Page 55 - GS140201
P. 55
NewProducts
Unlocking the power
According to SpearFysh, once voice data is uploaded
to its speech-to-text platform, the converted text is
securely indexed against key performance indicators
to help sales managers and other primary stakeholders
identify trends and challenges, and reshape field sales
behavior. The app synchronizes the audio with tablet
notes taken, so that when an agent taps on a specific
tablet note or tag the audio replay can instantly locate
the corresponding information.
At the enterprise level, managers enjoy greater
transparency at each stage of the sales process. They
can run queries on a variety of CRM metrics to
determine, for example, how many times a competitor's
name is mentioned during sales calls or whether MLSs
are using key words prescribed for certain campaigns.
"The more I qualify the interaction to those types
of standard CRM fields, the more data I have to run
analytics against because now I can do more powerful
things," Lewis said, adding that he could, for example,
tell an MLS, "Do you realize that when you're in a stage
two discovery call and you talk more than 50 percent
of the time, you have a 30 percent lower close rate than
when you talked less than 25 percent of the time?"
According to Lewis, after implementing SpearFysh
in one of its regional offices, one client reported
a 200 percent increase in sales in that region
compared with regions without the program. "They
attributed a significant amount of that to holding
people accountable to the conversation because the
salespeople knew they were going to be reviewed by
their manager from a training opportunity perspective
to get better," he said.
In addition to offering basic CRM through its own
platform, the program has been certified for integration
with SalesForce CRM synchronization. SpearFysh
is designed to integrate with most leading CRMs to
pull data for analytics and then push the data, such
as voice data that has been converted to text, back to
CRM systems.
The software-as-a-service is available to ISOs and
MLSs on a per-user license basis. While smaller clients
are welcome, larger organizations are SpearFysh's
primary target. "If you use this for a company of 10
or less, you're never really sure if it was the person
or the technology that made the difference," Lewis
said. "But if you get over 30, statistical analysis starts
to smooth all that out [and can] provide statistically
solid trends. Because of the heavy analytics, we want
to drive on the back-end; that's why we're targeting
larger organizations."
55
Unlocking the power
According to SpearFysh, once voice data is uploaded
to its speech-to-text platform, the converted text is
securely indexed against key performance indicators
to help sales managers and other primary stakeholders
identify trends and challenges, and reshape field sales
behavior. The app synchronizes the audio with tablet
notes taken, so that when an agent taps on a specific
tablet note or tag the audio replay can instantly locate
the corresponding information.
At the enterprise level, managers enjoy greater
transparency at each stage of the sales process. They
can run queries on a variety of CRM metrics to
determine, for example, how many times a competitor's
name is mentioned during sales calls or whether MLSs
are using key words prescribed for certain campaigns.
"The more I qualify the interaction to those types
of standard CRM fields, the more data I have to run
analytics against because now I can do more powerful
things," Lewis said, adding that he could, for example,
tell an MLS, "Do you realize that when you're in a stage
two discovery call and you talk more than 50 percent
of the time, you have a 30 percent lower close rate than
when you talked less than 25 percent of the time?"
According to Lewis, after implementing SpearFysh
in one of its regional offices, one client reported
a 200 percent increase in sales in that region
compared with regions without the program. "They
attributed a significant amount of that to holding
people accountable to the conversation because the
salespeople knew they were going to be reviewed by
their manager from a training opportunity perspective
to get better," he said.
In addition to offering basic CRM through its own
platform, the program has been certified for integration
with SalesForce CRM synchronization. SpearFysh
is designed to integrate with most leading CRMs to
pull data for analytics and then push the data, such
as voice data that has been converted to text, back to
CRM systems.
The software-as-a-service is available to ISOs and
MLSs on a per-user license basis. While smaller clients
are welcome, larger organizations are SpearFysh's
primary target. "If you use this for a company of 10
or less, you're never really sure if it was the person
or the technology that made the difference," Lewis
said. "But if you get over 30, statistical analysis starts
to smooth all that out [and can] provide statistically
solid trends. Because of the heavy analytics, we want
to drive on the back-end; that's why we're targeting
larger organizations."
55
