Smartpen Drives Better Sales Results
The Pulse™ Smartpen — when combined with Sogistics methodology — helps sales teams to overcome many hurdles. Here are just a few:
- Sales Challenge: Lack of Traction at the C-Level
Many sales teams face great difficulty in engaging senior executives in business and/or strategic conversations (leading to vulnerability of core products and services from cheaper priced competition).
Solution: Smartpen technology helps salespeople radically improve competencies by gaining immediate feedback on skills — moving learning seamlessly and continuously from the classroom to the field.
- Sales Challenge: The Two Enemies
Salespeople often revert back to the familiar (calling at the mid-level exclusively) and comfortable (talking about products, not solutions). This occurs even after extensive training in new methods, strategies, and skills.
Solution: Sogistics application — built within the Pulse smartpen, contains built-in, smart prompts to new training that helps salespeople better apply new learning. Additionally, it audits the execution of new competencies by making critical conversations transparent to line sales managers.
- Sales Challenge: Product Myopia
Many salespeople are product myopic, not seeing a bigger picture around creating and capturing new types of customer value. Product centric salespeople prevent the achievement of true client potential and optimizing customer wallets.
Solution: The Sogistics/Pulse system helps salespeople to better understand what business they are in — client results, not products. It accomplishes this by guiding how salespeople position, especially in executive level sales calls where conversations and relationships must focus on strategic (not product) value.
- Sales Challenge: Creating Businesspeople Who Sell
Salespeople often have difficulty grasping the important nuances of a complex business discussion. As a result, conversations revert back to product and service language, and important client productivity and differentiation solutions are never created nor realized.
Solution: The Pulse smartpen captures the all important strategic nuggets of a conversation, allowing for important review and recapture later on. The smartpen can also prompt salespeople to ask more intelligent, strategic questions that customers find more meaningful and relevant.
How else does the smartpen make sales teams smarter/quicker?
Information = Opportunity: Key information is typically lost in sales calls because prospects and executives talk much faster than salespeople can capture information. Around complexity, salespeople often have difficulty grasping new business models and important new technologies, leading to important customer information being lost forever.
Measuring Sales Force Effectiveness: How good are your salespeople? This can be extremely difficult to determine, since most sales calls are done in the offices and cubicles of customers — away from the eyes and ears of sales managers. The smartpen makes a sales call transparent, helping sales managers better determine the true effectiveness of their sales team.
No Feedback = No Change: For true behavior change to occur, feedback is a critical component. In other words, until one gets specific feedback on the quality of their sales calls, the salesperson is doomed to repeat the same mistakes, leading to the perpetual loss of valuable selling opportunities.
Information Overload: Salespeople are bombarded today with new training, endless data, complex technologies, and different processes. Call it information overload. Subsequently, they have difficulty applying recently acquired knowledge, strategies, and skills learned in the classroom to the only place that truly matters — the field.
Bottom Line:
The Sogistics + Pulse Smartpen is a radical productivity mechanism that changes the learning game for any leader interested in building a smarter sales team that can more quickly connect and add value to customer strategy.
Bottom line: Educated salespeople = Differentiation. Sales teams who grow themselves, grow better customers. And, when customers grow, sales grow. It's that simple — Sogistics + Pulse Smartpen makes it all possible.
To find out more about how to apply Smartpen technologies to sell smarter, faster, call us 330.487-0300 or Email Us.