Your New Sales Professional 9 things they must have under their belts before meeting Customers

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A speedy ramp-up of a new sales professional is critical to their ability to hit the ground running and quickly generate revenue. Having been a new sales professional as an individual contributor and sales leader, I’ve learned over the past 20 years there are 9 Things Every New Sales Professional must know and do before meeting customers.

1. Know the hot industries for your products or solutions – Knowing the hot industries in your space will allow them to plan their efforts and efficiently spend their time driving revenue.

2. Know the customer pain points and challenges based on each industry – Once hot industries have been identified, knowing the pain points and challenges of each industry will allow the sales professional to effectively plan their strategy, tactics and pitches for each customer.

3. Know the customers objections to your product or solutions – After knowing the standard customer objections will allow the sales professional to refine their sales pitch by clearly identifying mitigating responses to each of these objections.

4. Know the customers’ Obstacles – First of all it’s important to know the intentions of obstacles. They are meant to slow you down, stop you, funnel you in a certain direction or even ambush you. Knowing and understanding the obstacles allows your new hires to create a plan to mitigate them when presented.

5. Know Competitor’s Strengths and Weaknesses – These should be known and, analyzed with ready responses for each. This information is key to winning deals.

6. Your own Strengths and Weaknesses – Matching your strengths and weakness against your competitors allow the new hire to modify their tactics and discussion with the customer. They’ll know what to talk about and what to stay away from.

7. Know what is and what is not Resonating with customers – When this information is known, new hires know what aspects of your solution(s) to highlight with your customers and which they needn’t.

8. Opportunity Reports\Meeting Recap – This information allows new hires to see an opportunity (won and lost) from creation to completion. It’s more than opportunity notes, it’s the Business Intelligence gathered in all of the customer meetings for each opportunity. Understanding the actions and decisions coming out of these meetings will quickly allow them to anticipate various scenarios and adjust their tactics to win deals.

9. Review current and closed Opportunity Plans – Reviewing Opportunity Plans allows the new hire to see the winning strategies, tactics and value props your most successful teams are employing to win deals.

Here at Point N Time Software we’ve created a New Hire Sales Kit. It’s comprised of:

• Salesforce reports and dashboards of business intelligence gathered in customer meetings.
• Strategy Mapper – Salesforce integrated dynamic opportunity plans.

Since we collect this information natively in Salesforce via Meeting Mapper and Strategy Mapper, it’s quick and easy to present this information to our new hires. This allows them to see up-to-date Customer Intelligence across the entire organization and ultimately allows us to ramp a new sales professional in weeks, not the typical ramp time of 6 months. We all know the faster you can ramp a new hire, the faster they’ll make plan.

Meeting Mapper and Sales Methodology

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Meeting Mapper and Sales Methodology


Meeting Mapper was designed and built to be one of the primary tools in your arsenal in effectively implementing your sales Methodology. So much of the data and information that is needed to effectively implement and execute a sale methodology comes from customer interactions. Meeting Mapper gives you the ability to easily capture, organize, track and report on this strategic information. The list below gives the high-level benefits of Meeting Mapper in each of these key Sales Methodology areas

  • Opportunity Management: All sales reps take notes in their customer meetings, and these notes contain the strategic information needed to qualify and win opportunities. Meeting Mapper allows your sales teams to easily and consistently capture this information.   The strategic information is automatically stored as structure data so it can be used as the basis of meaningful reports. Information like:
    • Customer Roles (do we have the decision makers attending the meetings?)
    • Customer Stances (are the right roles in favor of what we’re selling?)
    • Competition (who are we up against in this opportunity and how do we compare?)
  • Sales Process: There are key data points that need to be captured to move through the sales process and Meeting Mapper captures this data. Data like determining the buying signs. Meeting Mapper not only allows you to easily capture this data, but also allows you to consistently implement your selling process through “Meeting Templates” that can guide your sales teams through the processing while allowing Sales leadership to assess the opportunity and process.
  • Account Management: Meeting Mapper is also a key tool in your Account Management efforts. Using Meeting Mapper, you can map out key areas of your Account.   You’ll be able to track each of the opportunities in your accounts so you can identify white space, overall customer goals, political maps and much more so you can effectively implement your Account Management process.
  • Sales Performance: Meeting Mapper captures the data you need to be able to manage your sales team’s performance. You’ll have out-of-the-box reporting on key information like:
    • Meetings per Rep
    • Meetings per Account
    • Meetings per Opportunity
    • Customer roles in each Meeting
    • Customer stance in each Meeting
    • Meetings per Opportunity Stage
    • And so much more

This is a very high-level view of how Meeting Mapper can help you ensure your Sales Methodology is consistently implemented across your sales teams and allow you to evaluate the effectiveness of your methodology.

AA-ISP Leadership Summit 2015

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Please join Point N Time software at AA-ISP Leadership Summit 2015, in beautiful Chicago.

The 7th Annual AA-ISP Inside Sales Leadership Summit will be held on April 21st and 22nd at the beautiful Hyatt Regency O’Hare, just minutes from O’Hare International Airport. The 2015 Summit will feature all new presentations from over 40 of the today’s most recognized Inside Sales Experts. Learn the latest tips, technologies, and proven best practices for solving today’s toughest challenges and issues.

Sign up today: AA-ISP Leadership Summit 2015

Point N Time Software has been shortlisted based on merit to be part of 20 Most Promising SalesForce Solutions 2014

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October 21, 2014–Point N Time Software, a Allen, TX -based Salesforce partner, has been shortlisted for the CIO Review Top 20 Most Promising Salesforce Solutions 2014.

“We are extremely excited to be included in this select group of companies,” says Travis Davis, Point N Time Software, Co-Founder and CEO. “As Point N Time Software has grown over the past 36 months.  With over 42k users world wide of our mobile and cloud based solutions, it’s been an honor to work with our customers who are using Meeting Mapper daily to drive increased revenue and ensure customer success.”

As part of the decision process, a CIO Review panel will analyze the shortlisted companies’ offerings, client testimonials, milestones, and other recognitions. The final Top 20 will be announced in CIO Review’s December special edition.

About Point N Time Software

Point N Time Software is a global provider and leader of mobile and cloud solutions that improve planning, execution and follow-up of critical business meetings. The industry leading Meeting Mapper application brings easy and affordable meeting management tools to business professionals. Powerful and easy to use, the solutions provide easy customization to utilize your sales and project methodology at an incredibly inexpensive price point.

Our Mission is simple and unobstructed
Gather, organize and share ‘Actionable Intelligence’ from your sales, project and internal meetings and interactions, making it accessible to your entire organization to drive business goals and objectives. Founded in 2012, Point N Time Software, has been committed to delivering superior products and solutions used to ensure you have effective meetings in order to drive sales and projects to successful competition.

Relief for the 7 Pain Points of Salesforce

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Is your adoption and usage of Salesforce what was expected? Are your sales teams putting important selling meeting information into Salesforce? Are your sales meetings driving opportunities to successful closure and driving sales? Are you able to see what went wrong or what went right in the sales meetings, in Salesforce? The biggest question is:

Are you getting the most from your Salesforce implementation?

At Point N Time Software, we talk to a lot of Salesforce users at all levels within an organization, admin to c-level. What we have found is there are seven main pain points with Salesforce.

Register today for our webinar.

Free Webinar – Point N Time Software and utribo team up ‘Capturing Customer Conversations in Salesforce’

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Are your sales calls translating into actual sales? Are you able to see what went wrong or what went right on a sales call? Are you getting the most from your sales call process? At utribo, we believe that the sales call is the heart of the sales process, and our friends at PointNTime agree. That’s why we’ve teamed up to share essential tools and best practices to help you get the most out of your next sales call.

Please join utribo and PointNTime for a timely webinar to learn how technology can be used to optimize the sales call, boost efficiency, and most importantly, increase your revenue right in Salesforce.

During this session we will discuss how to increase revenue by:

  • collecting actionable sales intelligence about the conversations you have in customer meetings.
  • using that intelligence to become more productive in future meetings.
  • creating a culture of constant improvement with each customer conversation.

Join Us Register Now


Sales Enablement and Effective and Efficient Meetings

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About Fergal Glynn

FergalFergal Glynn leads Docurated’s Marketing team. Docurated is a Productivity Solution that enables Sales Organizations in companies such as DigitasLBi and Havas surface and leverage the best Marketing content for higher quality pitches and faster Go To Market. Prior to Docurated, Veracode was an early employee at Veracode. At Veracode Fergal was responsible for lead generation activities including content marketing, blogging, search engine optimization, social media, and sales operations. Earlier in his career Fergal was a technical founder of BlueNote Networks and a developer at Fidelity Investments and Oracle.

One of the biggest issues that sales and marketing face today is the inability to efficiently surface and re-use the most effective content to close more business. Only 20-30% of sales time is spent in front of customers while 70-80% is spent on discovery, looking for information, and other administrative tasks. If companies can reduce this time spent away from customers the potential rewards can be quite significant.

Sales Enablement

By focusing on sales enablement, companies can create meaningful efficiencies across their sales organization meaning more time can be spent in front of customers. Sales enablement is a relatively new business function that is primarily concerned with equipping sales teams with the most relevant content whenever and wherever they need it.

Improved sales enablement can reduce time spent away from the customer by reducing time spent searching for documents and other administrative tasks. By arming sales reps with winning content when they most need it, improved sales enablement can also lead to better meetings which in turn lead to increased efficiency and effectiveness as well as lower cost of sales and higher revenue per rep.





Improve Sales Enablement across the Company

The instigation of successful sales enablement at a company can not be achieved purely through software adoption. Sales enablement is a function of business that is comprised of activities, systems, processes, and information. These elements must be aligned cohesively into an overarching process that maximizes the organization’s selling potential.

Companies must follow a number of steps to sales enablement success:

  • Evaluate current sales enablement processes
  • Make sales enablement a priority
  • Carefully introduce sales enablement software
  • Align the entire company behind the sales organization
  • Establish a set of shared sales enablement metrics

Effective sales enablement will not merely see an increase in revenue but can act as the framework on which future revenue growth can be built.

 Sales Enablement for Better Meetings

 With an effective structure provided by improved sales enablement, companies can make the most out of their meetings with customers. The best sales enablement software ensures sales reps are always equipped with the best content. At present, many sales reps have difficulty locating the best sales collateral.

Companies are storing content in shared drives, cloud storage services, CRM systems, and even email inboxes. Retrieving content has become a nightmare. Sales reps are spending up to 6.5 hours searching for content each week. Worse still, many reps are settling for the sales content that is most easily accessed instead of the most suitable to present at a customer meeting. Effective sales enablement software eliminates this inefficiency creating more time for meetings as well as improved sales rep performance.

 Sales Rep Mobility

Sales reps are becoming increasingly mobilized and now require 24/7 access to the most relevant company content. Each customer meeting will be different. What worked at the last meeting may not work next time around. As a result, sales reps have to be more flexible than ever before. Reps might even have to mesh up different pieces of sales content to create a specifically tailored piece of content on the move to their next meeting.

Customers needs have evolved significantly over the past number of years. To get the most out of customer meetings sales reps need to be better prepared than ever. Companies with effective sales enablement functions are best prepared to meet the challenges posed by customer meetings.



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