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 Patel, Co-founder and CEO