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60-Second Sales Call Checklist

60-Second Sales Call ChecklistMuch like how you would warm up before a workout session, you should prep for success before making a sales call. Knowing certain things before calling a prospect will give you leverage during the sales call. If you have the right tools, this important prep needn’t take much time at all.

To help, here is a 6-step sales call checklist which you can do in 60 seconds:

  1. Confirm your CRM contact data: Being armed with the correct information for the lead’s address, website, hours of operation and phone number will make for a smooth call from the outset. If anything is incorrect, you can quickly update it.
  2. Review your lead’s background information:  Knowing the particulars like the lead’s industry, revenues and employee size will show that you did your homework. From their perspective, this shows you are paying attention to them, and they’re not just another number on your call list.
  3. Familiarize yourself with the prospect’s neighborhood:  It’s important to know the local area so you can make a connection during the call. Mentioning other clients you serve in the area can be an icebreaker and an opening for you to show why you deserve their business.
  4. Research the person you are calling on LinkedIn: If he or she is connected to contacts in your LinkedIn network, or shares similar groups or business interests, you can mention it on the call.
  5. Find local accounts that are similar to your lead: Being able to talk about other clients you serve in their region that are similar can indicate how you can also help them.
  6. Reference similar products or services purchased by nearby customers: Having knowledge about which customers have similar pain points (and thus purchased the product or service you are selling) is a great way to help your prospect visualize how your solution will be a fit.

These steps can be accomplished quickly with our cfMAPP app for Salesforce, which provides a local map and links to the above information for leads, opportunities and accounts. Several of our customers have told us about how the app helps inside sales reps to do fast basic research before each call, helping them feel more prepared.

If you have other tips that are useful, share them in the comments and let’s have a discussion. We’d like to hear how you go about your pre-call checklist, and what’s been working for you.

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Five Effective Ways Sales Reps Can Use cfMAPP

Screen Shot 2014-08-27 at 3.11.08 PM

Connecting with prospects is challenging even for the most experienced sales professionals. Some hurdles you may face are field competition, lack of customer confidence and getting the attention of your prospects.

These obstacles can be overcome by using the right tools when you approach a lead. Here are some ways that our customers say they use cfMAPP, a Salesforce geolocation map app, to bolster sales prospecting efforts:

Prospect Leads By Neighborhood: Conduct research on potential clients by sorting through local and neighborhood data so you can have up to date information about other clients you may have in the area. Relaying information about your local connections in the community can lend you credibility. Layer in some scoring data (likely to buy or likely product) to sort who you call first.

Ease of Use in Event Planning: With cfMAPP, you can track and compile lists of potential attendees with just a few clicks and keystrokes. If you’re hosting an event near current clients or one’s you’d like to prospect, you can find them easily using the mapping function. Add and act on fields like last activity date or last sales touch so things don’t fall through the cracks.

• Find Common Connection: While a prospect will buy based on your value proposition, they are buying from you! Establish rapport early in the call with a common connection that you can find by researching their neighborhood, and your LinkedIn network, groups and interests.

Precise Client Tracking: By using filters in lists presented by cfMAPP, you can determine which local accounts you’re servicing that are in close proximity to your current prospect.

• Select Radius Distance for Research: In some cases, it makes sense to research, compare and reference a small geographic area, say 5 or 10 miles. In other cases, cast a wide geographic net like 100 miles and then filter the list based on other criteria.

If you’re a current user and cfMAPP has helped you better manage your sales work, let us know in the comments below. We’d love to hear from you!

For more information on the cfMAPP app, visit our product page on valgen.com.

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How Can Geographic + Account Data = More Appointments for Inside Sales Reps?

Salesforce Geolocation Like PBJ Data and Maps Better Together

Can you recall the last time something that you valued was added to something else, making it more convenient for you to use? How about when peanut butter and jelly were fused together, resulting in a delicious quick snack for the kids?

Just like a PB&J sandwich, cfMAPP, a Salesforce geolocation map application designed for phone prospecting and selling, provides twice the value as it merges account data and geographical information. This allows inside-sales reps to make connections quicker on their pitch calls which can lead to more appointments and increased sales. But how?

Salesforce Geolocation Map App cfMAPP

  • Geographic data helps reps visualize prospect and customer data on a map before the pitch call. Reps can research local customers & accounts near the prospect they’re contacting. Showing how many nearby customers their company has helped during the call can forge an instant connection with the prospect.
  • Account data gives reps a clear picture of which clients are near their prospect and how many sales have been made. This information allows them to name-drop. This is beneficial because reps can then build a rapport with the lead by discussing local sales. It’s also a plus to let prospects know that other clients in the area trust you with their business. A true icebreaker and selling point!

You see, so the cfMAPP app is much like the classic PB&J in that it takes two great things — Geolocation + Relationship data – and transforms them into one convenient bundle on Salesforce, bringing value to inside sales reps.

More meaningful connections during phone conversations = More appointments!

For more information on the cfMAPP app, visit our product page at valgen.com.

 

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Big New Costs for Salesforce Apps Using Google Maps

Valgen cfMAPP Google Maps App for Salesforce CRMHave you been using the Salesforce app called “Find Nearby Accounts, Contacts, Leads” from Salesforce Labs? It’s been a free app. But as of February 1, 2014 it will not really be free. You will need a Google Maps API for Business license to continue using the app. And that license cost starts in the tens of thousands. Yes! You read that right. (Updated April 6, 2014: The “Find Nearby Accounts” app is no longer available.)

So what if you don’t want to pay tens of thousands of dollars? What can you do? Well, our cfMAPP app is a great alternative, if we can say so ourselves. But don’t take our word for it – see what cfMAPP users have said about it, below. cfMAPP does what the “Find Nearby” app does, and much more. You can find complete info about the app here.

Why Did This Change Happen?

This change is due to an update to Google’s term of service for its Maps API. Yesterday, Salesforce sent an email notice to system administrators, notifying them of the change to the “Find Nearby – Accounts, Contacts, Leads” app.

If you are using another AppExchange app that uses Google Maps, you should ask whether the app provider has a commercial agreement to use Google Maps. If they do not have a commercial agreement, the app may stop working, and/or you may need to get your own Google Maps license annually to continue legally accessing Google Maps through the app.

We saw this coming months ago. Rather than use Google Maps in our cfMAPP product and pass a large additional cost on to our customers, we’ve found another map solution for cfMAPP which allows us to maintain our pricing level for you.

What Do Users of cfMAPP Say?

Hundreds of sales reps are using cfMAPP during their sales calls. They show Nearby Accounts to prospects on maps during live online demos. They use the maps to find nearby customers and do a little name-dropping. While most Salesforce map apps are designed for field reps who are driving to appointments, cfMAPP has many features that meet the needs of inside sales reps. Here’s what some of them say:

  • Brad, a marketing director who has been a client of Valgen for many years, told us: “This has made it easy to speak to a prospect as though we are local. We drop customer names that they recognize and resonate with, building instant credibility.”
  • Nick, a training manager for a closing team said: “Our closers show this to the prospect on every demo. We can’t be without it.”

Visit our website to see more about the app including screen shots, and how to contact us about it.

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cfMAPP: Recommended Sales Productivity Tool for Inside Sales

Today, Valgen’s cfMAPP is the featured recommended tool by Smart Selling Tools. The video below explains how this “map app” for Salesforce helps inside sales reps get better success with appointment-setting during cold calls:

As Nancy Nardin of Smart Selling Tools says in the video, “no one likes to be treated like a name on a cold call list.” What can you do about that? Well, when inside appointment-setters can mention nearby customers, it’s clear to the prospect that the sales rep did some research. Maps are a natural, visual way to do that research productively.

Sales reps use cfMAPP to get pop-up maps in Salesforce, similar to Google Maps. Customers and prospects are automatically plotted. The sales rep just clicks a button to get this. Depending on how many customers are in the area, the map might look like this:

Valgen cfMAPP Google Maps App for Salesforce CRM

Customers are listed in Nearby Accounts, and the sales rep can mention who you currently do business with.

It makes cold calling more productive because reps can see customers on a map, scan the information easily during a sales call, and share company names that the prospect might be familiar with. Couldn’t that make appointment-setting conversations while prospecting so much more successful?

 

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