Sales of Professional IT Support Services
My Sales Machine is used by a long established technology service business to manage the Business to Business sales process across a number of different IT related sales opportunities.
Typically, the firm captures the opportunity whether its from a new customer or an existing one and runs a structured sales process to manage the selling/buying process
from start to finish.
As the system is Microsoft Cloud based, users can securely access and log-in from anywhere with an internet connection.
This particular My Sales Machine instance also extends to an after sales Support Ticketing resource.
Clients are able to log support calls with the provider who can then manage a process of rectification.
My Sales Machine used for sales of luxury yachts
Configured to formally manage the sales process of a luxury yacht manufacturer, My Sales Machine was adapted to cater for the sales process of selling a custom-built luxury yacht. This is a sales process that can typically run into a number of years, so it is important that the ‘prospect’ doesn’t get lost or forgotten about.
My Sales Machine is used to capture initial interest from a potential buyer, with either significant detail of the enquiry being captured over a phone call to the sales office, or in a simpler form at a boat show or open-day.
Shows are notorious for visitors constantly viewing the boat and sales staff often struggle with time pressures to look after them, all meaning sometimes it is difficult to get all the detail captured in one go, as prospective buyers look over the yacht.
Clearly its difficult to spot a real yacht-buyer from say an interested member of the public who’s not realistically looking to purchase, so it is vital that every visitors details are captured and run through the Sales Machine so as not to miss a real buying opportunity.
The boat-show solution uses a tablet with a simple screen to capture the main contact information and interest of a prospective owner – it can be completed by either the sales-person while chatting with the prospective owner or indeed the visitor themselves can fill out the enquiry form. The system is then used to send either an e-mail or a follow-up letter to the visitor very quickly after they have visited. It’s a very impressive marketing tool.
This My Sales Machine instance has also been developed to manage the quotation-process of a prospective owner specifying his chosen boat and its optional extras – of which there are a lot and different across each of the three boat models too.
The My Sales Machine process is deployed once the interest is captured into the system. A managed schedule of dates and call backs in instigated to maintain regular contact with the prospective yacht owner throughout the buying process.
Once again, we are seeing how My Sales Machine is taking the potential for human error out of a sales process and at the same time making the vendor look really professional and detailed in the eyes of its customers.
Medical Supplies & Distribution
My Sales Machine has had a significant, positive impact on the firm’s bottom-line, and has integrated beautifully with all the other Microsoft products it deploys.
My Sales Machine is used in a classic sales fashion to capture and record the detail of any current client or new-business opportunity and allows the sales-team to work the opportunity into an order with consistent and regular sales process activities.
It is a very competitive industry, small-differences in the sales approach and the firm’s professionalism can make all the difference in a potential sale. One classic feature is making sure that without exception, sales staff always do what they tell the opportunity contact they are going to do – even to the point of under-promising and then showing over-achieving. The structured and repeatable way that My Sales Machine allows the firm to conduct itself is showing significant results and growth.
This My Sales Machine solution has also been further enhanced by connecting it to the firm’s main back-office database. This means that sales people always have access to the very latest financial and account info on what their clients have been ordering. My Sales Machine is also connected to their telephone system allowing staff to use headphones to make and receive calls from customers, thus speeding-up the entire operation.
The system provides management with instant info on all sales activities, marketing actions, results and where any sale is in the process. This means that any sales person can pick up a sales opportunity at any point and progress it through to an order, without the need for interaction with other staff or delays in finding out additional information from others.