"Iron rusts from disuse; stagnant water loses its purity and in cold weather becomes frozen; even so does inaction sap the vigor of the mind."
- Leonardo da Vinci
Having the information is a significant step forward. Using the knowledge to drive an action and a result is the ultimate goal. As Leonardo points out, the longer that information sits, its usefulness diminishes.
To accomplish the maximum impact, a sales person is required to have time to act, the experience to know who in the organization would benefit the most, how to subtlety align messaging, the most appropriate collateral, and most importantly the close: What should you ask for as a result? What is a good next Step?
As outlined earlier, “A’s” have most of these elements, but certainly are time constrained, and many times are unaware of the newest sales tools available to them to drive the next step. iLantern’s Strike aides them in automating the creating and reporting of their actions, alerts them the latest tool to deploy, and allows them to simply get more actions
out each day.
“B’s” represent the largest percentage of most sales populations. “B’s” lack more than just time and the awareness of the latest tools. They often struggle with how to craft messaging to highlight your company’s value within the context of an event. Also, “B’s” tend to struggle with closing. As most sales methodologies articulate, closing is not a one time event. Closing happens throughout the course of the relationship with small closes that gain commitment to next steps that line the path the final close.
With its roots in iLantern’s ability to create unique filters sets to define the business events your team should react. Stemming from those unique actions, your company has an unlimited set of actions that can be deployed:
Phone Call
Email
Direct Mail
Webex meeting invitation
Use of internal sales applications
As significant as the action itself is the tracking of those actions within or outside of your CRM. Managers will have more information on how to coach their sales team.
What events are driving the best results?
What events are your team NOT actioning and why?
Through this, iLantern is your partner to guide you through best practices and evolve the solution to match the changes in your organization.
