Next to the analytics feature in SpringDeck, the CRM tab is where you can spend a lot of time analyzing your digital content. CRM stands for “Customer Relationship Management”, and without it you will not have a very effective sales process. We built a great CRM feature into SpringDeck allowing you to see who is receiving product emails, when potential clients open it, and what files they are downloading and interacting with. All of this information combined gives you insights on the best way to follow-up with clients, and data on how your product files are performing.
Did you know you can access your SpringDeck app and content straight from your browser?! This really comes in handy when you don’t have your iPad nearby or if you forgot to charge it before a sales presentation. All you need is an internet connection, a computer, and your login credentials for your online dashboard at myspringdeck.com – and you’re ready to go!
Price objections are a way of life for sales professionals, but they don’t have to hold you back! So we asked our SpringDeck team member, Kevin Tromp, to share some of his own personal insights for overcoming price objections and closing the deal!
“Everyone who participates in sales will be faced with price objections. I believe it’s important to remember that most people are happy to spend their money once they realize there’s more value in having your product than holding onto their money. If you haven’t done a superb job of building value in the client’s mind in order to decrease their money resistance, then you need to find out why by asking questions.
A customer will purchase a product if it will solve a problem or simplify his or her life, so communicate those areas strongly. I’ve received pushback on pricing many times and I restate the value, ask several intriguing questions, and then simply ask the client, ‘What do you think is a fair price?’ or “Why is this price too high for you?’. By asking these questions, you are trying to get into your client’s mind.
I remember a time when I was proposing a manufacturer buy a 12-month commitment of services. I did everything perfect, from presenting the information clearly and highlighting the problems, to pinpointing the solutions through our services. When it came to pricing and agreeing on a final amount I received pushback, hesitancy and doubt. It’s funny how someone who seems so interested in your product can become less interested when numbers are discussed, right?
Once I got the rejection I asked the client if the price was fair, and he actually agreed it was! So why was I running into a roadblock on price? I needed to re-establish or drive home once again all the solutions my service provided. I’ve learned not to repeat verbatim, but readdress the solutions in a different context or vernacular. The client deemed their monies more valuable than my services, so I had to make sure they understand completely what the service can do for them and how much time and money it will save them.
Here is one very important lesson I learned that day: You must do your best to build rapport, trust and perception that you’re an expert from the very beginning, because this always helps when discussing numbers later on.
I was patient and willing to create a scenario where the client could discover new solutions to old problems on his own, and in the end, the invoice was paid within 48 hours!
Be persistent, engaging and helpful to the customer. If you believe in your product and in yourself, then pricing won’t be a problem. However, if pricing ultimately deters a client from buying your product, then guess what? They aren’t your type of client anyway! Not yet, at least!”
Our digital world provides several ways to avoid carrying around unnecessary papers, brochures and catalogs. We no longer have to be bogged down with a million things to carry to our next sales meeting. However, saving “briefcase space” has now become a digital problem. You can store content on the Cloud, save it on your device, sync, upload, download, and the list goes on. The flurry of options can leave you a bit fragmented:
Not sure where you saved that email attachment?
Can’t remember your passwords?
Tired of excessive app switching?
Not only do we carry a digital briefcase, but it’s just as disorganized and cumbersome as its physical predecessors. For today’s salesperson, saving briefcase space both in the physical and digital realm is of utmost importance to moving the client relationship and sales process along. SpringDeck is a sales and marketing tool created by salespeople for salespeople. We get this problem, and decided there had to be a way to cut down the clutter:
Find one centralized place to store all of the content (and actually be able to find it fast)Having access to your sales collateral on one device doesn’t do it anymore. You need to get all of your product collateral in one place on that device, and be able to locate files on the spot. Nothing looks worse than when you are app switching or looking for an email attachment in front of a client. The SpringDeck app organizes product content into libraries and categorizes them into one area, based on your sales areas. Then the app’s search function makes it easy to use keywords to find products and pull up all the options for the client to view!
Make your sales presentation work for you
Forget handing out clumsy brochures or using linear PowerPoint presentations and charts. Find a way to make the presentation go fluidly using digital devices people are familiar with. For example, when our users present their products using the SpringDeck app on your iPad or computer, not only does the client perceive it as tech-savvy, but you can instantaneously flag the client’s favorite products and create custom presentation links to send right away! This saves you time and delivers content to clients when it’s fresh in their minds! Plus, avoid accidentally getting stuck with outdated files during a presentation. In SpringDeck, once a product library is updated with new content, the entire sales force automatically receives notifications with the fresh content ready to go!
- You need digital tools to track and follow-up on sales actions
The sales process doesn’t have to be a shot in the dark; nor do you need to use post-it-notes to jot down client follow-up reminders. SpringDeck software tracks every interaction the client has with the product content you give them – after the presentation is over! You receive email notifications when they open product links, and can see what products they interact with the most. This way you don’t waste their time (or yours) during a follow-up call.
So far, CEDIA 2016 in Dallas has been amazing! Today, rAVe Publications stopped by and chatted with Jeffrey Smith, the Director of Business Development at SpringDeck. Jeffrey walked them through the solutions SpringDeck creates for sales reps and CE integrators:
We call SpringDeck a “content deployment platform” because it helps users deploy their product cut sheets, images brochures, videos and other marketing collateral to the people who need to see it. For the CEDIA audience, it is especially handy because SpringDeck includes a marketplace where you can automatically download or stream product libraries from top CE manufacturers, 0r users can create their own libraries to use in the sales field. One particular library strategy that has helped BlueSpeedAV – our custom integration business located in Tulsa, Okla. – is to set up categories based on the flow of a sales presentation. Each category represents a room in a prospective smart home and includes the home automation product solutions involved with each. During the sales process, the sales rep simply follows the flow of each room category and the sales presentation is thorough and seamlessly visual. This layout helps sales reps stay on point with each room and makes the presentation go much more smoothly!
SpringDeck not only helps users deploy content, but it tracks how it is being used, too! When showing the product content, you can quickly select the product files the client is interested in and send a custom URL via email. Then, we take it a step further and track when that email was opened and what products the client engaged with the most! This helps keep the sales conversation productive, and gives dealers, sales reps, and product manufactures insight into how people are reacting to their marketing materials!
SpringDeck announced at CEDIA this week that Sony Electronics product and marketing content is available to CE dealers through the free, SpringDeck Lite app for iPad and online browsers. Dealers need only to contact their Sony rep or SpringDeck directly to get the app already preloaded with Sony content, at no cost.
“I am excited to have Sony as a SpringDeck Lite Partner,” said Ryan Sullivan, CEO of SpringDeck. “Sony is a well-established and respected global leader in their category, and we are honored to be a part of putting their product content in the hands of CE dealers across the industry.”
SpringDeck has over 1700 dealers utilizing the app to access CE manufacturer content, present products smoothly on the go, and track sales activity analytics. SpringDeck is exhibiting at CEDIA this week in Dallas where they will be featured in video presentations inside the Sony booth.
“This is our third CEDIA with SpringDeck,” said Jeffrey Smith, Director of Business Development at SpringDeck. “I’m most excited about the relationships with our users and getting more feedback on how to make SpringDeck better for them, as well, connecting with new partners like Sony, QMotion, and Full Swing Golf.”
Product content from Denon® and Marantz® (D+M), a world leader in high-quality home entertainment and advanced audio technologies, is now available on the SpringDeck platform as well as the SpringDeck Lite app to use during sales presentations. This includes access to updated product content from the popular HEOS wireless multi-room sound system. The Lite app hardcoded with D+M product is available as an exclusive free download to dealers from their D+M representative or SpringDeck directly.
“We are committed to our dealers and providing them with the best tools available to make them successful. The SpringDeck Lite app is a powerful and innovative platform that will provide the latest product information to our dealer network and we are excited to be partnering with them,” said Paul Belanger, Global business team leader – Custom Integration for D+M Group.
SpringDeck users have the ability to present products easily from one platform, with no app switching or having to fumble through thousands of product files or online databases. Also, once downloaded, users will have the option to choose three additional product libraries from over 100 top CE manufacturers. Each library includes updated marketing materials such as product videos, cut sheets, lifestyle images and more; all organized to for effortless sales presentations on the go on iPad or a computer’s online browser.
Those interested in getting the free SpringDeck Lite app with D+M brand content ready to go for sales presentations, can contact their D+M representative or firstname.lastname@example.org to request an exclusive download code.
About D+M Group
D+M Group is a global company dedicated to enhancing life through inspired sound solutions delivered anytime, anywhere. With a strong belief that “Performance is everything,” D+M is focused on innovation to meet the needs of customers in an increasingly digital world. Serving the consumer and professional markets, D+M Group brands include Boston Acoustics®, Denon®, and Marantz®. D+M Group has approximately 900 employees worldwide, with products and services marketed in more than 45 countries.
SpringDeck® is a content deployment platform that brings together product manufacturers, sales teams and potential clients. It gives users a seamless interface to access all the sales and marketing content they need, when they need it, using the SpringDeck® app for iPad or through an online browser. For more information, visit springdeck.com
SpringDeck Media Contact:
Jeffrey Smith | email@example.com | 918-574-6132
D+M Group Media Contact:
Stacia Kirby, firstname.lastname@example.org, 206-363-1492
Managing a business backed by sales teams working to get your product noticed can be one of the most exciting experiences, and one of the most frustrating. Companies who understand what exactly is going on with their sales teams at the ground level have a clear advantage over competition. Finding out what is working (and not working) in the sales process allows replication throughout the entire sales force. Identifying and eliminating time inefficiencies will certainly free up more selling time for all – which of course leads to higher revenue!
Overcome less face time with more expertise
Sales teams have a countless number of daily responsibilities that start from lead discovery and end with closing deals. Establishing rapport with a client is extremely integral to the sales process, but it’s no secret salespeople are getting less face time with clients today. Sales reps must capitalize on every moment by being experts in their products and services. The best way to do this is to be prepared with product information at any given moment. Spend time finding tools to help sales reps become knowledgeable and confident in their products. Being able to pull up product info quickly, and not fumbling to find the cut sheets, will establish the expertise needed to move the sale!
Remember the “80/20 Rule”
The 80/20 Rule says 80 percent of results come from 20 percent of activities. The main objective here is to focus on qualified sales leads by spending more time on customers who are most likely to purchase, and less time on non-revenue generating tasks. Sales reps who create additional, ineffective tasks for themselves throughout the day are in a sinking ship.
Switch to digital sales tools
Too often, salespeople spend vast hours assembling flyers, brochures, catalogs, or fumbling around cloud-based software with no ease of accessibility. Sharing information quickly with clients is essential to effective sales presentations. Find a software that can use on a tablet, while on the go. Remember: It needs to be more than just pictures displayed in a camera roll. The last thing you want is personal pictures accidentally getting mixed up with the latest product models!
Evaluate the unknowns
Avoid making business decisions on unknown information. This will by far be one of best ways to cut out wasting valuable time resources in your business. Unknowns can range from not knowing what products reps are presenting, to how clients are responding to the products after the pitch. Gathering and understanding information on every step of the pipeline is possible with the right technology. it helps you move your business forward, instead of relying on “guesstimates” of what you and salespeople should do next.
Attending a trade show is a great way to gain new business and share your product with a target audience. With several trade shows under our belt, we have noticed the small things can make a big impact on having a successful trade show:
Know what you want to accomplish
This sounds given but don’t assume everyone on your team is clear on what you want to get out of the trade show. Is there a specific product you want to introduce? Do you want more leads? To build customer relationships? To meet with specific industry leaders? Take the time to make sure your entire team is clear on what you want to achieve, so everyone is going in the same direction during the actual event.
Offer an experience
Leave plenty of open space within your booth so people feel welcome and can spend time talking to you. If the space is poorly planned and cramped attendees will feel rushed and in the middle of traffic. Also, color selection is massive. The booth’s color palette is crucial because it sets the tone for the entire attendee experience. Do you want your booth to feel calming and sincere? Use light blues, white and some grey. Research how colors affect mood and mix it with your branding to create an attention-grabbing booth.
Stay off your phone
The last thing you want is attendees walking by while company reps are glued to their phones. Put your phone away, be aware of your surroundings and be welcoming. Step away for 15 minutes if you need to check your email, reply to messages or make a call. You can’t smile and invite people to check out your product when your face is down in your phone!
Make sure to get plenty of rest. Trade shows are a fun way to connect with people and colleagues but you’re also there to work and represent your company to the best of your ability. If you’re staying up late, barely sleeping and eating whatever is convenient while trying to be on your “A” game, your professionalism will suffer and gaining new clients will be a struggle.
Ask questions and listen!
Every attendee is getting pitched on why they should buy “this” or do business like “that”. Start by asking attendees questions about their business. Be quiet and listen to their response instead of being distracted by what you are going to say next. We recently experienced proof that this can go a long way at a trade show: Our Sales Director had an attendee thank him because he didn’t interrupt like many of the other trade booth reps he had visited. Bottom line: Ask questions, listen to what problems they are having and then present a solution through your product.
Trade shows are a great opportunity to update your online network and strengthen your brand story. Designate a team member to snap candid photos and video at the event. Use this content to post to social media, your website and connect online with like-minded people to drive awareness. Find out if the event is using a hashtag and get in on the conversation by posting behind the scene photos, quotes and highlights of the event. This CEDIA 2014 video is a good example of using a trade show experience to create content other companies will want to share with their network, while embracing your brand:
CEDIA Gem: Through the SpringDeck sales and business app, home technology integrators can view and access relevant vendors, products and documents through a single portal.
The integrators at Tulsa, Okla.-based BlueSpeed AV wanted a better way to present their products and services to customers. They despised having to search through binders, Web sites, hard drives and emails to locate images and documentation for each product from each vendor.
So they developed SpringDeck, a sales tool for CE pros, which presents offerings from numerous vendors on a single app – lifestyle images, product photos, wiring diagrams, videos, sales brochures, spec sheets and more.
Salespeople can quickly find consumer-friendly graphics and videos to show to clients, but they can also look up pricing, spec sheets and other dealer-related information from the same interface – no fumbling around.
But that’s not all. SpringDeck also allows dealers to customize the app for individual clients, including whatever documents they choose, so that customers can flip through (and share) the information at their leisure.
On the backend, SpringDeck offers an analytics tool that can track what the dealers are showing during their presentations … and what the clients are viewing afterwards. The customer-based analytics can help dealers tailor their follow-up calls to the interests of their prospects.
See Full Story: CEPro
For more than 50 years, ARKRAY has developed innovative diagnostic and monitoring products for the healthcare industry, diabetes management and clinical diagnostics. We chatted with Todd Cullen, SpringDeck user and Director of Marketing for ARKRAY, about their experience using SpringDeck in their sales process.
Q: Why did ARKRAY start using SpringDeck?
“ARKRAY was looking for a platform to provide digital access to all of our marketing collateral, with the ability to send directly to customers. Prior to SpringDeck, our sales force would request PDF’s of any marketing collateral pieces, attach to an email and send to a customer. This process was very cumbersome and often times resulted in sending wrong revision of the sales materials.
After an exhaustive search for a simple solution, SpringDeck came across my desk. This appeared to be the perfect solution to our need, particularly with the option to track the messages sent to customers and whether or not a followup was needed. SpringDeck offers us the ability to see if a customer has opened the message and if they have downloaded the attachments. The best part of this solution is that it allow for follow up using the original message.”
Q: How has the ARKRAY sales process improved since using SpringDeck?
“We have had tremendous positive feedback from our sales team. The SpringDeck tool has allowed our sales team to communicate more effectively with our customers and to proactively follow up on key messages sent to them. Our customers have told us that they prefer electronic versions of our sales collateral rather than hard copies and SpringDeck provides our sales team the right tool to offer that solution. It has saved tremendous amount of time as well for our sales team by not having to hunt around their PC to find copies of a sell sheet (and hopefully the correct revision) to forward to a customer.”
Q: What is your favorite feature of SpringDeck?
“Our favorite feature of SpringDeck is the capabilities to track the messages we send to our customers. This is a great feature to check whether or not a message has been read and opened. It also gives us the capabilities to follow up directly if a message has not been read with a friendly reminder. The consistency of the messages sent to our customer is a real asset. With a large sales force, many of them have their own “unique” way of creating custom email messages to their customers. With SpringDeck, the format and look of the message is consistent across all of our sales team.
Q: From a sales admin perspective, how has SpringDeck analytics helped your team?
“Yes. It has been helpful for us to see usage and to remind the sales team of the features of SpringDeck. This has reduced the admin time to forward PDF’s of sales collateral as well as managing current revisions of the pieces.”
Q: What would you say to another company that is considering using SpringDeck?
“I highly recommend SpringDeck to any company! This is a true time and money saver, all while offering flexibility and custom messaging to our customers (not to mention the analytics!). The usefulness of SpringDeck far outweighs the cost of the subscription. The return on our investment was achieved the very first year!”
Free content and robust sales tools now available to SnapAV dealers
SnapAV, a manufacturer and exclusive source of A/V, CCTV and networking products for professional integrators, has partnered with the SpringDeck app to deliver streamlined, updated product content for all their most popular brands, including Episode®, Luma Surveillance™, WattBox®, Araknis Networks®, SunBriteTV®, and OvrC® remote management. SnapAV dealers can now take advantage of a free exclusive download for a SpringDeck account; they can use these extra sales tools to present products on the go from an iPad, an online browser, or from any connected device.
“We want our dealers to have the best tools available to make them successful,” said Adam Levy, President of SnapAV. “The SpringDeck app puts our latest brand content in customers’ hands in a really innovative way, and we’re excited to partner with them."
Through an exclusive download code, the SpringDeck app is automatically hardcoded for SnapAV’s extensive product library, which is divided into two categories: Brands and Solutions. In the Brands category, dealers can find content organized by SnapAV’s brand line, to see an overview of products specific to top names such as Luma, Araknis, or OvrC. The Solutions category takes a more conversational approach to the sales process, and is where dealers can browse content based on the specific solution their customer may want: outdoor audio, surveillance, networking, and more.
"Adding SnapAV to SpringDeck is a huge win for our entire user base,” said Ryan Sullivan, CEO of SpringDeck. “Their company mission is to provide AV solutions to their dealers and make it easy to do business with them. Equipping Snap dealers with SpringDeck helps make that possible. From our perspective, a high percentage of SpringDeck users purchase one or more items from SnapAV, and so now, SpringDeck users will be able to utilize SnapAV’s marketing resources when they need them most!"
Any SnapAV dealers who want to claim their free SpringDeck account can visit springdeck.com/snapav.
Established in 2005 and based in Charlotte, North Carolina, SnapAV is a manufacturer and exclusive source of A/V, CCTV and networking products for professional integrators. An industry leader in the custom install channel, SnapAV helps integrators build their businesses by providing a wide range of high-quality products, easily accessible through an intuitive website and backed by award-winning service and support. With a vast catalogue of today’s most popular brands, SnapAV is the premier choice for custom installers across the globe. Additional information about SnapAV and its products can be found at www.snapav.com.
SpringDeck continues to grow across industries with this case study from Metro Outdoor Living – a premier outdoor retailer located in Tulsa, Oklahoma. SpringDeck is impacting their sales and marketing process and team results on a daily basis, and helps them connect with clients on and off the sales floor. We loved working with them on this video and are thrilled to see the SpringDeck app becoming a pivotal part of their sales operations! Now…if we can just get them to grill us a couple steaks on some of those fancy outdoor kitchen appliances (yum)!
Want to hear firsthand about the impact SpringDeck is having for users? — The team at Tulsa Drillers Baseball use the SpringDeck app to manage their content and communicate their products and services. It has changed how they handle sales conversations, educate their sales teams, and approach general sales strategies! (*Video Production by SpringDeck*)