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To improve sales performance in every opportunity, SmartSelling helps sellers modify their behavior and activity to achieve better alignment with each buyer.  SmartSelling is accessed through the web or via handheld devices.  Sales professionals answer multiple choice observational questions regarding the individual prospect/buyer.  SmartSelling compares the seller’s SmartProfile results to the buyer’s calculated profile.  Utilizing predictive technology, SmartSelling generates a behavioral profile for each specific sales opportunity.  This profile predicts and highlights how a buyer is likely to act in a given sales situation with a specific seller.  These profiles are then compared to our SmartSelling best practices database of situational behaviors necessary for selling success through better seller/buyer alignment.  Utilizing regression analysis and mathematical formulations, SmartSelling systematically and precisely analyzes the profiles and generates Guided Communications to help sales professionals execute more effective selling best practices.

The Guided Communications outline how the sales professional SHOULD act in this specific sales situation to advance the sale forward.  The Guided Communications include suggestions on how to interact and communicate with each buyer, what to stress and emphasize based on the buyer’s profile, and insights into how this buyer processes information and makes buying decisions.  SmartSelling enables every sales professional to think and act more often like proven top performers.

How SmartSelling Works:

  • SmartSelling provides an on-line questionnaire to profile each sales professional.
     
  • The sales professional uses a different on-line questionnaire to profile the prospect and the prospect’s organization.
     
  • SmartSelling creates a unique Opportunity Profile reflecting the behavioral tendencies of the prospect’s organization.
     
  • The SmartSelling Knowledgebase computes Guided Communications based on predictive technology and behavior profiles of the seller, the buyer and their respective organizations compared to selling “best practices” for this situation.  Scientifically generated, the Guided Communications messages provide confirmation, coaching and anticipatory strategies to help the sales professional adjust behavior for optimal seller/buyer alignment and communications. 
     
  • After each meeting and interaction, the sales professional will have the opportunity to refresh SmartSelling with new data and insights.  The process is then repeated to yield more tailored Guided Communications based on each update

 

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