And the Award Goes To…

January 16, 2013

Posted by: Will Wiegler

Awards season is here. The Academy Awards, the Golden Globes and others provide insights to what’s New, Hot, and Highly Recommended. In the world of Cloud Computing, we have our own award to which many aspire – it’s called the Social Apps Showcase, and it’s awarded by salesforce.com.  The winners are showcased on the Salesforce AppExchange, a one-stop shop with more than 1000 cloud computing business applications and services.

We are delighted to announce that Dealmaker has recently been selected among the 25 apps in the AppExchange Social Apps Showcase and is now featured on the home page of the AppExchange.

Dealmaker provides sales teams and managers with mission-critical opportunity management, account management, playbooks and sales forecasting, and is native on the Salesforce Platform. In addition, Dealmaker delivers many social features to drive collaboration within your company, and even with your customers.

What it Takes to be a Social App

The folks at salesforce.com used several criteria to select the 25 apps featured in the AppExchange Social Apps Showcase. Here are some of the reasons we made the cut:

  • Meaningful Use of Salesforce Chatter
    Dealmaker helps individual sales reps sell smarter, but it also makes selling a team sport and provides built-in collaboration tools, including integration with Chatter. For example, the embedded intelligence in Dealmaker uses Chatter to alert others of changes in the health of a sales opportunity – automatically.  And reps can chat with team members and followers from within Dealmaker, to gain insights from the team.
  • Collaboration with the Customer
    The visual Collaboration Map within Dealmaker makes it easy for sales reps and customers to work together on defining problems and visualizing solutions together. This way, you know that what you are selling is good for the customer, as well as for you.
  • Being Social Across and Beyond the Sales Organization
    In addition to providing collaborative tools for sales reps and sales managers, Dealmaker helps pre-sales support and service personnel understand the customers’ business issues. And Political Maps help you see the relationship between people in your customer’s organization and visualize lines of influence, encouraging interactions that can add value and help you win deals.
  • Clean, Fresh, Social UX
    We designed Dealmaker to be a modern, intuitive app.  Chatter integration is seamless and designed into the workflow.  Other social network feeds are also easily accessible from within Dealmaker. Political Maps are visual and dynamic so you can easily and natually move elements — for example, you can drag and drop contacts to set up a reporting hierarchy, and you can drag influence lines to show who are the influencers and the people being influenced. The design of the UX makes it easy to for sales folks to quickly become more productive.
  • Designed for Mobility
    Dealmaker is optimized to run on a wide range of mobile devices. The app auto-senses that is on mobile device and adjusts to replace mouse actions with multi-touch swipe, pinch, zoom, etc. In addition, the eLearning components are optimized for mobile devices and do not require Adobe Flash.  Documents are produced in formats to natively display in iBooks on iPad, Amazon Kindle, and many smartphones. Video components that are included in the app are designed for iPad or similar devices, as well as for streaming.
  • Innovation
    Dealmaker has a patented sales coaching engine that combines context, data and knowledge with an intelligent rules engine to deliver real-time automated deal coaching advice.  The embedded learning algorithms actually make the app smarter over time. Answers to critical sales questions are suggested based on the information entered by the sales person.

See It For Yourself

We may not have a Red Carpet at our awards ceremony, but we’re still delighted to strut our stuff in the AppExchange Social Apps Showcase. I encourage you to check out all the featured apps and, of course, take a look at Dealmaker to see how it can help your sales team be more effective and win more deals.

Category: Uncategorized Posted by: Will Wiegler

How to Increase the Number of Deals on Your Plate

October 25, 2012

Posted by: Paul Dilger

Increasing the number of deals

“If we could only win more of the deals we contest, we’d be in great shape.  What we need is more pipeline, more deals.”  It’s a common cry of the sales organization.  If you’re winning 30% of 20 deals, you win twice as many deals as if you win 30% of 10 deals.  You haven’t necessarily improved the way you work with your customer and what you provide to them, you just got a larger slice of a larger pie.  But what about in constrained economies where opportunities are harder to come by, not easier?  You can only compete for the opportunities that come your way, right?  What compounds the problem is that we’re being told that these days buyers complete a good part of their buying process without us knowing about it, only inviting us in when they’re ready for a bake-off, if we’re lucky.  It makes for pretty grim reading as we look to close out the year as strongly as we can, knowing that targets – and win rate – are bound to go up in 2013.

It’s by no means a lost cause, however.  You can wrest control back by being more professional, more organized, and more strategic in your approach.  You should start by changing the mindset that you can only play in the opportunities you hear about.

Successful selling organizations are not just working on the deals that come their way. They are working hard to create value for their customers. Account management methodology provides a framework for planning, finding and creating more opportunities that have a high value both to you and your existing customers. What’s more, opportunity management methodology and smart selling skills also ensure that you’re only working on the right opportunities, and this may involve qualifying out of deals that are not right for you. It is far more productive to win 4 out of 7 deals, than 3 out of 10.  It sounds counter-intuitive, but you also increase your wins by lowering the number of deals in play.

Try these 3 things now to increase the number of good deals you’re working in 2013:

1) Profiling and analyzing your customers’ or prospects’ organizations to discover the areas of highest mutual value – value to them and value to you.   Where are they hurting?  What pressures are on their business?  What initiatives can you think of that would help them meet these pressures head on?  How might they be successful?  What specific expertise can you bring to help them be successful?

2) Accessing the right people, discovering what is important to them, and delivering value in the form of solutions that uniquely address their challenges.  What are the critical questions for your customers or prospects?  How will you answer them?  What insights about their business can you bring to them that they don’t know?  How will you guide them through the process of understanding why you have their interests at heart, and why you will help them strengthen their position in the market?

3) Using intelligent analysis and reporting tools to point to areas of missed or under-exploited opportunities.  If you don’t have the technology, make sure you get the intelligence.   How much is this opportunity or account worth that your organization can address?  Who else apart from you is competing for it?  What’s their share?  What’s yours?  Where are they strong?  Where are they weak?  Where will you target first?

You’ll never build the perfect picture; you’ll never have all the information.  But do the homework, build the knowledge, get the insight, share the learning, and the additional opportunities will come.

Category: Sales Posted by: Paul Dilger

Tweet Roundup from #S20C Sales & Marketing 2.0 Conference

October 24, 2012

Posted by: Jane Morrin

Sales & Marketing 2.0 was a fantastic event this year in San Francisco. We’re already looking forward to the next one!

Our CEO Donal Daly gave a presentation on “The Art & Science of Account Planning” which was very well attended. We’ve compiled a collection of tweets that went out during Donal’s session. Thanks to everyone for their contributions.

Donal Daly (follow Donal on twitter) and Gerhard Gschwandtner, Selling Power take to the stage:

Category: Events Posted by: Jane Morrin

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