SalesWise Raises $1.3M

SalesWise raises $1.3 million

Atlanta productivity software firm SalesWise has raised $1.3 million.

SalesWise aggregates business data from online calendars, email, document management, and customer relationship management apps to drive productivity and effectiveness of the sales force. The software helps sales people prepare for customer meetings, follow-up and share data about relationships in a more effective way.

The new capital, which will be invested in sales and marketing, was raised from SalesWise CEO Gregg Freishtat and existing investors, including Atlanta venture firm TechOperators. SalesWise has raised $3.5 million so far.

SalesWise supports productivity suites Google Apps and Microsoft Office 365, and CRM software such as Salesforce.

“We look at and aggregate every document that goes through the mail server, whether it’s Gmail or Exchange,” Freishtat said last year.

SalesWise presents the information via a web dashboard, or mobile device. Calendar appointments, for instance, include information on related documents, email messages and contact information of meeting attendees.

“We blur the lines between what traditionally is in a calendar, what’s in an email, what’s in document management and what’s in CRM,” Freishtat noted. “When I go out of town and I need an associate to cover for me, I’m not forwarding emails and documents — I can share the entire customer card, so the associate has access to all the information that was in four or five back-end authenticated systems.”

SalesWise was launched in 2014 by Freishtat and Jason Parekh. The company, which employs 10, plans to add up to 20 new jobs next year depending on business traction.

SalesWise is targeting the lower mid-market — companies with $20 million-to-$100 million in revenues and 20-to-250 employees.

Urvaksh Karkaria covers Technology.

(This article was originally published in the Atlanta Business Chronicle by Urvaksh Karkaria, Staff Writer of the Atlanta Business Chronicle — http://www.bizjournals.com/atlanta/news/2016/12/27/saleswise-raises-1-3-million.html)

Workfront 2016 State of Enterprise Work Report Us Edition

Productivity Highlights from 2016 State of Enterprise Work Report

Workfront 2016 State of Enterprise Work Report Us Edition

Workfront 2016 State of Enterprise Work Report Us Edition

Workfront, a cloud-based Enterprise Work Management solution, recently published their 2016 State of Enterprise Work Report (U.S. edition) involving 606 U.S. respondents at companies with at least 500 employees.

As we help drive greater productivity across the enterprise by democratizing relationship data and reducing email workload, we’d like to share key stats from Workfront’s report.

  • “When asked what gets in the way of work the most, workers say wasteful meetings (59%) and excessive emails (43%) are the biggest offenders.” This is followed by excessive oversight (42%).
  • One in four office workers are calling for uninterrupted blocks of time to increase their productivity.”
  • Other than uninterrupted blocks of time, respondents cited more efficient work processes (23%) and more/ better qualified people and resources (21%).
  • “The amount of time office workers have to spend doing their primary job duties decreased in 2016, from 46% to 39%.” This aligns with a report McKinsey’s Global Institute Report highlighted with sales professionals spending 61% of their time on non-sales-specific tasks as highlighted by Hubspot.
  • Respondents selected “While it has its moments, I really love things about my job” to the tune of 80%.
  • “The overwhelming majority (76%) say the main reason they work is to pay bills. Coming in a distant second (27%) was the mental challenge work provides.”

Check out the report for subjects including:

  • The Why Behind Work
  • Work Hours
  • Work Productivity
  • Work Happiness
  • Work Tools
  • Work Communication
  • Work Conflict
  • The Future of Work

You can get a copy of the report at Workfront’s website here: https://www.workfront.com/resources/whitepaper/state-enterprise-work/

Business Relationship Intelligence: What Is It?

Business Relationship Intelligence: What Is It?

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You’ve heard of Business Intelligence (BI), the term that refers to software applications that analyze an organization’s raw data to mine it, process it, query it, and/ or report on it. But, have you heard about Business Relationship Intelligence (BRI)?

In an ever-changing environment, business, and sales are about much more than the historical, transactional relationships. Today, it’s about the relational relationships you have with your customers, partners, and clients. In fact, 89% of customers have said they will (or have) stopped doing business with a company after a single poor customer experience (CMO).

BUILDING Relationships

So, how can we expect our sales teams to properly build and manage customer relationships with traditional CRM systems? As it stands, sales professionals are bogged down by data entry with 71% believing they spend too much time on data entry (Toutapp). Yet, Salesforce reports 91% of CRM data is still incomplete. Data is key to the success of any relational relationship. SalesWise believes no sales team should be limited by the data (or lack thereof) in their CRM system. That’s why we decided to build a solution intelligently designed around the way in which relationships really work! With a full 360-view, our Cross Application Relationship Data (CARD) platform aggregates data from every message, meeting, document, and person involved so that you gain a clear view into the existing relationships as well as new relationship opportunities.

EMPOWERING Relationships

As many sales leaders know, relationships don’t exist solely outside the walls of your enterprise with your customers. Sure, your sales team is central to that relationship, but so are your legal, finance, and onboarding functions. Rarely are sales ever one-to-one any more. Today, sales are many-to-many with multiple individuals involved in the sales cycle and customer experience processes. Gartner found 7-8 people are typically involved in all areas of the buying process for enterprise tech sales; while another 5-6 people occasionally participating. That’s a lot of relationships within the business relationship.

According to the 2015 IDC Workforce Transformation Survey, employees spend an average of 7.36 hours per week trying to find information and an average of 8.15 hours per week trying to find people or experts. SalesWise, as a leading BRI solution, believes in greater productivity through the democracy of data. The only way to empower your relationships is to ensure your sales team and non-sales staff are working effectively and efficiently together to shorten the sales cycle and enhance the customer experience. A true BRI solution ensures everyone has access to your relationship data. In the end, not only are your staff empowered; but, the sales leader is empowered with complete and comprehensive data that keeps them in-the-know and better prepared to lead.

 INSPIRING Relationships

A major factor in the feeling of empowerment for any sales leader or team member is access to insights. With traditional data-entry systems, we’re relying on a sales professional to assess and enter the information (a.k.a. data) they believe is the most beneficial… after the fact. The truth is relationships are happening in real-time. This antiquated system is flawed.

A BRI solution doesn’t rely on data entry, nor does it rely on subjectivity. A sales professional solely focused on his/ her relationship with a customer will never see the connections that customer may have with other individuals in your organization (e.g., procurement, legal, etc.), or the additional customer connections they may find within the customer’s business to further the relationship. With SalesWise, our customers discover an average of 5 – 8 times more contacts and increase visibility by 300% beyond their CRM system. These insights inspire actions that lead to stronger relationship connections.

Relationships are all around you. So, why shouldn’t your sales technologies work the same way? With SalesWise, we gather relationship data from your CRM system, inbox, calendar, contacts, messages, documents, and more to share real-time critical intelligence. Business Relationship Intelligence (BRI) is the newest industry made up of innovative software applications that analyze an organization’s data to mine, process, query, and report on relationship insights for greater business and sales success. To learn more about SalesWise, the leading BRI solution, visit www.saleswise.com/the-platform/.

How to be WISE in Sales Leadership

How to be WISE in Sales Leadership

Leading a sales team is no small feat. From managing the pipeline and projecting revenue to overseeing the sales process and coordinating efficiencies, it can be a challenge to stay ahead and in-the-know with your whole team.

Here are a few traits we have found in some of the most successful sales leaders we’ve encountered. See how you can be more WISE as a sales team leader.

Willful

Oftentimes, willfulness is associated with stubbornness or disobedience. By no means do we endorse this style of leadership. Rather, we look at willfulness as a leader taking intentional and deliberate action. It’s no surprise that sales teams use technology to enable and manage their sales process. Did you know that 61% of employees typically access four or more systems to get the information they need to do their jobs (IDC)? WISE sales team leaders are willing to look at the alternatives.

Today, many sales teams rely on a CRM system to collect and utilize customer relationship data. However, a CRM system alone is always retroactive in nature. The reported data you are reviewing as a sales leader will always be out-of-date (and likely a sliver of what’s really happening). Instead, utilizing an event-driven SaaS program allows for you to be informed to prioritize and work more effectively to lead your teams. Event-driven SaaS programs, such as SalesWise, aggregate events from multiple data sources such as your email inbox, contacts, messages, calendars, shared documents, and more to optimize your workflow and provide a wealth of real-time, insightful customer relationship data.

Insightful

Accessing insightful data doesn’t just allow you to see more information; but, it also allows you to be more insightful as a leader. What do we mean by this? Well, being insightful as a sales team leader means looking beyond the numbers to unearth new information and to utilize intelligent relationship data. With SalesWise, our customers uncover an average of 5 – 8 times more contacts and increase visibility by 300% beyond their CRM system. This is important because Gartner reports that there is an average of 7-8 people involved in most buying decisions. In today’s sales environment, it is essential to be relationship-focused.

Strategic

When it comes to relationships, we aren’t just talking about the relationship with your current/ prospective customers. Equally important, if not more so, are the internal relationships between your sales team and other individuals/ departments involved in the sales process. Too often, sales get bottlenecked in the siloed structure of so many companies. In fact, 86% of employees and executives cite lack of collaboration or ineffective communication for workplace failures (Salesforce). Moreover, 80% of line-of-business leaders in sales, HR, procurement, and more say problems arise because they have different internal systems/ applications that do not talk to each other (IDC).

Thinking strategically is a crucial trait for any WISE sales team leader. In order to enable sales, it’s necessary to bridge this gap between your sales and non-sales team members. We wrote about this democratic process recently as we describe the importance of making data accessible to all. In doing so, you create greater transparency which breaks down any functional silos and walls. Couple transparency with a no per-seat pricing model, SalesWise encourages your organization to provide this access to many staff members beyond your sales team (and makes it more affordable).

Enterprising

Lastly, WISE sales leaders embody an enterprising spirit! They’re always looking for a new way to do things better. They’re receptive and open to untried methods that will afford them greater efficiency, increased productivity, more engaged team members, and more. According to B2B Lead, 50% of a sales team’s time is wasted on unproductive prospecting. It’s no wonder many sales leaders aren’t just contemplating the sales numbers but also productivity numbers!

When asked what gets in the way of work, employees said wasteful meetings (59%) followed by excessive emails (43%) (Workfront 2016 Survey). What if there was a platform that could reduce both of these productivity killers? At SalesWise, we believe visibility (“transparency”) leads to greater, more effective sales productivity. We do this through our platform’s Card-based system, and we level the playing field by giving everyone access to customer relationship data. We reduce the need for frequency of sales catchup meetings and decrease email workload by 30%. Employees are more engaged – working together across the organization to enable a shorter, more productive sales cycle.

According to the Workplace Research Foundation, increasing employee engagement investments by 10% can increase profits by $2,400 per employee, per year. Meanwhile, highly engaged employees are 38% more likely to have above-average productivity.

Why wait to get WISE? As a sales team leader, it’s time to get in the know with end-to-end visibility into the sales process to prepare your team for anything. Know everything. Be prepared for anything. Get SalesWise. Visit www.saleswise.com.

Visibility for the Homestretch

The End of Year Homestretch: How to Stay In-the-Know

It’s the last quarter of the year and like most leaders in a sales organization, you’re probably reflecting on the past year’s numbers while simultaneously devising a plan and setting projections for the new year to come. There are a number of systems, tools, and technology you may select to complete these tasks. However, the reality is the best way to plan, execute, and achieve your numbers this year and next is to have full visibility. In fact, 50% of professionals say transparency would assist them in reporting and predicting revenue. 39% of sales professionals also believe transparency would help them to reach their quota (SpringCM).

On Productivity

By now you might be thinking, “Sure, transparency sounds all well and good. But, what we really need is better productivity so that my sales team can make their numbers.”

Too often, sales professionals feel bogged down by the monotonous and time-consuming CRM manual data-entry. And, likely as a result, 40% of salespeople still use informal means to store their lead and customer data such as Microsoft Excel or Outlook (HubSpot). The truth is you may be reviewing your CRM system for sales figures and data; however, the majority of sales and, indeed, relationship data is housed in a number of other channels including email contacts and messages, calendar meetings, shared documents, and more!

According to the American Psychological Association, switching back and forth between tools can cost you up to 40% in lost productivity. With so many channels, it’s essential to streamline the data-collection and review process on both the team and managerial side. At SalesWise, we do this through our innovative Card design. When you simply #ChecktheCard, you’ll gain a real-time 360°-view of aggregated, intelligent customer relationship data that will not only help you to manage, predict, and plan more effectively; but, also to ensure maximum productivity with a single, comprehensive view.

On Transparency

As a sales leader, you’re in a unique position to not only manage your sales team but also to provide analytics and reporting on current and projected revenue. Visibility into the sales process is key and will allow you go beyond just knowing how your sales team is selling. Visibility of your sales team will enable you to respond and lead with confidence.

Per CSO Insights, only 60% of sales representatives meet quota each year. This may be due to the fact that, on average, sales professionals spend 33% of their time actually selling (Toutapp). Easy access to critical relationship intelligence data is not only important for you as a sales leader but also to your sales team.

Here at SalesWise, our customers recognize visibility provides insights that aligns their sales organizations while driving stronger, more efficient collaboration across the rest of the enterprise. Reporting shouldn’t be an end-of-year, quarterly, or even monthly event. Relationships and sales are happening real-time and so should your insights.

Greater visibility increases productivity. Greater visibility helps optimize your sales process. SalesWise provides this visibility to help leaders lead with confidence. Learn more about how SalesWise can help you at www.saleswise.com/the-platform.

Webinar with Cirrus Insight: Democratizing Relationship Data

Webinar with Cirrus Insight: Democratizing Relationship Data

We are very excited to be co-hosting a webinar with our friends at Cirrus Insight on Democratizing Relationship Data next Tuesday, Nov. 29th from 1:30PM-2:30PM, so sign up today! We will be giving away some fantastic gifts to randomly selected attendees (just in time for the holidays).

About the webinar:

Technology advances the cause of sales automation, but doesn’t always result in equal access to information for everyone in the enterprise. The way software-as-a-service applications are provisioned often leads to fragmented data sources and siloed access. This can make the sales force the de facto administrators of data, as they field inquiries from others across the company without access to Salesforce. In this webinar, SalesWise demonstrates the power of democratizing relationship data for improved productivity and insights throughout the organization.

This is completely free, and you’ll learn about the importance of transparency in today’s business – modern sales teams, customer success efforts, executive leadership, and more! Plus, you’ll get to learn about the great stuff Cirrus Insight is up to.

Register today and make sure to share with your friends and colleagues — the more, the merrier!

The Key to a Successful Sales Force

The Key to a Successful Sales Force

Nearly 13% of all the jobs in the U.S. (that’s 1 in 8 jobs) are full-time sales positions. Yet, The Brevet Group finds a whopping 55% of sales professionals don’t even have the right skills to be successful in these roles! How could this be? Is there a lack of sales talent or is it a lack of the appropriate tools and training sales professionals need to be successful? We tend to see and believe the latter.

Tools for Transparency

When a sales professional joins a new company, they typically receive standard company training, devices (i.e. company phone, laptop and/ or tablet), and tools. In most cases, “tools” is actually a singular tool – the CRM. But, how effective can a sales professional be when we know how little data ends up in the CRM? (Salesforce reports 91% of CRM data is incomplete.) Meanwhile, 71% of sales professionals believe they spend too much time on data entry (Toutapp). How can we set our sales professionals up for success from the beginning?

Last week, we wrote about democratizing your data and making it accessible to professionals across your organization. This access allows for greater transparency and improvements to the overall sales process. Why is this important? Because 88% of missed opportunities are a direct result of the inability of sales to effectively find or leverage internal resources (Qvidian). These resources can be the tools; or, more commonly, the other individuals within your company who are involved in the client or prospective customer relationship. A CRM alone doesn’t allow you to know that relationship data. What if you could not only see these other key individuals involved in deals, but you could also access the same data and information they have on hand? Tools and transparency are key to setting a sales team up for success.

Coaching for Success

Tools and transparency alone can’t do it. Let’s hit pause for a moment to look at what essential “skills” are required in a sales professional for effective selling. According to Geoffrey James, an award-winning sales blogger, author, and speaker (@Sales_Source), there are eight essential skills:

  1. Researching Prospects
  2. Planning Meetings
  3. Creating Rapport
  4. Asking Questions
  5. Listening Actively
  6. Presenting Solutions
  7. Asking for Commitment
  8. Building Relationships

Though some of these skills are down to the professional being natural and personable, while majority of these skills involve relationships and highlight the necessity for sales coaching. Last year, we offered tips for coaching and talked about the difference between training and coaching. Training is what you do when you have a new employee. Coaching is what you do on an ongoing basis to empower your sales force and guide them towards growth and success.

With transparency comes opportunity. Access to data allows sales managers and leaders to be in-the-know without being a “helicopter boss.” No more check-in meetings or office drop-bys. With SalesWise, all the information you need is there on one digital card – visibility into every sales interaction – making relationships more portable and sharable across your entire sales and non-sales teams.

Tools and coaching can play a crucial role in enabling sales for your organization. Learn how #CheckTheCard can be the key tool for your company’s successful sales force! Visit http://www.saleswise.com/the-platform/.

Democracy of Business

The Democracy of Your Business

It’s election week and the topic of democracy this electoral season has been a hot one to say the least! While we’ve all probably thought about what it means to be a democracy as a nation, have you ever asked yourself what it means to be a democracy as a business? What might that look like?

Coming Together

By definition, a democracy is control of an organization by the majority of its members. While we wouldn’t suggest suddenly introducing an electoral vote for your company leadership, we would recommend looking at “control” as the ability for your members (a.k.a. staff) to work seamlessly together. As The Beatles so eloquently put it in their 1969 Abbey Road hit, we’ve got to “Come Together.” Too often, organizations – and subsequently their data – are siloed. McKinsey found nearly 80% of senior executives surveyed in a 2005 study said that effective coordination across product, functional, and geographic lines was crucial for growth. Yet, only 25% described their organizations as “effective” at sharing knowledge across boundaries.

Departmental silos are a growing pain for businesses of all sizes. The burden often lies with the executive leaders and management to foster a democratic environment to help their teams break down these business barriers that prevent growth.

Understand Their Experience

To do this effectively, organizational leaders must first look at the employee experience. What does it take to get it done?

When it comes to complex sales organizations, a sale can cross several job functions during its sales cycle. While there’s much discussion on the customer’s experience during that journey, there’s little-to-none about the impact internally. Sadly, when asked what gets in the way of work the most, 59% of workers said wasteful meetings followed by excessive emails at 43% (Workfront 2016 Survey). Many office environments have become dependent upon status update meetings and CC/ forwarded emails to share customer information and keep their siloed teams in-the-know.

Data Access for All

Technology can be a solution to reducing meetings and emails. However, with the per-seat license fees and lack of complete data traditionally associated with the CRM and other SaaS solutions, it can quickly become challenging and costly to fully democratize your data.

To truly create a democratic business, you must practice the principles of social equality. Why shouldn’t accounting have access to the same relevant data your sales team has on a customer? Democratizing data means making it accessible to everyone.

At SalesWise, this is what we do best. We believe in creating greater transparency and in helping teams to work more intelligently with 3X the visibility of what’s going on. Reducing email by 30% on average with our customers, we believe in empowering your sales and non-sales teams to simplify the process and shorten the overall sales cycle. Seamless communications and data access enables your business to work as a democracy. Not just for the benefit of your customers, but for your internal teams too.

To learn more about SalesWise, visit http://www.saleswise.com/the-platform/.

Sales - Right Time, Right Place, Right Person

Sales – Right Time, Right Place, Right Person

The key for most successful endeavors in business is being in the right place at the right time with the right person. So, why should your sales process function any differently? We’ve written before about the importance of your CRM system to your organization. But, what’s worth noting is that 91% of CRM data is incomplete (Salesforce). So, how can your sales team achieve success if they don’t have the appropriate data available to access the right person at the right time in the right place? Let’s take a closer look.

Do you have the TIME?

You can read a dozen sales books that will tell you that it’s best to make cold calls in the late afternoon, Thursday is the best day to prospect or that it takes an average of eight cold call attempts to reach a prospect (The Brevet Group). But, these are generalities and every prospect is different. The importance of time is knowing when your prospect or customer is the most responsive and/or prefers to be contacted. It’s the time it takes to build the connection. Communication is key to the sales process but so is persistency. In fact, according to the Marketing Donut, 80% of sales require five follow-up calls after the meeting while 44% of sales representatives give up after only one follow-up. Seamlessly tracking your interactions with a prospect or customer as well as the quality of those communications can help you to consistently connect and build a successful sales relationship.

What PLACE should we meet?

It’s not just about the right time. But, where should you engage with your prospects? Phone calls and especially check-in calls can help you to maintain relationships or learn about new company developments that could open sales opportunities. But, sales interactions aren’t only taking place by phone, with the rise of our digital lives both personally and professionally, Forbes reports that 78% of salespeople using social media outsell their peers. But, don’t worry, the tried and true staple of email won’t be going anywhere soon. Email performs nearly 40 times better than Facebook and Twitter when it comes to acquiring new customers (McKinsey). And, meetings, whether in person or virtually always offer a unique opportunity to engage more personably.

Who’s the right PERSON?

Getting time with a prospect in-person is a very good thing. But, of even greater significance, it’s about getting time with the right person. According to Gartner, at the typical firm with 100 – 500 employees, an average of seven people are involved in most buying decisions. No longer are the days of sales one-to-one. Today, it’s many-to-many. Whether within your own company with people in your sales, marketing, accounting and procurement departments involved in the prospect-to-sale journey; or, on the customer’s side with multiple decision makers with a variety of areas of expertise, knowing who the right person(s) may be has never been more crucial.

How do you possibly manage it all successfully? Tracking so many interactions on a number of different channels can be a challenge. Limited CRM data and access across your enterprise can also present many barriers. That’s why SalesWise tracks all your emails, key contacts involved, meetings, and documentation conveniently all in one place. We also believe in democratizing data so that everyone in your enterprise can access the information they need to enable successful customer relationships free of per-seat license fees. Relationship Intelligence has now reached a new level ensuring you can be in the right place at the right time with the right person. If you don’t believe me, just #CheckTheCard.

As a BDR With SalesWise, I’m Happily Waving Goodbye to the Old Ways

As a business development representative (BDR) for a SaaS startup company I had chaotic days, not because I wasn’t organized or highly motivated, but because I missed out on tools that would help me be more efficient in my role.

Like many BDRs, SDRs (sales development reps) or other sales hunter title used at your company, I was responsible for making XX number of calls per day and setting YY number of demos per week. Easy right?! Well it can be, especially if you’re not spending 20% of your day doing data entry or searching for information.

My past routine (“workflow”)

I was a pretty good BDR in my previous post before joining SalesWise. Not cocky, but I was good.

Our product was the industry benchmark, and as a company, we were turning a great annual recurring revenue (ARR). It’s a pretty ideal situation as BDR. However, there are a few things I was asked to do every week that frustrated me.

For one, account executives (AE) consistently asked for the pain points of a prospect I spoke with 5 days ago. No big deal — I’m 26 and have a great memory. However, this happened 3-4 times per week. Is there not a better way?

Despite having a CRM, I was constantly asked to send updates and documents over to the AEs. I always did it because it is what has to be done to close the deal.

That same week, however, my direct supervisor would ask for notes on the SAME account. I started to worry — what’s going on? What do they need these for? Did I qualify the lead properly? Did something happen in the handoff to the AE, or has the AE fumbled the demo?

I have no idea, but what I do know is I have to go through my records again for the same stuff that might be missing from the CRM (it wasn’t, for the most part). Again, no big deal – especially since I did my job.

So what’s wrong?

As they say, you only start missing things when they’re gone. Kind of. For me, I don’t miss the constant questions for updates because I don’t get bugged as a BDR at SalesWise. Why? Well, let’s take step back at the picture of my past routine again. What’s wrong with this picture?

Well, I was asked 3-4 times for data I already shared. That took anywhere between 30 minutes to 2 hours gathering this information for others and any “catch-up” meetings that might have resulted. Yes, even though they could have gotten this data out of Salesforce… Or can they?!

Did I document ALL my emails in the CRM? My call notes? My calendar events? What about documents I sent? Did I enter every contact copied on a reply? I admit I might have missed a few, but that’s the truth for most of my BDR and SDR brethren. Logging everything slows us down while we’re expected to hammer the phones and set demos. Constantly updating the CRM is too time-consuming and slows me (us) down.

What I appreciate as a BDR at SalesWise

Like I said, taking a step back, I “miss” the things when they’re gone. Except in this case, I’m happily waving goodbye to the old way, and I’m welcoming SalesWise with open arms. Not just because it’s my new job. In fact, I joined SalesWise because I saw how it could solve a pain-point I experienced everyday as a BDR before.

We have a saying around here of #CheckTheCard. It’s a really simple concept — one that speaks to me and should to you as well. Now when my AE and/ or supervisor ask me for information regarding an account, I tell them to #CheckTheCard! Bold, it is, but it’s our culture here. Even our CEO will #CheckTheCard daily. He then swings by my desk to say, “glad you reached out to XYZ company. That was a great message.”

SalesWise automatically shares my conversations with customers with everyone in my company, as needed. My sales leaders now have access to every email, every contact, and calendar appointment without me ever having to enter the data into Salesforce. Don’t get me wrong — I still do enter data into Salesforce, but only the necessary bits to help forecast our pipeline. The details stay in SalesWise, and they get there automatically. It works kind of like Google Docs but better and for sales, at least, for me.

Before SalesWise and now with SalesWise

Here are a few examples of the mundane tasks that I had to do in my previous role, and how they could be improved with SalesWise.

 

# Before SalesWise Now w/ SalesWise The Value w/ SalesWise
1 Copying emails into the CRM so we had a record of the conversation. SalesWise pulls in every email from every contact with no data entry required. You do nothing! The ability to truly see how your prospect turns into a customer and see their journey. Plus, it saves time — which everyone needs more of.
2 In a handoff to the AE, providing notes, relevant emails and milestones not logged in Salesforce. Well, you don’t actually hand over anything. SalesWise automatically captures everything, so the AE already has access to what he needs. Time for sure, maybe even eliminating some extra steps.
3 Daily, my direct supervisor was looking at my activities and wanted more info about specific accounts, especially key accounts. They don’t have to ask. How about that? SalesWise would allow my supervisor access and visibility to the data — CRM data, email, and calendar at anytime.
(Yes, permissions and restrictions can be set).
There are many. First, you’re no longer asked for information — #CheckTheCard.
Second, if someone is not an account admin or does not have a Salesforce license, they can still get the information they need — again, #CheckTheCard.

But wait, there’s more!

As a BDR at SalesWise, I hear the constant reminders of how difficult it can be to make heads or tails of data in Salesforce. I feel their pain. Luckily, I’m able to share with them a much easier way to check customer relationships — the very product I’m now selling.

Here’s another simple use case and value of what SalesWise offers — in a few months, I’m going to marrying the woman of my dreams. When I’m away for my wedding and honeymoon, I know all of my leads are being taken care of because everything is in SalesWise. I know my colleagues can respond to any leads because they can just “Follow” my accounts and #CheckTheCard. I don’t have to fret about my colleagues pinging me while I’m relaxing on the beach because they have full transparency and they #CheckTheCard. (It’s fun to say.) If someone were to leave the company, SalesWise works the same way.

Okay, one more example — I started a couple weeks ago, and one way I’m ramping up quicker is by using SalesWise. I can go through SalesWise looking at the history of relationships for Closed Won (and Closed Lost) Opportunities to understand what it takes to close a deal. I can see who are the key contacts, what are the common objections and rebuttals are. I was able to ramp up much faster than previous roles because I (you guessed it) #CheckTheCard.

Truth is, I can go on and on about how SalesWise is going to be great for me as a BDR (and beyond). However, you have to see it for yourself. Like me, maybe you’ll happily wave goodbye to the old way of driving leads.

You can give SalesWise a try with a 14-day Pilot, but first, let me set you up for a demo (ryan@saleswise.com). I have a wedding to pay for. 🙂

– Ryan Tolle

(Connect with me on LinkedIn)

Ryan Tolle