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If 2015 is the year of sales development, why are the tools from 1995?

Sales Development is the FutureThere’s a revolution in sales going on – the new world of high-performance sales development. (You don’t have to take our word for it, take a look here.)

With all the talk of data-driven, high-velocity sales, you’d think Sales Development Managers run their teams live in some high-tech, Minority Report world, watching all their data go by in 3d, swapping sales campaigns with the flick of the wrist.

Sadly, the reality more like Windows 95 than like Windows 10.

Great sales development teams follow – and continuously innovate with – a defined process for pursuing their leads. But, despite all the hype, most sales development teams actually run this process with the tools of 20 years ago: meetings, manuals, and manually entered reminders.

Most teams use weekly meetings as the main way to transmit new sales plays to their teams. They also use playbooks that – contrary to the name – don’t really contain sales plays but are really just computer manuals. These books walk the team through the manual steps of importing and cleaning data and documenting sales. Finally, when the SDRs get back to their desks, they manually implement the new plays by creating reminders in their CRM systems.

For example, let’s say the new play is “for leads from source X, three days after the first call, send the prospect a whitepaper link.” The SDR would hear about it in the weekly meeting. They would get a new playbook explaining how to filter for the leads from source X. And, whenever they finished a first call, they would set a reminder for themselves to send the link in three days. (And, if the lead emailed them back, they would have to remember to go and delete that reminder.)

Couldn’t a computer do this for them?

mr2

Wait a minute, who am I supposed to email again?

In an ideal world, the SDR manager would define the new play using a system built for the world of the SDR. The system would automatically log the team’s tasks. When the SDR sat down to get to work, the system would simply give them the list of who to contact next and which offer to use. And no one would be stuck manually cutting, pasting, and cleaning data as it went from one system to another.

We’re building this kind of system. It’s called Selligy Pursuit. When SDRs are freed from the administrivia of their jobs, we’re finding they can contact twice as many leads.

It may not be the flying car we were all promised. But we think it’s what the future of sales should look like.

sig-chris

Chris van Löben Sels
director, business development & marketing

Interested in helping us define the future of Sales Development? We’d love to have you. Join the Selligy Pursuit beta!

 


Sales email tracking: What do email opens really mean?

Sales email tracking

As a salesperson I want to read my prospect’s mind. A couple hundred thousand salespeople like me now use email tracking tools to attempt to do just that, by watching for email opens.

But does it work?

In my experience, no. It’s “feel good” noise - noise that distracts me from executing my prospecting pipelines with ruthless discipline.

Omg! Drop everything! Someone might have opened my email!

Ideally, these tools empower me to reach out to the prospect right when they open my email. If I call an engaged prospect right when they engage, shouldn’t I have more productive calls and close deals faster?

No. I only realized how weak of an engagement signal “email open” is after my engineering team here at Selligy defined it for me. Email open data relies on an invisible image inserted into each email I send. When a prospect’s email software requests the image, an email “open” is registered. This doesn’t tell me whether a prospect read my email - only that they “opened” it.

For example, in Apple Mail or Outlook, simply clicking on an email to delete it will trigger an “open”. Same goes for someone paging through their emails on an iPhone. And, if the prospect's email client ignores images by default (like Gmail), you’ll think they never opened your email, even when they have.

If many “opens” are false, and many “not-opens” are true, what’s the point?

Prioritize? Yes.
Filter? No.

For each lead, I plan on touching them at least six times before sending them back to marketing. I use email opens as a way of prioritizing – but not filtering – my leads.

I don't ignore email opens, but I stick to my plan. When a prospect opens an email, I move them to the top of the list for the next touch, in case the opens are real. When a prospect doesn't open an email, that's fine - I stick to the original planned touch. I never do so many “just opened” calls that I neglect working the process for all of my “unopened” leads.

I have some simple rules:

  • When you're using tools like Yesware and ToutApp, it’s easy to think that "opened email" is a stage in the funnel. It’s not. Don’t ignore prospects that don’t “open” your email.
  • Turn off open notifications. It’s a meaningless signal that gets your hopes up and distracts you all day long.
  • Don’t drop everything and start calling a prospect when an email is opened. The consequence of task switching slows you down.
  • Don’t overreact to opens. When facing ambiguous information, stay disciplined and stick to the plan. Just like anything else in sales.

What is valuable about email tracking? Tracking clicks inside an email and knowing when a prospect forwarded your email to others. More on that in my next post.

sig-gretchen2x

Gretchen Caldwell

Gretchen Caldwell is director of sales for Selligy. Want a tool that helps you use email tracking the right way? And helps your team stick to the plan? Join the Selligy Pursuit beta program! Need help managing the archives of you critical customer emails, try Selligy Capture!

The first rule of sales development: Don't talk about sales development

The First Rule of Sales Development

How is sales development like Fight Club?

You do not talk about sales development.

Or, more specifically, many members in the sales development club don’t talk about what is (and isn’t) working in sales development.

Why? Because the sooner everyone is doing the same thing in sales development, the sooner it stops working.

Here’s a great example.  The best performing email subject line in the Obama 2012 Campaign was: “Hey.” It was so incongruous to get “Hey” from the President of the United States that people just had to open it to see what it said.

It was an awesome idea.
And it totally doesn’t work anymore.

Why? Because tons of salespeople and marketers started sending emails with just "hey" as the subject. And, of course, outright spammers copied it, too.

People have seen it enough times now that they subconsciously recognize it as a ploy.

And that’s the trouble. The next tactic that starts to work for salespeople breaking through the noise will also be copied and hijacked until customers begin to see it as just more noise.

This helps explain all of the seemingly contradictory advice about sales dev. Someone figures out that if you send an executive a request to be referred to the right person, that often works. So this idea starts making the rounds and showing up in blog posts.

But now, some senior execs tell us that they get more than one of these requests per day. So they ignore them all. Now, some recommend that SDRs look for mid-managers and ask for a referral up the chain, the exact opposite of teh other advice. 

So, sales development is all about agility and context.

In fact, most sales development managers call their list of tactics a “playbook,” like in football. The analogy is apt, since once the other side figures out your plays, you need to start designing new ones.

This is why the best folks out there offer ideas for your playbook, but emphasize the SD is not one-size-fits-all. Take a look at The Funnelholic, for example. (In addition, this is why we think sales development teams need better tools to figure out which plays are working, and when they begin to taper off.)

So, if you have something that works, don’t talk about it.  (It’s worth noting that the Obama campaign didn’t tell us that “Hey” worked until well after the election.)

Why? Because the second rule of sales development is:

Don’t talk about sales development.

 

sig-chris

Chris van Löben Sels
director, business development & marketing

We’re building a tool that lets sales managers design new sales development plays, then automatically guides their teams through step-by-step execution.  Sound interesting? Contact us to join the beta for Selligy Pursuit.

Selligy Capture: The easiest way to save customer email to Salesforce

Selligy Capture

Today, we’re introducing a new product: Selligy Capture, the easiest and fastest way to save your customer email history in Salesforce.

We've made email capture so simple, the user doesn't have to do anything -- in fact, there's isn't even a user interface for them to learn. There's no bcc: trick to learn. No checkbox to (forget to) check. Nothing.

It’s set-it-and-forget-it. Sign up for Capture, and in 30 seconds all email to – and from – your customers and leads is being silently saved into Salesforce for you.

 

Turning the conventional wisdom on its head

For 15 years, the conventional wisdom has been that you shouldn't save all customer emails to CRM. If you do, you'll get too much low value email, lots of duplicates, and it will be a mess.

So the solution has been to give the user the work of deciding what to save, either with a bcc: or a check box or button to press, etc.

But when you make the user do the work, then compliance is low and lots of emails get missed. Since no one is closely monitoring email history, it's easy for the habit to wither and soon no emails are being captured. Coupled with the low quality of other sales data in CRM, this leaves salespeople and managers in the dark.

The mess of losing customer history is much worse than the ‘mess’ of saving all your customer emails.

Despite years of investment in CRM, most salespeople don’t get everything they need when they take over an account.  This is very disruptive when companies strategically realign territories, impacting tons of accounts. And it doubles the threat to the entire customer relationship when a salesperson leaves the company, giving them a new salesperson who is both new and unprepared.

So, it turns out the conventional wisdom is wrong. The “mess” that saving all of the email would create is a much smaller problem than not having real customer email history in Salesforce.

(Don't believe me? Try Capture for 15 days free and you'll be surprised how quickly having all your email in the right place in Salesforce pays dividends.)

 

Simple on the outside means intelligence on the inside

Is it really that simple? Well, it is for the folks who use Capture.

But, of course, the conventional wisdom wasn’t totally wrong. Making it simple for the user requires making it intelligent behind the scenes. For example, if a customer sends an email to four people on the sales team – and all four use Capture – Capture only saves one copy of the email to Salesforce. There's a ton of other gotchas we fix behind the scenes.

But you don’t have to worry about the behind-the-scenes. That’s the whole point of making Capture the easiest, fastest way to save all your customer email history in Salesforce.

 

Nilay

Nilay Patel, Co-founder and CEO

Are you ready to never have to think about saving email history again? In 30 seconds, you'll be there.  Try Capture for 15 days free. Refer a friend and you both get three months free.

In sales, hustle matters. Now, you can measure it.
eeg

Talk to any sales leader about what drives success and they’ll tell you: the quality of the salespeople. What’s the first thing to look for when assemble a great team? Personal drive. Energy. Going the extra mile.

Hustle.

It’s a crucial ingredient in sales performance – but it doesn’t show up in how we manage sales. Most CRM systems don't have enough sales activity data to measure who is pounding the pavement hard and who is not.

But that's changing with new tools -- tools that help salespeople sell and help sales managers get data on sales activities.  

Tools that actually let you measure hustle. New sales performance tools don't require you to nag your team to get more data into CRM. Just the opposite. Better tools mean more data-driven sales and less time wasted doing data entry. (We just launched a new one: Selligy Capture, a tool that automates saving customer emails into Salesforce.)

Does hustle matter?

But is "hustle matters" just an old saw?

We analyzed CRM records across multiple Selligy customers across a range of industries. We compared two variables:

First, we measured how many sales activities (meetings, calls, emails, etc.) the salesperson completed in a quarter, divided by the average for salespeople in their team (so an exactly average salesperson would get 1.0). This activity data is on the horizontal axis below.

Second, the amount of business they closed, divided by the average for salespeople in their team (again, so an exactly average salesperson would get 1.0). This sales data is on the vertical axis below.

Graph_3

Sure enough, hustle matters.

As you can see from the graph, the relationship between the two is strong.  The more hustle, the more sales.

This is more than just confirmation of the conventional wisdom. It is an opportunity for insight and visibility.

For example, sales leaders could look to see if a dip in sales activity is a leading indicator of problems in how the quarter is going – and take corrective action before they miss their number.

The sad thing is that very few companies can actually measure even basic data about their teams’ sales activities. Most CRM systems have just the bare minimum of data.

Now, we can measure hustle.

Salespeople were not hired to do data entry.

So, if you want better sales activity data, you need to make collection of it as automatic as possible. This is what we work on every day here at Selligy: saving salespeople time, helping them sell, and automatically capturing data that helps sales managers see what’s working, and what’s not.

We’ve just launched a new product, Selligy Capture, that makes data collection so automatic, it doesn’t even have a user interface. Sign up for Capture, and our cloud service simply saves email to and from leads and customers right into Salesforce. It’s that simple.

Sign your team up for Capture and achieve two crucial goals. First, you’ll safeguard customer email history, preserving critical information for when territories change or salespeople come and go.  

More importantly, you’ll be able to measure – and manage – hustle.  How long does it take for the team to email a lead? How many emails before conversion or disqualification? These reports in Salesforce will suddenly have the data they need.

And that’s in addition to Selligy Mobile, which allows salespeople to create incredibly complete meeting reports in one-tenth the usual time - as well as enable them to manage their sales pipeline and add contacts to Salesforce, right from their smartphone. Our customers get 500 percent more activity data in Salesforce with Selligy Mobile.

Hustle may be as old as sales itself, but as we move to data-driven sales management, measuring hustle is the future.

 

sig-chris

Chris van Löben Sels
director, business development & marketing

Are you ready to never have to think about saving email history again? In 30 seconds, you'll be there.  Try Capture for 30 days free. Refer a friend and you both get three months free.


Witness the data driven sales revolution at Dreamforce 2014
selligy-dreamforce2014-1

Going to Dreamforce this year? Here are four events that will show you concrete steps to improve sales productivity. Selligy and our customers are presenting how more intelligent sales apps give you more sales intelligence. We'd love to see you there.

Wednesday, October 15

DF14 LUNCH AND LEARN: MOBILE CRM

Noon — 2pm (PDT) @ Thirsty Bear Brewing Co., San Francisco

Mobile is transforming the way we do business -- and the way we use Salesforce. Now you can join Selligy and other leaders of the mobile revolution in the Salesforce ecosystem to learn about how mobile can save your salespeople time and boost team performance. — RSVP

SALES VELOCITY MEETS DREAMFORCE 2014

Noon — 2pm (PDT) @ Four Seasons Hotel, San Francisco

Step out of the rush of Dreamforce for this two hour MeetUp to collaborate with peers and learn about the latest and greatest in bringing Sales Velocity to your organization. Speakers include: Usman Muzaffar, CTO & Co-Founder of Selligy, Trish Bertuzzi, President of the Bridge Group, Kyle Porter, CEO of SalesLoft, and representatives from DataHUG, Act-On, Factor 8, and more. — RSVP

APPEXCHANGE FOR EVERYONE: 5 APPS THAT MAKE A HUGE DIFFERENCE

12:30pm — 1:10pm (PDT) @ The Westin, Franciscan Ballroom, San Francisco, Market Street

AppExchange has dozens of lightweight, easy-to-install apps that make a big difference for your business. Join us to learn which ones you can easily add to make a big impact at your company. Hear from GE, PayPal, Selligy customer LumaSense, and more!  RSVP (Note: Dreamforce registrants: 1) go to Wed on the agenda, 2) search for "5 apps that make a huge difference," and 3) add to your agenda.)

Thursday, October 16

DF14 LUNCH AND LEARN: CRM ADOPTION

Noon — 2pm (PDT) @ Thirsty Bear Brewing Co., San Francisco

Adoption has always been the achilles heel of CRM. How do you effectively encourage your users to use Salesforce? We've gathered the coolest solutions on the AppExchange that make Salesforce more user friendly, and, dare we say, fun! — RSVP

Looking forward to meeting you in person!

Chris van Löben Sels
director, business development & marketing

sig-chris


Following our customers to the next level of sales management
Going up!

If you want to lead, you have to know who to follow. Here at Selligy, we follow our customers. And we follow them closely.

Very closely. We try to follow not just how they do their day’s work, but what, exactly, are they thinking (and, sometimes, not saying) as they do it.

And that has led us to turn CRM inside out. We’ve found ways that salespeople do their work that clash with the way the industry has been building CRM applications for 20 years.

So, we’re building an app that violates fundamental rules of how CRM apps work – basic assumptions, like you only edit one Opportunity at a time – to fit how actual salespeople think.

Or, as Rob Desisto at Gartner puts it:

"Selligy has fundamentally changed the way salespeople leverage and update salesforce.com through an optimized user interface focused on the task at hand.”

It’s taking Selligy – and sales management tools – to the next level.

Introducing Selligy Opportunity Manager

When we talk to salespeople, we find a big disconnect between salespeople and their pipeline management tools. Salespeople are always thinking about how the quarter is going and how the latest customer call has changed that outlook.

So why do they only use the pipeline management features of CRM once a week?

There are simple answers. For example, making changes in CRM takes time, so salespeople save up their updates until the weekly sales meeting makes them do it. That theory has led to a proliferation of tools that put CRM forms onto phones.

But the real reason is deeper: CRM doesn’t help salespeople solve the problem they are trying to solve.  When a salesperson gets a collection of good and bad news about their deals, they now face a challenge:  What can I do to still make my number?

There are a lot of possibilities. Maybe they should offer a discount to motivate a slower moving prospect to buy this quarter. Or maybe they can expand a deal that's going well to cover the gap left by a deal that's gone cold. Maybe they need to do a combination of three or four things.

Most CRM systems don’t help solve the salesperson’s actual problem here: they would have to make all the changes, each on a separate page, then go to the pipeline report to see what happened to their totals, then go back and make more changes. In an average week, this would easily take 30 or 40 pages and set off all kinds of weird alerts and updates.

So salespeople do it in their heads, or on scratch paper, or in Excel.

Today, we’re introducing Selligy Opportunity Manager, so salespeople have a tool to help them manage – not just recordkeep – their pipeline from their phone.


Introducing the next level of opportunity management.
(See it in action here.)

With Selligy, salespeople can make pipeline changes and immediately see the impact on their quarter, right on the same screen, right from their phone. Then they can try out various strategies and see how they would impact their total – and none of their changes go back to Salesforce until the salesperson is ready.

And once they’re ready, Selligy shows them their changes and then makes all of the changes across off their deals, all at the same time and all with a single finger tap.

It’s the next level of opportunity management.

Igniting a sales revolution

There's a revolution coming. What happened to manufacturing in the 1990s and marketing in the 2000s is now starting to happen to sales.

In the 1990s, manufacturing firms invested in technology that gave them data about where every part is through the entire supply chain. The Just-In-Time manufacturing revolution fueled a prolonged increase in productivity gains, worth billions of dollars of output. Experienced production managers could use a flood of data, instead of just their experience, to get decisions right.

In the last ten years, marketing has had its data revolution, driven by digital marketing and analytics.  Ten years ago, marketing was considered mostly an art.  Now, the best marketers use data to find out what works and constantly re-target their efforts.

Now, mobile is driving a revolution. We’re overcoming the biggest barrier to next-level sales management: lack of data.  By finally giving salespeople an app they fits how they work, our customers are seeing huge jumps in the data they have about sales activities, the real impact of marketing campaigns, and forecast data.

And our customers are leveraging this data to amplify their sales talent. They can see more, so they sell more.

Twenty years ago, CRM was invented because salespeople could use laptops to connect in their hotel rooms at the end of the day. The difference was profound.

Now, we’re using mobile to turn sales tools inside-out all over again.

The data-driven sales revolution is on. Join us!

Nilay

Nilay Patel, Co-founder and CEO

Interested in learning more about how to get your team to the next level? Check out how Selligy works, then contact us for a demo!


Topics: CRM
Selligy gets recognized again (and again) by those who know Mobile CRM

It’s always nice to get recognition. And I’m not embarrassed to admit that I’m perfectly happy to see us recognized by folks who have are new to CRM, mobile, enterprise software – or all three.

So, it’s particularly nice to be recognized by folks who know what they’re talking about.

Selligy is a buy for mobile sales teams by Will Kelly (@willkelly) of TechRepublic. Will does something (surprisingly) rare: He actually test drives the products he writes about. We couldn’t be prouder that when he tried Selligy, he recommended it to his readers.

Mobile Sales: Strategic Weapon for Meeting Sales Targets a webinar (download the presentation here) from Rob Desisto of Gartner. Rob has covered the rise (and fall) of multiple generation of CRM. Having read his coverage of CRM for years, it means a ton to have him hold Selligy up as an example of the next generation of CRM strategic weapons.

Waterford_Boat_Club

We don't know what these guys won,
or why only one of them seems to be happy about it. (Credit)

Could Mobile CRM Solve Field Sales' Biggest Problems?, by Sara Sluis (@SarahSluis) for CRM Magazine. We’ve been saying that mobile is going to upend sales management for a while now. So it’s great to see mobile sales on the cover! The only bummer is that, after writing such a thoughtful survey of the whole space, Sarah is off to adexchanger. She’ll be missed.

But the most important judge of Selligy is our customers, who we’re proud to say continue to rack up saved hours and new insights. If you’re not one of them, take a look at our product, see how we can link your marketing to revenue, focus your CRM on growth, and keep your CRM from lying to you.

Then you can judge us for yourself.

You’ll be in good company.

 

sig-chris

Chris van Löben Sels
director, business development & marketing

Our customers — and competition — keep raising the bar on us. How do we inspire our teams to do the same? Here's a simple idea, a story, and a place to start

A SIMPLE IDEA: FIND SOMETHING ANNOYING, AND FIX IT.

Here's the simple idea: Help your team with the most annoying thing they have to do in their jobs. Work to make it less annoying.

That's it.

Sometimes, to be a leader, you just need to be less like this guy.
Sometimes, to be a leader, you just need to be less like this guy.

It's not "next generation training." It's not "coaching as a leader." It's not even the "challenger/solution/trusted advisor" method. It's simply finding something that feels like a stone in their shoe and removing it.

But it shows that you know — and care — what your team is doing and how they do it. It shows you are living your priorities, by eliminating some back-office nonsense to give them more time to do what's important. And it's aiming to serve and delight them the way you want them to serve and delight your customers.

Don't know where to start? You could cut the time they spend with CRM by 90 percent. (You'll also get more pipeline visibility while you're at it. Really. Find out more here.)

A STORY: 'BORING' PRODUCT, BIG EMOTIONAL RESPONSE

Here's the short story: I've been a part of shipping a lot of software in my career, from beyond-cutting-edge to meat-and-potatoes tools.

But the biggest emotional customer reaction I've ever received was to a new software patching tool. Sounds like the most boring product, ever, I know. But it cut out hundreds of manual steps required to keep a large enterprise suite up to date.

After our first public demo, customers' eyes welled up when they were thanking us. Not because we were delivering next-generation awesomeness, but because we had eliminated something really awful from their workload.

Again, the moral of the story is, just help your team get an incredibly annoying task out of their way.

SO, WHERE TO START? TRY YOUR CRM . . .

So, how do we apply this to raising the bar in sales?

Look across your sales process at what your team has to do each week. Find what's annoying.

Then, see if you can not just reduce the pain, see if you can make that work actually valuable. For example, the patch tool I talked about above didn't just make it easier to get the patches, it helped diagnose problems as well.

It's rare that you can eliminate the work of an annoying process altogether. But if you can make it easier and more valuable at the same time, your team will respect the effort required.

One great candidate is your CRM. Selligy's research shows that most sales teams waste a lot of time getting data into the system, but still don't have enough data to learn anything from their CRM reports. (In fact, it's so bad that you can read our whitepaper, Seven Lies Your CRM Tells You, or get a free diagnosis of CRM data problems).

MOBILE SALES MANAGEMENT CAN HELP

With every salesperson carrying a smartphone, we can finally make CRM and the sales process both way less annoying for salespeople and way more valuable for sales leaders.

With Selligy's mobile app for salespeople, you can cut the time your team spends on doing forecast updates and meeting reports in Salesforce by 90% – while giving you 5X more insight into what's going on in the sales field. Selligy also automatically links marketing efforts to sales deals. Your team will not just appreciate the time savings, they'll respect that the effort they put in is actually improving Marketing's efforts to find better leads.

By giving your team time back into your week, there will be less unspoken resistance in your next conversation about how to go above and beyond.

More value, less lost time, less annoying?

Bar raised.

 

sig-chris

Chris van Löben Sels
director, business development & marketing

Contact us to learn more about how innovative teams are pioneering ways to turn their sales process – and CRM – into competitive weapons, not an administrative drag. Or click here for a free Sales Visibility Assessment of your Salesforce data.

Sure, the forecast of a deal is important. But what’s the first thing a manager asks – and a salesperson tells – to describe what’s going on in a deal?

It’s not the stage, it’s not the probability, it’s not the close date.

The first thing you ask: Who did you talk to and what is their role?

Ironically, most CRM records don’t contain this critical information. Even though “relationships” is right in the middle of “CRM,” relationships are, frankly, what’s missing from most CRM systems.

Your relationships are so important, we ignore them in CRM.
You have to work on relationships. It's so important that we'll ignore it in CRM.

Does your CRM tell you anything about the relationships in play at the deal? Can you see who has the budget and will be the final approver? Who is driving the evaluation process? Who is just listening in on the process? Who are the subject matter experts judging your product?

Our data show the answer is: Usually not. Most opportunity records have no data on:

  • the roles of contacts on the opportunity record;
  • who the sales team has met with; and
  • the role of people involved in the deal on their contact records.
At most, this critical view of the deal may lie somewhere in the text notes. More frequently, the real story passes from salesperson to manager to sales leadership verbally or in email/spreadsheets/slides.

Why does this matter? Most salespeople and sales managers go over this ground by talking live. And many salespeople capture this information in text notes. Isn’t that good enough?

Adding relationships data to CRM unlocks powerful business benefits, including:

  • Close more business by focusing on the right deals. Prompting salespeople to track who they meet with helps them focus on the deals that really are going to close. 
  • Find what sales and lead strategies are working. With role data you can run reports that prove (or disprove) your theories about how particular sales strategies – such as meeting first with a particular role or department – make deals close fast. 
  • Nurturing campaigns that work. If you want to nurture contacts with email and other campaigns, you need to fit the message to the audience. When you just keep role information in text notes, you can’t do effective campaigns.
  • Measure marketing ROI. When salespeople use Opportunity Contact Roles in Salesforce, powerful ROI reports suddenly start working, allowing you to link marketing activities to contacts to deals to wins and losses.

If this is so important, why don’t we all do it?

The bummer is that in most CRM systems, it takes forever to do this right. Capturing role information on every contact, adding meetings to opportunities, adding contacts to meetings – these actions take dozens of clicks, multiple searches and a ton of time.

No salesperson has the time to do all of that.

So is there no hope?

If you could just re-enter everything, that'd be great.
If only someone had an app for that . . . oh, wait, we do!

Mobile – and intelligent context – to the rescue.

This is the problem we’re solving here at Selligy. We make it dramatically easier to get all kinds of data back into Salesforce.

Selligy leverages all of the context on the mobile phone – location, calendar, contacts, and Salesforce data – to shortcut all of the searching and navigating in CRM.

Selligy allows salespeople to create an activity report with just a few finger swipes. For example, after a meeting, Selligy reminds the salesperson to create an activity report. Based on the data already in the salesperson's calendar, Selligy automatically:

  • creates an Event to record the meeting;
  • links the Event to the Opportunity;
  • adds all of the meeting attendees to the Event; and
  • adds all of the meeting attendees to the Opportunity.

Salespeople who use Selligy to update CRM – with full activity, role and relationship data – in one-tenth the time that it took before. Selligy automatically detects when a contact on a meeting or in the salesperson's phone isn't in CRM and allows them to create it in Salesforce with two finger taps.

And sales leaders with Selligy-enabled teams get more results from their teams and their marketing. All by leveraging real relationship data.

All by putting the R back into CRM.

sig-chris

Chris van Loben Sels
director, business development & marketing

 

Contact us to learn more about how innovative teams are pioneering ways to turn their sales process – and CRM – into competitive weapons, not an administrative drag. Or click here for a free Sales Visibility Assessment of your Salesforce data.

Selligy makes sales teams more effective, by slashing the time required by CRM and helping them see what’s working (and what’s not).

Visit Selligy.com