Change is Inevitable

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Change is inevitable, I was talking to a good friend of mine the other day, he was telling me one of his SE’s was not going to have a great year because he lost his rep midway through the year. Even though they hired a new rep fairly quick, it took him some time to ramp up and put his arms around the accounts and opportunities. I hate to say this happens all the time, most of the time because there is a lack of information in Salesforce.

It doesn’t have to be this way, you can change it.

You can have your new hires hit the ground running with rich up-to-date information on the accounts they are taking over and using a system that guides them through your prescriptive sales model. Transitioned accounts will not miss a beat between sales teams when you re-align territories or make changes to your account distribution. Change is inevitable. You change your territory assignments. You change your vertical alignments. You change your sales model. People quit.

To ensure no loss of revenue or momentum in accounts or opportunities here is what you need in Salesforce at a minimum.

  • Who are the players, their role(s) and stance (For, Against, etc.)
    • Notes from past meetings (public and internal)
    • Scheduled tasks and activities (who are they assigned to)
  • Up-to-date Account and Opportunity plans
    • Checklist – what has been completed and open
    • Customer Buying and Selection Process
      • Who at the customer is responsible for each process
    • Red Flags
      • Mitigation plan for each one
    • Identified (White Space/Green Field) up-sell and cross-sell
      • Potential revenue amount
      • Customer Time-frame
      • Product/Solution
      • Who at the customer is responsible
    • Milestones – Open and completed
      • Who in our team is responsible for each one
      • When are they due
      • Any over due
  • Sales intelligence
    • Competitors - Strengths and Weaknesses
    • Objections - Plan to Remove
    • Obstacles - Plan to Mitigate
    • Your Strengths
    • Your Weaknesses - Plan to Overcome

Your biggest fear of making decisions to change is disruption to your pipeline. With Strategy Mapper, change becomes a powerful tool with the assurance that the accounts and opportunities in your pipeline are extremely well documented and easily transitioned. With no loss of revenue or momentum in accounts or opportunities.

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Top 4 Apps You Need for Business Success in 2017

By | Apps, Awesome, Blog, Business Productivity, News and Events | No Comments

Business Success is critical in 2017. Want to make your business more successful? Check out these apps for managing tasks, making sure meetings go smoothly, and planning strategies.

Advanced technology has altered the work habits of employees. What's more, it has changed the way they complete their daily tasks and manage their daily goals. However, the progress has also brought an increase in workloads which require multitasking. Eventually, effectiveness within the workplace has decreased. So, how exactly do entrepreneurs get the work done?

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See why Strategy Mapper is a 5 Star Rated App

Forbes – Try These Apps To Make Your Business More Successful In 2017

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It's not often a product makes a Forbes Top Ten list. It's almost impossible for a company to have two products in the list. Well we did the impossible, we made the list and our products Meeting Mapper and Strategy Mapper have the 1st and 2nd position. Besides our apps there are some great ones on this list.

Forbes - Try These Apps To Make Your Business More Successful In 2017

See Why Strategy Mapper is a Forbes Top Pick

Strategy Mapper Forbes Top Ten List 3x

10 Things You Need in Every Sales Opportunity Plan

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Creating Sales Opportunity Plans don’t have to be time consuming or difficult. However, they are critical for winning. Here are the 10 things every plan needs and the questions to ask yourself and your team members. As a best practice, I like to have my plans reviewed by someone not connected with the opportunity. This allows for a very subjective review and great feedback. I didn't rank them, however Customer Requirements is listed 1 for a reason. In the event, you don't meet their requirements, focus on an opportunity where you meet and exceed customer requirements.

1. Customer Requirements

Why is the customer even talking to you?
How do your products or solutions match up against the customer requirements?
Do you even know the requirements?
Is this a winnable opportunity?

2. Partner Involvement

Who are the partners and what is the value they bring to the opportunity?
It is professional services, relationships within the opportunity or channel pricing?

3. Your Strategy Win

What is the overall team strategy to win the opportunity?
Does your strategy ensure the customer will be successful?
After all, if they are not successful, you will never win the opportunity.

4. Tactics

Do the tactics support your strategy to win?
Does every team member know, agree and understand the tactics?

5. Value Proposition

What is your value proposition to the customer?
Can every member of your team clearly articulate it?
What sets you apart from your competition?

6. Sales Coaching

Are you leveraging the knowledge of your ‘A-Players’ in every opportunity?
Are you providing 'Best Practices' in the opportunity?
Are you providing critical guidance without being present?

7. Customer Selection Process

What is the process the customer will go through to make a decision?
Who at the customer is responsible for each process?
Is your selling stage matching up with the customer selection process, are you in sync?

8. Red Flags

What can go wrong in this opportunity?
Have you mapped out all possible potential issues to winning the opportunity?
Do you have a mitigation plan for each Red Flag?

9. Opportunity Milestones

What are the milestones that must be accomplished and by what date to keep the opportunity on track?
Who on your team is responsible for a particular milestone?
Are there milestones that are more important than others (a Gate)?
What if a gate is not completed, do you continue?

10. Key Players

Who is your Champion?
Who is/are the Buyer(s) and what is each ones Stance?
Who are Decision Makers and what is each ones Stance?
Who are Evaluator(s) and what is each ones Stance?
Do you have any relationships in the customer?
Has anyone on the customer team ever used our products or solutions?

I hope these 10 things and the questions assist you in building and maintaining your sales opportunity plan. Good selling!

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Meeting Mapper Provides a Return on Investment

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8 Best Apps to Make Your Small Business More Productive

Meeting Mapper is for the company appointed note taker, who is not so great at taking notes. Meeting Mapper basically outlines everyone involved in your client or business meetings. Along with adding photos, a drawing board, flyout notes and an intuitive user interface. It is one of the few apps that has been proven to provide a return on investment for businesses.

App Directory

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The following apps were selected as both marine specific and general resources that will help you in management, sales and overall productivity. Click the operating system your tablet uses for more information on the app or to download.

Boading Industry

Using a user-friendly interface, Meeting Mapper allows you to literally map your meetings by identifying the information you need to ensure its success, including documenting the role and opinion of each participant and identifying any action items or next steps, which it will automatically schedule.


10 Mobile Apps 2013 to take your business to the next level

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2013 is here, and every business owner using mobile apps are looking for ways on how to make them more productive investment. Neither is new, or new features, refer to the following 10 mobile apps, and you can take full advantage of them, and this year you can discover your business more productive.

Mapper mapper helotech24

This simple and very successful at meeting the information you need to up the gathering and mapping that creates an elegant and intuitive application for iPads. All the attendants of the meeting and the meeting of the mapper to determine the location of the meeting and the actions of simple steps to create jobs and automatically follow a simple set-up.

5 Mobile Apps for Learning More About Your Customers

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This iPad app helps you record the behavior of everyone in the room at business meetings with color-coded keys — just touch a button to record your interpretation of a participant’s mood. By tracking people’s attitudes and engagements in real-time, you’ll get a better perspective on how close you are to closing a sale. Information such as attendees and next steps can be sent to others via email, and you can share data on all the business intelligence you’ve gathered with a core group of collaborators.

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