Inefficiency is a killer in sales. Salespeople spending chunks of time doing anything but talking to customers about products and solutions reduces their ability to earn sales and make your business money.
During a joint webinar Thursday hosted by Fusable and Voze, experts from both businesses shared how bad data is one major driver of sales inefficiency, and how costly it can truly be. The experts, Voze’s Myles Brill and Fusable’s Andre Graves, also detailed how the 2024 partnership between the two businesses is striving to eliminate this problem from dealers’ workflows.
“Bad data pulls [salespeople] away from good opportunities,” says Brill, a senior account executive for Voze. “You want [salespeople] proactively driving growth and not chasing their tail all the time.”
Brill and Graves define the latter as time salespeople spend ostensibly working toward a sale only to be derailed when they realize they are acting on information that’s outdated or incorrect, such as a calling a wrong number or driving to the wrong location, or composing a customer email based on incorrect purchase information.
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Brill says these mistakes are devastating not only because they slow a salesperson’s progress to a sale. They also reflect poorly on your business if the customer is aware and, perhaps most frustratingly, often they can be avoided.
Graves, a Fusable senior solutions architect, says that’s exactly what Fusable and Voze have focused on in building and expanding their partnership. Working together, Graves says their partnership gives dealers easy to use, landmark digital tools that enable users to access accurate and up-to-the-minute customer information (pulled from Fusable’s RigDig Business Intelligence product and a dealer’s management system) through the Voze platform to enable salespeople to take more direct, efficient action with customers.
He says the partnership allows salespeople to “go right to customers with real data and have real conversations” about their business without having to worry if the information they are acting on is valid or accurate.
“Fusable brings the power of clean, contextual data, and Voze takes it from there,” he adds.
Post-sales practices are improved as well. Voze’s solution enables salespeople to input, via voice notes, customer information, orders, requests for additional follow-up information and more all from their smartphone, and submissions are saved into the app in seconds. Brill says this means salespeople don’t need to spend time after a customer meeting making phone calls to multiple departments to chase down answers to customer questions or confirm availability of specific parts, they can simply drop in a voice note and those requests will immediately be routed to where they need to go, enabling the salesperson to get back on the road to the next call.
Adds Graves, salespeople “can spend less time chasing and more time closing.”
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And, over time, that extra time in the field can lead to more sales. Brill gives the example of truck sales team in which each rep sells just one more truck a year. For a 20-person unit, that’s another $3.5 million in revenue each year.
Graves references the movie Moneyball, a good movie with an even better lesson. “It’s about seeing the value where no one else was looking,” he says.
