February 16, 2017

How to Capture and Record Activities to Optimize Productivity. With Patrick Hogan. #383

Joining me on this episode of Accelerate! is my guest Patrick Hogan, CEO of Tenfold, a revenue performance platform, based in Austin, Texas. Among the topics that Patrick and I discuss are how Tenfold leverages your technology through a focus on activities to maximize your sales productivity.

KEY TAKEAWAYS

[2:10] In 2014, Patrick noticed a data issue in sales: the lax reporting of phone activities. He, with a group of co-founders, came up with a method to capture all activities: The Revenue Performance Platform, Tenfold.

[3:15] SalesForce could be used to capture all activities, if the reps entered them manually. But that is not what sales reps do. Tenfold now does that for them.

[4:56] The subscription revolution is the realization that the true value of a client is not in the initial sale, but in the continuing long-term relationship.

[5:20] If a client calls in with a complaint, and nobody helps  them, they will churn, and their long-term value is diminished. Tenfold deploys to an entire organization by connecting to their existing phone lines, and entering activity into the CRM.

[8:18] Tenfold has two benefits over other systems: since you use your existing phone system, you keep your great voice quality; and since there is no added hardware, you save costs.

[15:27] Tenfold captures data first, and pushes it to the right CRM spaces, then enables list creation, reminders, and simple sequencing.

[17:11] Patrick explains his emphasis on responsiveness. It is a factor of charisma, as studies show. Don’t be slow to respond. When a lead comes in, if no one follows it up in five minutes, it goes out as an email to reps and executives, as a danger flag.

[24:19] Contextual questions and responsiveness, distinguish top salespeople. Habits and behaviors are the keys to success. Get your prospect to the aha moment first. Take them off the market, by eliminating their incentive to talk to others.