One of my clients was finding it difficult and time consuming to share information with prospects entering or engaged in the sales cycle. We used Evernote to create a massive transformation to my client’s business.
There were a few issues with prospect communication that kept my client from being productive and in control of sharing information. I am certain any person who has performed any sales role can relate to these:
- My client would send emails with attachments to a prospect.
- These emails would be sent prior to the initial meeting and then at points during the sales cycle.
- Most of the time the emails were sent from the CRM, however on occasion emails were sent from Outlook and this prevented a trusted record of what was sent and when.
- The marketing materials and other content that was sent to a prospect was under constant review and updating. The version control of these files was poor and led to outdated or incorrect versions being sent to a prospect.
- To make matters more complicated, my client has different marketing materials for different market sectors.
Since my client had a strong sales pipeline we decided to implement a communication system immediately and assess the overall sales cycle later.
We implemented a solution for all of these issues in less than half a day. In this example, my client chose Evernote after we spent some time reviewing its capabilities, look and feel and cost.
Using Evernote, we created a collaboration environment that now supports my client’s sales process workflows.
Using ‘Notebooks’ we created ‘information’ hubs that are easily shared to any number of clients. In this case we set up a ‘Notebook’ for each market sector. Within each Notebook we created ‘note pages’ for each stage of the sales process.
These ‘note pages’ include .pdf, jpeg, mp4 and Excel file types. For example, we had the following ‘notes pages’ in the Notebook developed for the retail business sector:
- Pre- initial meeting: this includes company information, two case studies, a short video testimonial and an agenda for the initial meeting.
- Post – initial meeting: A general resources and toolkit is provided to a prospect after the initial meeting and includes some whitepapers, tips, worksheets and some web links to external resources such as YouTube videos.
- Engagement: Once a prospect approves a proposal and project plan, they are provided access to another Notebook, shared only with the client, to share and collaborate during the consulting engagement. The Notebook is pre-formatted as a template to ensure consistency and save time.
In the phases prior to engagement, my client can now share the Notebooks and ‘notes pages’ with as many prospects as needed. The sharing may also be cancelled at any time. Every person can now access the latest versions and only the Notebooks and notes pages need to be updated.
Not only does my client now have one information portal, my client’s team have become more productive with a tool to support the sales process. They are now engaging more deeply with their prospects into the sales cycle.
The portal and workflow has been operating for approximately 12 weeks and they are receiving excellent feedback internally and externally from prospects.
Our next phase of the project will be broadening the use of Evernote across my client’s consulting business.
Your sales productivity may be impacting your revenue growth. Get in touch if you want some help solving this problem. You should have a look at Evernote, you can download here for a test drive.