Product demos and sales presentations are the life blood of a sales rep. The more demos they give and the more presentations they do, the more chance they have of making a sale. Therefore, it is extremely important that reps can track their demo activity as related to their leads/contacts, invite their prospects easily and attach any qualification information they obtain to the prospects recordin in Salesforce. Not only doe this help sales reps manage their pipeline better but it also gives management visibility into their reps demo activities.
With these problems in mind, we created ReadyTalk for Salesforce. The application allows you to access all of ReadyTalk's great features from the lead or contact record in Salesforce. A rep can do several things from within Salesforce:
- They can send templated emails that invite their prospects to demos without leaving Salesforce.com
- They can capture the polling data you might gather on the event and attach it to the lead or contact record.
- They can automatically record registration data and status in Salesforce.com
Our reps use this application all the time. They create a meeting in Salesforce, invite their prospects, collect the registration information which updates their record if needed. For example, some of our reps ask on the registration form who is your current audio and web conferencing provider, other's may ask things like why they are looking to switch providers or if they conduct webinars. All of this qualification information gets immediately passed into the prospects record for easy access.
Once they are on the demo, most of our reps also put up polling questions to glean more information from their prospect. Questions like - Do you use Salesforce.com? or How many webinars do you conduct in a quarter? The answers go right into the prospects record.
Finally, management or the rep can run reports to see who as attended their demos, who did not show up and what information was asked on the demo. All of this is neatly packaged onto the prospects record.
You can check out the ReadyTalk for Salesforce.com application out on the AppExchange.