Email_Overload

Why We Need to Reinvent Email

Every year brings new sales and marketing strategies promising to revolutionize the way organizations engage and do business with one another. But there are a few fundamental practices that haven’t changed despite all these revolutions that may hinder true progress. Over the next few weeks, we will examine some crucial business practices that haven’t evolved with the times. First up: enterprise email.

Think about it: for the last 20+ years, professionals have spent hours filing emails (conversations) into folders, CC’ing colleagues for input, and forwarding when others aren’t included in the first place. Reuters says that the average professional spends 40% of their day in their email inbox, checking, responding, and organizing emails.

For now, email is a necessary evil. It’s the primary – and most practical – way to communicate with external contacts, share documents and files, and with the addition of tools like Google Suite and Office 365, combine calendars, emails, and contacts in a central location for individual professionals.

But therein lies the problem with email — it’s exclusively accessible to the individual user, not to key constituents who would benefit from access to this information, documents, and contacts – it’s knowledge.

The latest push in sales and marketing today, Account-Based Sales and Marketing, relies entirely on information sharing and enterprise-wide alignment. And yet, traditional email is not conducive to this kind of collaboration – it hinders it.

The result is a dependence on CRM and meetings to try to catch everyone up – requiring more administrative work for teams and more time away from doing actual role-specific tasks. Currently, sales teams only spend 1/3 of their day actually selling, according to a report from Docurated. As Account-Based Everything continues to grow, there will be a shift away from segregated information. This is when platforms, like SalesWise, will become more and more critical to collaborative organizations. This will go beyond sales and marketing efforts and touch all aspects of customer-centric organizations including customer success, product management, and more.

See how SalesWise has revolutionized traditional enterprise email driving alignment to key information across the enterprise today. Or, download our recent research summary, Connecting the Account-Based View to learn more about the inefficiencies between CRM and Email.

Sales Hard Talk Podcast with SalesWise CEO Gregg Freishtat: Business Relationship Intelligence

SalesWise CEO, Gregg Freishtat was recently featured on an episode of Sales Hard Talk by Top Sales World with Barbara Giamanco. In this interview, he shares his insights on Business Relationship Intelligence and how it helps salespeople focus on what they do best – sell.

Enjoy the Interview!

Top Sales World (TSW) is a unique location dedicated exclusively to the profession of sales and our primary objective from day one, has been to redefine the parameters governing sales team performance. In effect, TSW is the world’s first online “sales hypermarket,” with the shelves stacked with every conceivable resource front-line sales professionals and their managers could possibly need.

TAG Sales Leadership Podcast with SalesWise CEO Gregg Freishtat: Business Relationship Intelligence in Sales

TAG Sales Leadership Podcast with SalesWise CEO Gregg Freishtat: Business Relationship Intelligence in Sales

Listen to this TAG Sales Leadership Society podcast on how Business Relationship Intelligence is critical to modern and future B2B sales. Barbara Giamanco, TAG Board Member and best-selling author, hosts Gregg Freishtat, SalesWise CEO.

From Barbara:

In this episode, I talked with Gregg Freishtat, CEO of Saleswise about a new category that has huge, positive implications for improving sales performance and productivity. Gregg starts us off by explaining what he means by Business Relationship Intelligence, many of the challenges he sees customers facing, how CRM can’t be the only productivity tool you rely on and some of the current/future trends Gregg sees in modern sales organizations today.

Enjoy the Interview!

The Technology Association of Georgia (TAG) Sales Leadership society serves executive sales management professionals and sales operations leaders in the Georgia Technology Community.

Understanding Your Customer’s Needs (Before They Know They Need it)

Understanding Your Customer’s Needs (Before They Know They Need it)

 

As one of the oldest professions, there have been many philosophies through the years about how to sell more effectively. While it’s not a new concept to sell to a customer based on their needs (e.g., solution-selling), it is a relatively new concept to sell to a customer based on the needs they don’t yet know they have. This is better known as insight-selling.

Here are five key components sales leaders should look for in understanding their prospective customers’ NEEDS:

Necessity

Every business has a unique roadmap. It’s the way in which they carry out the core functions of their business. Before your sales team picks up the phone to cold call a prospect, it’s imperative that they understand the nature of the customer’s business and the innate needs that customer may have. When asked, only 13% of customers believe a sales person can understand their needs (The Brevet Group). Not doing your homework is one thing. The reality is the data is likely already there. Work with your company across divisions to share your collective insights into the necessities of these customer targets. It’s not likely they would ever even be on your list of prospects if you didn’t have an initial understanding of their core business needs.

Enterprising

It takes a wise guy to know a wise guy. As expert Wise Guys, we understand the need (and pressure) for business leaders to show innovation and enterprising qualities on the job. Perhaps the most important factor in selling to a customer before they know they need what you have, is understanding this need for the customer to be the discoverer.

Yes, you reached out, but it’s the wise customer who was resourceful in discovering the advantages they may bring to their organization through your product or solution. Allow your customers to show the initiative within their company. The decision is rarely left with one individual alone these days. In fact, on average, 5.4 people are involved in today’s business-to-business purchase decisions (CEB Global). By allowing your prospect to show his/ her enterprising nature, the customer, in turn, becomes the champion for your solution among the many purchase decision-makers.

Execution

Another key need for the successful champion is to clearly and simplistically outline how your solution can be effectively implemented. Sure, you know the plan, but to effectively sell it, you should put your customer in the driver’s seat and give them the “race car” experience. Allow them to feel the speed, the wind across their face, and the exhilaration when they cross the finish line. Depending on your business model, this could look as simple as a detailed case study or customer testimonial from a similar industry or it could be as hands-on as a demo or trial program. Remember: talk is cheap and seeing is believing when it comes to effective sales.

Direction

Keeping with the race car analogy, the car is on the track, but we all know this isn’t just one race. Selling to a customer involves understanding their need for direction beyond the first lap or test drive. In many cases, this could be the need for projections or ROI. Clearly defining and demonstrating how your solution or product will help their business to grow and gain trajectory over their competitors is a crucial step. It’s what ensures quality and sets the foundation for not only a more immediate sale, but also a long-term, trusting sales relationship.

Sales

Finally, the last factor you should never overlook when it comes to understanding a customer’s needs is their need to sell! How will your product or solution enable them to sell? This could be a direct sell in terms of a solution that furthers their operational structure. Or, it could be a metaphorical “sell” in which a sale is equal to their company’s definition of success or end goal. Consider how your solution or product will be used within the core functions of their business and be proactive in communicating how it will enable a win for their business.

Selling to a customer before they are even shopping for your solution or product (i.e., insight-selling) requires access to insights. Business Relationship Intelligence (BRI) offers companies and sales teams alike critical insights into their customers’ needs and experiences in order to effectively sell and build a positive sales relationship. Learn more at  www.saleswise.com.

SalesWise Discover Console

SalesWise is Helping Sales Teams Discover Deals And Win Opportunities

SalesWise has always gone beyond the CRM to help sales leaders understand the statuses of the most important accounts. To that end, we are releasing the latest Discover. Now, leaders and their teams can find opportunities and accounts based on activities.

SalesWise Discover Console

Discover Opportunities. Discover Activities. Win Deals.

From Day 1, every Account and Opportunity is extracted from Salesforce and synced with SalesWise. Couple your CRM data with account-based relationship activities, and you have a powerful way to find accounts needing attention and how.

From the Discover console, surface Accounts by activities in a new, powerful way. Simply filter activities by

  • Meetings
  • Tasks (Salesforce)
  • Emails
  • Documents
  • Notes (Salesforce)

Combine these filters given time periods to identify accounts requiring your absolute attention including — great to ensure deals don’t fall through the cracks.

  • Opportunities to close this quarter with no scheduled next step
  • Opportunities to close this month with no emails or meetings in the last week
  • Meetings held last month with no follow-up
  • Accounts with lost opportunities with no touchbase in the last 90 days
  • Many, many more!

Create the searches important to you!

Want to learn more?

Contact a Wise Guy today to find out how SalesWise can provide clarity and continuity into your customer relationships to drive greater productivity across the enterprise.

A New Year for Sales Resolutions

A New Year for Sales Resolutions

It’s a New Year and perhaps you’ve already outlined a number of personal resolutions you hope to accomplish during 2017. But, what about your sales team? What resolutions do you hope to make professionally? Fear not – SalesWise has you covered with these five common sales problems that we’ll be sure to help you resolve in 2017!

1. Lack of Data

One of the chief challenges a sales leader can face is an insufficient sales data. Maybe:

  • Your sales team struggles to find the motivation/ time to enter the customer data or sales activities (e.g., 71% of sales professionals believe they spend too much time on data entry according to Toutapp);
  • There’s virtually no data (e.g., Salesforce reports 91% of CRM data is incomplete);
  • And/ or, the data that you do receive is already outdated or inefficient (i.e., CRM data by nature is reported after-the-fact vs. real-time customer interactions taking place).

In fact, we’ve found that most of the valuable relationship data is locked away in individual email inboxes and calendars. Why work so hard to uncover the data? With SalesWise, we aggregate the data from every message, meeting, document, and person involved so that you gain a clear view into key relationship insights.

2. Lack of Productivity

Every great sales leader knows that effectively managing your team’s productivity is a critical factor contributing to overall sales success. The less time your team has to sell, the less sales they can close. So, what contributes to a lack of productivity?

  • As we recently shared, when asked what gets in the way of work the most, employees said wasteful meetings (59%) followed by excessive emails (43%) (Workfront 2016 Survey).
  • 40% of salespeople still use informal means to store their lead and customer data such as Microsoft Excel or Outlook (HubSpot).
  • According to B2B Lead, 50% of sales team’s time is wasted on unproductive prospecting.

Productivity matters not just when it comes to the quantity of hours in the day, but more so the quality of time being spent on customer relationship building and selling. On average, sales professionals spend 33% of their time actually selling (Toutapp).

SalesWise helps keep your team productively focused. We decrease email workload by 30% by eliminating the need for CC and forwarded emails, as well as internal catchup meetings on the status of your team’s deals.

3. Lack of Visibility

You may be asking yourselves how you can ensure a necessary level of visibility of your sales team’s status without regular reports and meetings. And, despite the fact that you may currently feel that you have a strong level of visibility with a participatory sales team, it can never compare to real-time data with a full 360-view of customer interactions (a.k.a. Business Relationship Intelligence).

With SalesWise’s proprietary Cross Application Relationship Data (CARD) platform, all of the data you need to review existing customer relationships and to even grow new relationships is readily available. On average, our customers discover 5-8 times more contacts and increase visibility by 300% beyond their CRM system. The CARD always remains up-to-date, seamlessly synchronizing across your systems – CRM, inbox, calendar, contacts, documents and more – to share real-time critical intelligence to help you lead, predict, and plan more effectively.

4. Issues with Siloed Divisions

It comes as no surprise that many organizations struggle with siloed divisions. When it comes to sales, these structures can be extremely limiting and consequently inhibit sales success. McKinsey found nearly 80% of senior executives surveyed in a 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.

When divisions are siloed, so is data. Who says your sales team is the only one that needs data? In reality, many other functions within your company – such as finance and legal – contribute to the sales process and/ or customer experience.

At SalesWise, we believe in democratizing your data as a means of driving stronger, more effective alignment and collaboration across your teams. You can rest assured that no matter how your team or customers change, all of your data is organized and instantly accessible for those who need it most.

5. Challenges with Rising Costs

When it comes to running an effective sales team and organization, keeping your costs low while increasing sales success is key. Traditional per-seat pricing models, usually associated with CRM and SaaS systems simply don’t work for growing sales teams and certainly don’t promote data accessibility to those outside your sales team. That’s why SalesWise believes in a pricing model that truly rewards growth instead of taxing it. We deliver key relationship data access across your enterprise without per-seat fees.

Traditionally, people have a 92% failure rate in following through on their New Year’s resolutions (StatisticBrain.com). Debunk the norm and let this year be your year for sales team success! Learn more about SalesWise by visiting www.saleswise.com/the-platform/.

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/