/conference platform and others — trying to keep them all up to date.

High Cost and Dirty Data

Many additional issues plague CRM like Salesforce. The data entry involved often results in “dirty data,” or duplicate information and inaccuracies that can work against you.  In most cases, the status of deal in the CRM system is not updated and does not represent the true status of whats going on.  Folks are too busy doing there job on the front lines of sales to enter every scrap of information — despite the fact that these details may be key in closing a deal.

Salesforce can be very expensive. At a cost of $125 per seat per month, it’s simply not feasible for many small businesses. And, to make matters worse, if it works and you start really growing, it gets more and more expensive with every new seat you have to add. The good news is that recently new CRM solutions are available with comparable features at a fraction of the cost.

Automated Alternative Approach

The new adage of modern business is “automate, automate, automate.” Automating processes helps businesses keep all key data in one system without the data entry and dirty data that plague traditional CRM systems. Even if your company is large and complex, automation can boost productivity and ensure their is one accurate system of record for every prospect or client. Simply put, CRM tools with automation reduce the chance of human error. Managing the sales pipelines becomes less of a burden, and teams can focus on getting sales. The Harvard Business Review reported that companies have increased sales by 10 to 30 percent with automated processes.

Automated technology, like that available from Saleswise, gives you access to everything you need at your fingertips, requiring no data entry. By pulling in data that’s already on your calendar, emails, notes and tasks, we make it easy to consolidate and view your sales and customer information. In a single click, you can see all of your current customer’s information on one page. To keep your sales team and supervisor updated, simply share all the data without the cost of adding a “CRM Seat”.

The Power of CRM Integration

It can be difficult to choose from among the many tools available. While it may be tempting to employ everything, it’s important to focus only on tools that make working simpler and easier, rather than those that create more work. Salesforce and similar CRM systems have plagued businesses with problems in spite of their popularity. Understanding that CRM is merely a database—some call it a “glorified Rolodex”—is helpful when considering it as part of one’s sales process.

If you’re married to your CRM—whether you like it or not—there is hope. When a business pairs their existing CRM with new systems that automate all data, a love affair blossoms that enhances productivity like never before. For example, SaleWise technology “auto-magically” aggregates and organizes information from various sources, including Salesforce.com data, email, calendars, notes, documents, contacts, tasks and more. Information is stored securely, so you don’t have to worry about customer information being at risk. Even if your business doesn’t use Salesforce, you can still benefit from the many features available to you through Saleswise. Best yet, it’s free to use.

Love it or hate it, frontline sales professionals need some form of customer relationship management to engage successfully with customers. Even if you use a CRM platform that leaves much to be desired, you’ll delight in adding Saleswise, and you’ll find it makes sales much easier and maximizes your investment in any CRM you deploy. Our automated technology will save you time, energy and money like no standalone CRM system can. To learn more and get started, sign up for free.

Sources:http://www.marketingweekly.com/crm/advantages-and-disadvantages-of-crm-software/?mode=featuredhttp://www.targetmarketingmag.com/article/6-common-problems-with-crm-data/http://www.digitalmarketer.com/business-automation-tools-email/https://hbr.org/1989/01/automation-to-boost-sales-and-marketinghttp://www.forbes.com/sites/quickerbettertech/2012/12/31/what-salesforce-com-wont-tell-you/http://www.crmsearch.com/salesforce-strengths.phphttp://brandongaille.com/12-salesforce-pros-and-cons/

Sales Training or Coaching?

Sales managers are tasked with training and coaching their team. Training is the foundation—solid and structured clear rules—while coaching helps individuals explore their talent and expand their self-awareness.

However, problems arise when managers continue training when they should be coaching. Let’s take a closer look at the differences and consider how you can incorporate coaching into your workforce.

Sales Training and Coaching, Defined

Sales training is better suited for establishing the basic sales concepts, procedures and habits you want your team to use each day. Training establishes benchmarks you can measure and correct; best suited for new hires. These are standard, repeatable, and measurable activities.

How to Be an Effective Coach

In contrast, coaching helps salespeople grow and reach for bigger goals. Once a salesperson has a solid foundation, the sales manager can begin to coach rather than train. Effective coaches help their team members discover solutions on their own accord. If you don’t know where to begin in coaching, pay attention to the following tips:

  • Observe rather than tell. Assess a salesperson’s individual approach, strengths and weaknesses. Ask questions about why the sales representative does things a specific way — how do they make their decisions?
  • Utilize cutting-edge technology and software tools that allow them to focus on growing their team’s skills.
  • Focus on one thing a salesperson can improve by limiting observations and commentary in the field.
  • Reinforce best practices from training by recognizing and using the strengths and qualities of each individual salesperson.
  • Help the salesperson see what they cannot. Even the best performers have blind spots that may be hampering their performance.

Pay attention to the verbiage of these tips; ask, help and motivate. Utilize these interpersonal techniques to encourage your staff to improve their results.

Don’t forget, though, coaching is more about the relationship than the process. Take time to understand the world of the salesperson and the challenges they face.

The Art of Sales Management

Part of the art of sales management is recognizing when a salesperson has established good working habits, and will benefit from sales coaching. Your job becomes more art than science.

However, the line is not clear-cut. At times, you will need to incorporate coaching methods in the sales training process, depending on the experience of the individual and the specific challenges of your industry.

To learn more about how SalesWise can help you achieve more sales and fail-proof follow up, we invite you to contact us. Our tools give you rapid insight into all of your activities, so you stay connected, on time and on target to your sales goals.

Sales Safety Net?

Sometimes the difference between a good sales person and a great one comes from the little things. Actions such as consistently following up can make or break your sales commissions, as a full 80 percent of sales comes from leads that are followed up 5 to 12 times. However, 44 percent of sales people don’t even make it to a second follow up! In many cases, the software you have to use, such as customer relationship management (CRM) solutions, makes it hard to organize your follow-ups or easily track what your next steps are.

The Next Principal

The “Next” principal is what takes you from an average sales person to one who’s on top of the entire department. It’s a simple methodology that dramatically increases the efficiency of any sales team or individual sales agent. After you implement this principal, you’ll sleep better at night with the thought of your commission statement and your security in knowing nothing is falling through the cracks.

The way you spend your time and how well you’re prepared to engage with your business prospects and relationships is the key to your success. It all revolves around what you do “Next.” Getting leads from your marketing funnel is simply the first part of a long journey that doesn’t stop after your first follow up. How you handle the “Next” steps spells the difference between average and exceptional results.

What’s Your Next Move?

Saleswise is a relationship intelligence platform that gets you to your next move without endless data entry, switching between multiple applications or digging through your calendar. It’s manically focused on making sure your “Next” move is the right one, and that you’re armed with every tool you need to do well in one place.

Knowing what’s “Next” on your agenda, such as your calendar and task list, and being properly prepared for it is not easy. It’s especially hard in a typical sales department, which uses a combination of calendar, tasks, email, CRM, contact and documents that aren’t remotely integrated together. You’re pulling data from Salesforce, a spreadsheet, a huge email thread and a calendar that’s only shared to one of your business email accounts, and you’re still missing pieces of the puzzle. Even if you know what you need to do “Next,” you don’t have the tools you need to properly succeed at this job.

No More Confusion Over the Next Move

Saleswise empowers you and your sales department to own what’s “Next” so you never have to let another valuable opportunity slip through the cracks. The “Next” Principal attaches a “Next” step to each prospect, customer and valued business relationship. Every single person in your system has a follow-up move for improving your relationship, whether you nurture a lead or close a sale. Under this principal, there’s no exception to this rule. It might take multiple follow ups before your prospect finally turns into a closed deal, but it’s well worth it when you have a system in place to support your sales process.

What About Task Management?

Tasks require discipline and diligence to actually be effective. If you don’t stay on top of the task system and have the right tools fueling your business processes, you aren’t going to keep making the right “Next” move. Each and every prospect and customer is an open task under the Saleswise system. It might sound like a chore, but once you actually try it with a system that supports your sales actions, it makes your life easier and ensures that you aren’t worrying about missing a critical data point. The less you worry, the more mental energy you have to focus on making the sale or improving the customer relationship.

The most effective tasks are different for every person and company, depending on your prospects and general work flow. In some cases, you set up tasks to remind you to follow up on a call within a few days, but other prospects may need a follow up in months or years in the future, if they don’t currently have a budget. In that situation, you can set a follow-up reminder in Saleswise to hit at the beginning of the fiscal quarter or year. A “not interest” response may put the task on the back burner for another year, when they may be less content with their current system.

The Next Thing is Always There

No matter what type of task you create, the “Next” step is always there so you don’t have to waste time worrying about it. It increases your efficiency and lets you relax because you aren’t always wondering “Did I follow up with that prospect…?” The system lets you know, so you can focus on taking that “Next” step. You always have an answer for your manager and co-worker when they ask what you’re doing and when you have follow-ups.

Once you have a good handle on what’s “Next,” you’re halfway there. You just need a system in place that will give you instant access to the prospect and customer information you need, all in one panel. You do the hard work of making sure every business relationship has a clearly defined “Next” step, and we’ll supply the best platform to make it as easy and effective as possible. Take a look at our free Saleswise platform, which is simple to sign up on and get started with. It pulls in all the data for you, so you aren’t stuck with hours of data entry. Over 1,000 happy subscribers are already using it to fuel their “Next” steps – now it’s your turn.