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.

How to Ask Your Customers to “Be Mine”

How to Ask Your Customers to “Be Mine”

It’s nearly Valentine’s Day and we all have love on our minds, right? Well, maybe…

While you may be hitting up the nearest florist shop or chocolatier’s quarters on your way home from work, as a sales manager, you’ll be spending the day like any other – pursuing leads with your team. What if you took this commercialized-holiday-of-love as an opportunity to ask yourselves, “How will I ask our prospects to ‘be mine’?” Following are a few tips from a few Wise (and smooth) Guys.

Be Attentive.

You can’t exactly woo a woman, or a customer for that matter, unless you are attentive to their needs. Being attentive to a prospect’s needs involves having access to information. With multiple departments – sales, finance, legal, etc. – likely communicating with your prospect, too, attention requires coordination and collaboration.

At SalesWise, we enable teams to be more attentive through our Discover console. Here, we go beyond the CRM and limitations of your per-seat licenses to access customer information. We help sales leaders and their teams to see the real-time status of accounts. We couple your Salesforce CRM data with account-based relationship activities, such as meetings, tasks, email exchanges, documents and more, to allow you to Discover the prospects with the greatest needs and/ or potential.

Now, if only there was a barometer like this for dating, right?

Show Them That You Care.

Knowing who to send your valentine to is one important step. Sharing the right message and/ or delivery channel is also equally important. It’s in these ways that you show your Valentine (or customer) that you really care.

With SalesWise’s proprietary Cross-Application Relationship Data (CARD) platform, you can gain greater visibility into the vital details of the communications that are already taking place across functions within the enterprise. In one simple view of the CARD, you can see up-to-date information to help you more effectively manage your growing sales relationship. Armed with this critical intelligence, you and your team will be able to send messages that will resonate favorably with your target customers.

And, no, a text message is not a valid Valentine’s Day gesture.

Find the Right Timing.

So you have the flowers, the chocolates, and the sentimental card, but when should you deliver the burning question…“will you ‘be mine’?” Most sales professionals have heard that it’s best to make cold calls late in the afternoon or that Thursday is the best day to prospect (The Brevet Group). But we all know every customer is different.

With SalesWise, you can filter your customer data by given time periods to ensure you and your team are not missing out on opportunistic moments. For example:

  • Meetings held last month with no follow-up
  • Accounts to close this month with no emails or meetings in the last week, etc.

Timing is everything when it comes to sealing the deal. Don’t let another Valentine’s Day pass without exploring the possibilities with SalesWise’s Business Relationship Intelligence. Visit www.saleswise.com/get-started.

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/.

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.