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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.

SalesWise Sales Game

Three Signs It’s Time to Up Your Sales Game

Everyone knows you have to have “game” to close deals and solidify the sales relationship. But what should you do if your sales have slumped and solid leads are coming in at a snail’s pace? There are many reasons performance may be temporarily lacking. Here are three telltale signs it may be time to up your game:

Sign #1: You’re struggling to get updates from your sales team.

Your team works hard. Inevitably they feel inundated by the amount of data entry they need to complete while also ensuring to spend adequate time selling. In fact, sales professionals spend only 33% of their time selling (Toutapp). They spend an average of four hours per week updating Salesforce. The reality is, you’re not alone. Yet, Salesforce itself reports that 91% of CRM data is incomplete.

Therefore, do you spend time motivating, inspiring, incentivizing, or maybe even antagonizing your team into completing their CRM updates? Or, do you look at the real dilemma? Truth be told, what you really need is greater visibility. Your CRM solution is only as useful as the data it holds. If most of the data is incomplete, you need to look elsewhere. The real relationship-building is taking place outside of your CRM. Instead, it’s in your team’s inboxes. It’s their email communications, the meetings on their calendars, shared documents, and more. Transparency breeds more effective sales outcomes – time to get wise!

Sign #2: Productivity is a never-ending challenge.

A wise guy once said, “Don’t be busy, just be productive.” So, what’s keeping your team busy?

Part of it may be the CRM data entry we just talked about. Another part may be all of the other disparate systems your team is utilizing. IDC reports 61% of employees typically access four or more systems to get the information that need to do their jobs. Moreover, in their 2015 Workforce Transformation Survey, they additionally reported that 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.

Other productivity killers? When asked what gets in the way of work, employees say wasteful meetings (59%) followed by excessive emails (43%) (Workfront 2016 Survey). Perhaps it’s possible that in your best efforts to increase productivity and the flow of information – through regular status update meetings and/ or a continuous trail of CC/ forwarded emails – you may, in fact, be enabling a less productive work environment.

At SalesWise, we resolve common sales productivity issues with our proprietary Cross Application Relationship Data (CARD) platform that aggregates all of your sales relationship data into one simple view. In turn, you reduce the need for recurring sales-update meetings and decrease email workload by 30%.

Sign #3: You feel like you’re on an island.

In today’s corporations, it’s impossible to achieve effective sales without the efforts and collaboration of other interdepartmental groups (e.g., accounting, procurement, legal, etc.). According to a 2005 study by McKinsey, only 25% of senior executives surveyed described their organizations as “effective” at sharing knowledge across departmental boundaries.

Equally important to your external sales relationships are these internal relationships taking place within the walls of your organization. Truth be told, when divisions are siloed, so is your data. As long as your team feels like it’s on an island and/ or communication with these departments is cumbersome, lengthy, or worse, ineffective, your sales may suffer. In fact, 86% of employees and executives cite lack of collaboration or ineffective communication for workplace failures (Salesforce).

At SalesWise, we believe in democratizing your data as a means of driving stronger, more effective alignment and collaboration. No matter how your team or customers change, all of your relationship data is organized and instantly accessible to those who need it most – whether on your sales team or in the marketing department.

Merriam-Webster defines “game” as “a procedure or strategy for gaining an end.” Whether in a slow season or at full capacity, your team should feel ready to take on the challenge without concern that opportunities or contacts will fall through the cracks. Learn more about SalesWise’s Business Relationship Intelligence by visiting www.saleswise.com/get-started.

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.

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.

Sales at a Stalemate

Sales at a Stalemate?

It’s still January and though you have set your sights on a banner year, your sales pipeline may be telling a different story. Why is it that sales seem so much harder these days? And, how can your sales team cut through the noise to create meaningful connections and successful sales?

Finding the Connection

With advancing technologies and growing corporations, the sales cycle has become even more complex. Where sales used to be one-to-one, now most B2B buying decisions involve 7-8 people (Gartner). That’s a lot of decision makers! How can you possibly make all the connections?

Traditionally, connections are tracked in your CRM system. However, with growing contacts, the feasibility of updating all those records becomes wholly inefficient for your team. In fact, today’s sales professionals update an average of 60 CRM records a day, and only spend 33% of their time actually selling (Toutapp)! There’s a need for a better way.

The reality is that much of sales relationships are fostered through your sales team’s inbox. Whether that’s an email, meeting, or shared document, a lot is taking place in the space between your team’s individualiz inboxes and CRM database. That’s why, with SalesWise, sales professionals discover an average of five times more contacts.

An essential step in creating meaningful connections is to first identify all those connections. Don’t get lost in the space between.

Making the Connection

Thank goodness you now have all the cards and players before you. But, what now? How do you make that connection meaningful? You’ve likely heard it before – as Entrepreneur recommends, you have to help your prospect buy rather than simply trying to sell to them. According to CSO Insights, sales teams have a 56% greater chance to meet quotas if they engage a buyer before that buyer is contacting the seller.

That requires your team to get curious. Ask your prospects questions, and work to build more personal connections. Access to data will become even more crucial as you work to anticipate your prospects’ needs and respond to them preemptively.

Business Relationship Intelligence (BRI) allows for full-access to critical data unencumbered by traditional per-seat licenses. Just as your contacts externally have grown, so have your internal contacts. With SalesWise, there are no limitations on who can access crucial customer data. Strategic collaboration between your sales team, marketing, finance, procurement and other functions enable more capable responses to prospects and customers – which, in turn, leads to more successful sales.

Don’t let sales get stuck in a stalemate. SalesWise offers sales leaders 300% more visibility into your team’s relationships and interactions with prospects and customers. Know everything. Be prepared for anything.

Learn more about SalesWise’s Business Relationship Intelligence platform by visiting www.saleswise.com/the-platform/.