By Ryan Warren, Vice President of Marketing
From cloud computing to collecting market insights, employing data is already important. But big data analytics is set to become essential to business strategies other than simply knowing where you should market or where there may be a sale. According to the Business 2 Community, a marketing resource, organizations often forget that customer intelligence relies on big data, and it’s essential that professionals consider big data as an integral part of any sales or marketing strategy.
According to CIO, customer analytics allows companies to focus on the how they can help their clients instead of just becoming informed on the products. For example, CIO reported that IT companies are using big data as a way to examine how their solution will help the customer in real life. By examining what types of products customers need to tackle every day challenges, IT businesses are able to design a custom solution that can produce stronger results.
Big Data in Sales and Marketing
It’s so much easier to glean market insights when you have the right tools, and big data is the foundation of many types of customer intelligence software—including FirstRain. According to eWeek, an IT news resource, big data helps improve client and partner relations by providing a measurable connection between you and them. Accruing customer intelligence through traceable analytics ensures companies are able to raise their customer service and optimize their strategies for selling products or solutions.
Understanding that big data is an important aspect of your customer intelligence solution can help you optimize sales and marketing strategies. Being able to stay up-to-date on where your clients’ markets are headed and what types of solutions they’ll require can allow you to anticipate your sales or marketing growth. When you know that your customer is going to need a new information storage solution, or that the latest product innovation is gaining traction in the industry, you can create a realistic timeline and sales goals. Big data offers you a way to actually solve your customer’s problem, instead of simply selling them a solution that may not necessarily produce the desired results.
By Ryan Warren, Vice President of Marketing
The art of selling a product relies on getting the customer interested in what you have to offer, but many times sales reps get too excited themselves and botch the sale. Making sure your client is first enthusiastic about the product before asking for them to commit is important to closing the deal. In fact, knowing your customers and gathering sales intelligence are both integral aspects to making the product memorable. Customers want to feel they can trust the credibility of their sales rep and that the product will make a difference to their productivity. Here are three things to keep in mind to get clients on board with a product and close the sale:
1. Become a Dependable Source
In an article for Inc., sales expert Geoffrey James suggested reps ask themselves if their claims about the product are reliable. When you are speaking with a new customer, the first few minutes are important to sowing the seeds of a trustworthy and beneficial relationship. Ensuring each of your claims are credible and showcasing your expertise of the product can help inspire the customer.
This is where gathering market insights is key in the sales process. Assembling reliable testimonials from authoritative sources or speaking to how an expert in the field uses the product can help customers understand that you can back the claims you’re making about the product. This can also help clients be aware that other companies or professionals in the industry believe in the item or service, and they should too.
2. Speak to Results
Talking about the product’s features is often not enough—you need to be able to show its measurable results.
Gregg Schwartz, a sales and marketing profession, wrote in an article for Young Entrepreneur, an online entrepreneur community, that sales reps can lose a sale by being too evangelical about a product. This can be anything from depicting your product as being the greatest new invention to giving the customer unrealistic expectations about the product. So talk about how the product, service or solution will benefit the company, but be careful not to promise too much.
Entrepreneur also suggested reps bring along market research to the meeting so customers are able to see results firsthand. Allowing clients to read as well as listen to how the solution will help them can be crucial in getting customers energized.
3. Watch Your Wording
Perhaps one of the most important tips is to be cautious about the words you use when speaking to a client. While a document you may bring along uses the word “excited,” saying the word is not going to help the client feel enthusiastic about the product. Employing buzz words, like innovative or guarantee, may alarm rather than inspire. Customers are aware of which words or phrases may be rehearsed, or what Schwartz calls “mental spam.”
Making an effort to avoid overused words can help you be more creative with your sales approach. For example, instead of saying a product is new and improved, speak to its previous limitations and how the latest version is the answer to those challenges. One way to do this is by making a list of words you think may put off the client and stay focused on avoiding them during a meeting. Later on you may notice one or two instances where the word is applicable, but exciting the client is about showing them something they may not have seen before.
By Nora Weintraub
The year is already halfway done—take a moment to process that. You only have six more months to finish whatever you’ve put off, be it perfecting your sales pitch or identifying sales opportunities. Okay, maybe you have some grace period in January, but if you’d set out to accomplish something by the end of the year, half of your time is now gone. Now, take a breath and let that mid-year crisis feeling float away. By managing your time wisely, exercising just a few organizational skills and focusing on what you need to get done, you can reach your end-of-the-year sales goals (or any goal, really) by the deadline and start 2014 off fresh.
1. Identify Where You’re Behind
What’s lacking? Do you still have a couple outstanding sales? Did you not meet your sales goals for a few consecutive months? Did you mean to start being active on Twitter? Start off your personal program to meet those targets by taking a look at what you still have to do—even if you’d rather not. You may not have gotten everything done at the beginning of the year, but you still have another six months to accomplish it all. Carve out some time in your busy schedule and make a good old fashioned to-do list, then place it in an area you see every single day. The key is to take a look at what you still have to do on a daily basis so that it stays at the forefront of your mind.
2. Create Personal Deadlines
On your to-do list, make your own deadlines. If you need to meet a certain sales goal by October, make an effort to get it done by mid-September. In an interview with Inc., Krissi Barr, founder of consulting firm Barr Corporate Success, advised professionals to establish their own goals and make them shorter than the official deadline.
“If I think something is going to take me an hour, I give myself 40 minutes,” Barr said. “By shrinking your mental deadlines, you work faster and with greater focus.”
Knowing that you only have another two months to close a sale can help you make it a priority, even if it doesn’t have to be done for three months. You can then take that extra month to establish a strong relationship with the client or fix any issues so you aren’t struggling with numerous challenges come December.
3. Start Your Day Calm and Energized
Wake up half an hour early and go for a run or hop on your bike. Getting some exercise in the morning, even if it’s just a few stretches or walking around the block, can help you get your brain moving before you enter the office. According to the American Psychological Association, exercise enhances a person’s mood and helps him or her feel motivated for the rest of the day. It also helps condition the brain to deal with stress better, making the mind stronger in the long term. Exercising can also normalize your rest patterns, helping you to get to sleep faster and better able to tackle the next day.
4. Don’t Quit
This may be the most important item on this list—do not give up. There will be kinks in the road to reaching your goals, but don’t let them stop you. In an article for Entrepreneur, business expert Grant Cardone reminded professionals that roadblocks only mean you need to get more creative in your sales strategy. If a customer has turned down your business, take the opportunity to connect on social media or follow up a few weeks later. The will to succeed is one of the best qualities a sales rep can have.
As we saw last year, there’s been a massive wave of Fortune 500 companies adopting touch-based tablets and devices. One result of that has been the proliferation of a whole range of B2B iPad and smartphone apps from companies like us and salesforce.com to enable those mobile, touch-powered professionals with the intelligence and data they need to understand and engage their customers, as well as open up new opportunities.
However, there’s a second big enterprise trend that’s picking up momentum as well: that of large companies who are developing internal enterprise apps for touch-based tablets and devices, for use by their own enterprise sales and marketing teams.
And because it’s a need that more and more of our customers are requesting every day, we’re very excited to announce this morning the launch of FirstRain for Touch, a new, powerful and yet easy way to drop highly relevant customer intelligence for your sales and marketing teams into your enterprise iPad app—and the first enterprise customer intelligence solution built for the Salesforce Touch Platform.
Last fall, at their annual Dreamforce ‘12 conference, along with their high profile launch of Salesforce Touch, salesforce.com also announced the launch of the similarly named (but very different) “Salesforce Touch Platform.” And unlike Salesforce Touch—which is a downloadable app for iPad, iPhone and Android created for their users to easily access salesforce.com data and capabilities on their devices—the Salesforce Touch Platform is a Software Developer’s Kit that developers within a large enterprise can use to create their own, internal touch-device apps for their sales and marketing teams.
Our new FirstRain for Touch solution is an elegant and personalized set of components that have been optimized for use on touch-based devices, and can be easily dropped into enterprise apps created by companies, just like those developed using the Salesforce Touch Platform SDK. And the demand has been notable. For example, we have at least 3 large, current customers (all in the Fortune 500) who are each planning or have already created and deployed their own iPad apps for use by their own enterprise sales and marketing teams.
But perhaps one of the nicest aspects of this launch has been the opportunity to work with the great folks at salesforce.com. We have lots of clients in common and solutions that have always been highly symbiotic, and so this area is just one more place where we find common opportunity to help each other succeed. Our thanks to Clarence So, their Executive Vice President of Mobile Strategy, for his kind comments about our release: “It is exciting to see the rapid innovation that partners such as FirstRain are delivering on our trusted mobile platform, FirstRain for Touch will provide customers with the right intelligence to help them connect with their customers in entirely new ways and accelerate business success.”
If you’re interested in more information about FirstRain for Touch, let us know!
Last week I had the pleasure to head down to Boca Raton, Florida for my first cross-country business trip. Since I earned my demo stripes at this year’s FirstRain Dreamforce booth, I am now part of our team that is deployed to customer events—yay for frequent-flyer miles!
One of our customers, Ciena, had their annual sales meeting and invited FirstRain to participate. The meeting took place at what my seasoned FirstRain sales colleagues call a typical sales conference: a “fancy-smancy” hotel with a perfect ocean view, beautiful weather, non-stop great food and one happy sales team!
Attending and participating in sales orientation/training events and annual kick-offs is something that FirstRain offers as part of our customer success program. As one of our customers, Ciena invited us to attend in order to showcase FirstRain as an important new tool for the team within their CRM system. All of their sales users are encouraged to take advantage of FirstRain intelligence within their CRM and it was evident that FirstRain is already acting as their carrot! In fact, for this event our booth was right next to their CRM team’s station, and we were pretty busy giving lots of demos and answering questions for interested reps. We were really delighted by the amount of positive feedback we received during our 4 days on the ground with this great team.
From individual sales reps, to team managers, to the head of sales himself, we had an overwhelming number of people expressing the value FirstRain is bringing to their business. Our own team is certainly aware of the benefits and usefulness of FirstRain for companies like Ciena, but hearing from actual sales users telling us how we are making an impact is extremely cool and rewarding. You can’t ask for anything better than that, can you?
I had a great time talking with people from all over the world, and it was very exciting to hear how different teams are using FirstRain daily. Sure, the “fancy-smancy” hotel and delicious food, we’re a great perk for all, but the best part was coming back to California knowing that FirstRain is delivering the customer intelligence they need, where they need it, and that their sales teams are WINNING with FirstRain!
On October 17th, 2012, our amazing COO, YY Lee will speak at the Semantic Technology and Business Conference. Her session, “Expanding Your Horizons: Using Cross-Domain Semantics to Deliver Higher Impact Intelligence“ will present how FirstRain has tackled the challenge of delivering customer intelligence across many different business domains. The session takes place at 9:30am-10:00am at the Grand Ballroom.
The Semantic Technology and Business Conference takes place from October 15th-October 17th in New York City. The conference will host numerous sessions from diverse experts in many industries, as well as an expo hall exhibiting the newest semantic and big data tools and developments. For more information, email me at jlevi@ignite.firstrain.com.
The day of the Airtel Delhi Half Marathon, September 30th 2012, finally arrived; the pinnacle of lots of hard work (or not so hard) for thirteen Rainmakers. The alarm bells rang at 3:45 AM on Sunday morning. It may have crossed our minds to hit the snooze, but the excitement of the marathon was enough to drag us out of bed.
The night before the big day was tough. Most of the participants were nervous, with the fear of not completing the race on time (or at all) weighing on us. We loaded up on both sleep and hydration, downing 4-5 liters of Gatorade in the 24 hours leading up to race day. Well in advance of the starting time, participants lingered near the course with running bibs pinned to their t-shirts and timing chips fastened to their shoes. Some listened to music to relax their minds. The morning was cool and breezy. Varun and Priyankar were the first of the Rainmakers to reach the packed venue. The DJ’s music filled the morning air as people stretched their sleepy muscles and fit in last minute exercises. At last, amid many speculations, our MYSTERY RUNNER was revealed. Nobody could have guessed our mystery runner was Gaurav Chauhan, who had been following a very secret regimen of workouts and an office diet of carrots, almonds, sprouts and apricots.
We gathered at the starting point, where people of all ages had turned up for the mega event. Moving forward wasn’t easy, as thousands of people with the same idea shoved and pushed their way through. The weather gods were not generous at the race’s 6:40 AM start time. As we reached India Gate, the scorching sun made every step more difficult. But each Rainmaker’s mind was consumed by only one thought: to complete the race. From the first stride, a sense of team spirit and competitiveness drove the Rainmakers. In a moment of pure concentration captured by event cameras, Varun and Mohammad Athar ran side by side for a full minute, but didn’t notice each other until reviewing the marathon photos after the race. Along the way, Rainmakers were encouraged by each other, motivated by the sheer number of other runners, and supported by well-organized event facilities. Cooling tunnels, oranges, water points, energy drinks, mobile toilets, and cold sponges at various places aided Rainmakers toward their destination.
Sanjay Shankar, a dedicated competitor from the beginning, finished the race with an impressive 13.10 miles in 2:27:29. His impromptu victory dance at the finish line was caught on camera and acquired Facebook fame. His enthusiasm spoke for all of the competing Rainmakers, who finished the race with complete participation.
Close to 32,000 people, including athletes and celebrities, turned up for the race. The spirit of the marathon is alive and well among Rainmakers. This year thirteen of us competed in the race, and we hope to see our numbers grow next year.
And the winner of the FirstRain ‘be the carrot’ iPad contest is … Talitha Baker from Invisible Children! She came in first with over 600 Facebook Likes and 75 retweets (in fact, that was her winning count as of our Friday evening deadline—but as of this morning, Talitha’s Carrot pic has more than 800 FB Likes and over 80 retweets)! Great job Talitha on ‘Being the Carrot’ and rallying your networks to help you win. It was quite a battle between the close second-place finish of George Messiha at Citrix, who had over 520 Facebook Likes!
And thanks again to EVERYONE who participated in this fun contest. And of course, if you’d like to hear more about how FirstRain gives you the “carrot” to drive Salesforce adoption by delivering customer intelligence to your company’s major account sales and marketing teams–and makes your entire team as knowledgeable about your most important customers as your top performers already are, drop me a line!
If you didn’t get to hear the Dreamforce session where GE Capital’s Sales Excellence leader, Steve Kozek, discussed their challenges in increasing the customer expertise of their sales reps and driving CRM adoption and engagement, we have now posted a highlights video on our YouTube channel. We think you will find the value in hearing GE Capital’s experience in solving these problems!
If you are interested in seeing the full video of the session please email us at sales@ignite.firstrain.com
FirstRain decided to have some fun as we get ready for Dreamforce next week. A real team collaboration!
