sales and football success: saleswise scores

Sales and Football Success: How Greater Visibility Scores

There are a few signs that summer is coming to a close: Labor Day weekend cook outs, cooler temperatures, Q3 winding down, and the return of football. For football coaches and sales leaders, the long road to the “big games” of the year begins – whether it’s meeting end of the year goals or making it to post-season playoffs. Every good coach – in sales and sports – knows that a strong playbook is the key to success, combined with good coaching and great players. In this post, we discuss the benefits of SalesWise as your game film, playbook, and coaching guide to lead you to success.

See the Last Game Played

In any meeting, it’s crucial to know when – and the outcome of — the last time you met. CRM acts as a great highlight reel, but it doesn’t complete the larger picture. In fact, we found in our research that 76% of events aren’t ever captured within CRM. With SalesWise, we show graphically when the last meeting was, and most importantly, who was in attendance. As a sales manager, you can see if the star players were in the meeting, or if they were sitting on the bench. The absence of these key decision-makers may indicate that an account needs some attention, and allows you to step in for further coaching.

Analyze First Downs and Fumbles

Whether it’s in sports or sales, fumbles are inevitable. But having the ability to “review the film” allows leaders to analyze why it happened, and better coach their sales representatives so that the same mistake doesn’t happen again. And while pipeline meetings have traditionally been an effective coaching strategy, being able to see the actions, rather than the representative’s description of the actions, allows more effective and efficient coaching. On the flip side, once you develop the recipe for success, it’s important to replicate it – especially when new members are added to the team. With SalesWise, you’re able to see the play-by-play of every relationship, including the calendar events, email messages exchanged, contact information for key players and crucial documents needed to close business.

Build on Success

When it comes to winning championships, it takes more than just a good offense. The combination of offense, defense and special teams performing at their best makes the organization as a whole successful. We know this at SalesWise, which is why our platform enables better communication between functional groups after the touchdown. Without per-seat licensing, you can easily share the details of every account with Finance, Customer Success, or anyone else that may have an interest. You always want your customers to have the most positive experience possible, and a more informed team provides that. In addition, this historical information, SalesWise helps you easily see up- and cross-sell opportunities that may have been lost in CRM. In fact, SocialToaster uncovered about $1 million in opportunities that were previously overlooked.

 

Coaching is key when it comes to setting your players – in this case, the sales reps – up for success. By providing the right tools and visibility into accounts and historical data, SalesWise enables sales leaders to be more efficient and effective coaches than ever before.

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/.

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!

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.

SaaSquatch – Time for a Change in the Pay Per Seat SaaS Model?

The Last Big One

Salesforce.com was founded in February of 1999.   Best I can tell, that was the beginning of the last real innovation in the business of software.   The pay as you go, pay per seat business model directly challenged the prevailing model of large up front software license fees and perpetual maintenance fees.  Folks my age remember the bright red circle and line through the word “Software” that was integral to the early messaging and positioning of SFDC.  Needless to say – Salesforce.com and Marc Benioff were right, and through a ton of hard work and market making transformed the Software industry into what we affectionately now call the “Cloud”.

That was 17 years ago.   Other than a few derivative business models such as “Freemium”  coined in 2006, there has been a complete absence of innovation in the business model of how SaaS companies charge for their products and services.   For a while, the per-seat model made a ton of sense and was good for everyone.  Enterprises enjoyed massive reductions in upfront fees and eventually could materially reduce CapEx as solutions moved more and more to the cloud.  The SaaS providers enjoyed stable recurring monthly revenues, easier and more frequent product iterations, and far quicker enterprise sales cycles.  Even the economics made sense regarding the cost of goods to deliver SaaS – each big customer required more storage, more processing, more servers and co-locations.  But something changed.  And the business model of SaaS did not not keep up with innovation.

Really it was two things that changed at about the same time:

1)  The number of SaaS providers exploded causing a massive migration to the Cloud for nearly all newly purchased enterprise software; and,

2) The cost of building software, storage, and processing plunged as AWS and others created today’s modern cloud infrastructure.

Proliferation of SaaS Solutions

There is tons of data on the proliferation of cloud apps and it all points up and to the right with regard to how fast SaaS (used to be ASP and now it’s “Cloud”) applications are growing inside mid to large enterprises.  It’s not just Salesforce.com and Box anymore.  To name just a few SaaS segments that have exploded over the past five years:  CRM, ERP, Marketing Automation, Document Management, Finance, HR, Cloud storage, Disaster recovery, Customer Service, and many more.  It is not uncommon for an enterprise to have 30 or even 50 SaaS providers.   That’s a lot.

For many, the proliferation of SaaS solutions creates a data mess.   While each platform may serve its purpose well, companies with any scale are discovering that data is trapped in SaaS silos and difficult to use in support of the “rest of the enterprise”.   For example, SFDC may work well for sales and customer service reps who live in the application all day long, but it fails to provide easy access to Product, Marketing, Finance, Integration teams, Legal, or even the C-suite.  Many companies invest hundreds of thousands, if not millions, to create customer solutions that work across the enterprise but with the pace of SaaS innovation, will likely find themselves back in the SaaS data disaster that has been created.

Interestingly, SFDC understands this issue and hopes to solve it by becoming the center of the SaaS universe with their ecosystem – AppExchange.  Smart.  However, for now, most integrations create a “dumping ground” of data that exacerbates the difficulty of non-sales functions to find what they need to better perform their jobs.   Meanwhile,the once innovative SFDC per-seat business model has now become near-universally despised for taxing growth and success.

Silo’s are Silo’s?

The reality is that Sales reps are the only ones that need all of SFDC, marketing folks are the only ones that need all of Marketo, Finance same for NetSuite, and the list goes on.   However, almost everyone in the enterprise needs a little something from nearly every system to arm themselves with the data required to better perform their jobs.   This is where the pay per-seat business model falls down.   Compounding this pain is the reality that no one wants to learn and use multiple UI’s to get all the data they need.

So…. perhaps SFDC continues to conquer the world and becomes the center of the enterprise data universe?  Maybe.  But now we are back to the reality that per-seat pricing does not work for everyone in an enterprise.   Perhaps it’s time for innovation in the business of SaaS.

Time to Innovate the Business Model of SaaS

What if each functional area of an enterprise could cherry pick the data they require to better perform their jobs from across the enterprise SaaS landscape?  What if you could reduce your current per-seat SaaS costs by up to 30% and pay a simple flat monthly fee for enterprise wide access to all your data in your SaaS investments?   This is what we are building at SalesWise — delivering each person all the data they need to better perform while eliminating up to 30% of the cost of SaaS seat licenses like Salesforce.com.

Take the free Salesforce Audit here to see how much you could save while driving better performance across the enterprise.

Enabling Salesforce-for-All With No Per-Seat Additions

In an earlier blog, we talked about the biggest problem with Salesforce according to Forrester Research. To recap, studies found that a “rigid and inflexible pricing model” registered as the top complaint among companies that hoped to do more with this excellent CRM.

While the pricing structure remains a problem, there’s an even more significant issue from a productivity standpoint: uneven Salesforce adoption by sales teams and the resulting data corruption. Your CRM can only be as good as the data inside it, which will degrade rapidly without constant updates.

No Time for Data Entry

Successful Salesforce adoption has always faced challenges from reluctant sales teams that are under intense pressure to shorten the sales cycle. From the point of view of these sales professionals, it’s easy for repetitive data entry to get pushed way down on the priority list when there are quotas to hit and active prospects on the line.

When sales people don’t have time to update the CRM, or they speed through the task so fast that errors creep in, the inevitable result will be inaccurate, out of date, no good data. This has been precisely the case for many firms, and it severely impairs the effectiveness of their CRM. If you already have Salesforce in place, you need better control over your data. If you don’t, you need to be certain that your sales teams will actually use Salesforce effectively before you commit to substantial investments of time, resources and training.

The Answer: Enterprise Intelligence

Here is the answer to all of the above complications. SalesWise can open up a single Salesforce access point to every single person in your company for zero additional costs. That means everyone in your organization gains the ability to work better together without having to worry about inflexible pricing. Meanwhile, your sales professionals don’t have to waste their critical sales time in updating the CRM. With increasing global competition and the accelerating speed of business, a few minutes can be the difference between a close and a wasted effort. And, over the course of a year adds up to serious revenue.

Picture how much more organized and productive your sales teams will be once they are liberated from busy work like data entry and reporting. This elegant, cloud-based enterprise intelligence platform will do just that. The gorgeous SalesWise UI was developed from the ground up to clear away all distractions and allow sales teams the freedom to do what they do best: sell.

For a substantially lower investment, you can get access to the most powerful tools in Salesforce, share them all across your organization for closer collaborations and ramp up productive sales time. What else could you want? Actually, quite a bit more.

Deal Visibility: The Original Goal of CRM

To secure higher revenues in the new economy, you will need to share more than just access to Salesforce. Your sales team should be knowledgeable about every interaction and every document relating to a specific client. Nothing should be lost inside Dropbox, Evernote, email attachments, social media exchanges or messaging apps.

SalesWise acts like an intelligent personal assistant that immediately lays out a true picture of what’s going on with any deal and any prospect. In practice, that translates into instant, transparent deal visibility for effective pipeline management. Not coincidentally, that’s exactly what CRM was supposed to do in the first place.

The End of Oversharing

Is it possible to share too much information? Absolutely. Anyone who’s ever gotten stuck inside an email chain where everybody automatically hits “Reply All” knows the frustration of TMI. SalesWise keeps you one step ahead.

The unique SalesWise platform was carefully designed to allow you to share what you want with who you want. Maybe the CEO needs to be brought in on the most important deals. Maybe Production has to get involved on a personalization or localization issue. Undoubtedly, Finance will need to be involved on some deals but definitely won’t want details on all of them. The power to dial sharing up and down is in your hands.

This facilitates team selling, vacation coverage, field office reporting, mobile presentations, new hire training and a host of issues related to today’s more complex buyer’s journey.

Direction and Purpose

Try out SalesWise Enterprise Intelligence for free and see how good it feels to make your entire sales team more productive with one application to connect everything. How much of your day do you want to spend toggling between windows just to figure out what you’re doing next? In a glance, the SalesWise dashboard informs you the stage the customer or prospect is in at the moment, when they were last contacted and the probability to close.

To start your sales team off in the right direction, sign up for Wise & Shine. This early morning daily email gives a comprehensive overview of the day’s meetings, goals, notes and all the documents your team will need to organize a more successful day. You’ll break out of the gates with direction and purpose, while the competition is still doing their data entry from yesterday.

Sources:

https://www.saleswise.com/how-to-eliminate-90-of-the-cost-of-salesforce-com/

http://blog.thetasgroup.com/smart-sales-blog/4-common-salesforce-data-entry-mistakes-and-how-to-fix-them