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.

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)

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.