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.



The Small Business and the Importance of Information

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Small businesses of today are much different than just a few years ago.  With the relatively easy access of information any small business can be competitive against much larger businesses.  On the flip side, the larger businesses also have access to the same information, but they have armies of people analyzing the data.  This means that for your business to compete you must have some sort of competitive advantage.  This could be better products, better pricing, better service or a better level of preparation to win the business.  One commonality between the small business and the large business is both are competing for customer face time for a presentation or demo.   In many cases the larger business may already have advocates within the customer and may even be using their products, so when you do get the opportunity to present to the customer, you better be prepared.    That said, here are some thoughts surrounding the preparation cycle of deal pursuits.

Why did we get the Meeting?

  1. The customer is not completely satisfied with the competitor’s product, service, etc.
  2. They believe you have a better product.
  3. They are using you for pricing negotiations. (figure this out quick)
  4. They are just kicking the tires. (figure this out quick)

Meeting Secured

Ok, so you have secured your meeting, now what? Some of the basic To Do’s:

  1. Check out their web site and try to determine the key players.
  2. Check out your competitor’s web site.  I always review the customer and success stories pages.
  3. Check out LinkedIn to gather pre-meeting intelligence on the customer players as well as your connections that may have insight into the customer (The KiteDesk product works well for this).
  4. Since I use Salesforce I manage all my meetings and customer interactions natively using Meeting Mapper for Salesforce.
    1. I create the meeting.
    2. I schedule the meeting.
    3. I add meeting attendees (if a meeting attendee is not a contact in Salesforce I can add them to the meeting and Meeting Mapper will add them as a contact in Salesforce).
    4. I send out meeting invites.
    5. In the event one of the meeting attendees is a VP or C level, I will assign an executive sponsor to him or her so a relationship can be built outside of the opportunity with someone who can influence it.
    6. I create and send the meeting agenda.
    7. I modify the meeting attendee’s details (add their role if I know it, any notes about the person, initial Stance (For, Against, etc.).
    8. I add any notes and/or questions I want to cover in the meeting before hand in Meeting Mapper.
    9. Once this is completed, I’m ready to go and can move on to work more leads and opportunities.

Meeting Day

With all the preparation you completed it gives you the competitive advantage or at least puts you on a level playing field. Here is what the prep work does for you:

  1. Salesforce is updated just in case you can’t make the meeting and a replacement has to take over.  You should Never lose a deal because of personnel changes!
  2. You have agreement of the Goals and Objectives of the meeting – remember the invite and agenda you sent? The Goal and Objectives were included in both of them.
  3. You know the meeting attendees and have some basic knowledge of them (role, initial Stance, Social information).
  4. You already know some of the questions you want to ask to ensure you meet the Goal and Objectives of the meeting.
  5. You assigned an Executive Sponsor, so you are not going to be a complete stranger to any VP or C level execs.  The relationship has already started to build.
  6. The customer will notice and appreciate the preparation.   You won’t be the small competitor; you’ll be the prepared, nimble competitor who will do what it takes to win their business.

Post Meeting

Once the meeting is over all you have to do is update Salesforce with all of the important information that was gleaned from the meeting and send out the meeting notes to everyone.  By the way, this is the hardest part for any Sales Executive and this is why Salesforce is not used to its fullest potential.  Because I use Meeting Mapper, I just take notes as I would in any meeting, but I use the Meeting Mapper interface either natively in Salesforce or Salesforce1 or Meeting Mapper Mobile on my tablet.   This single input automatically feeds the entire Salesforce ecosystem.  From my meeting notes here is some of what is documented and stored in Salesforce.  This is the information that will give you the competitive advantage.

  1. Meeting Attendee information:
    1. Role – If you have a Champion role in the meeting – justify that role assignment based on your sales methodology.
    2. Stance – For, Against, Neutral:  If they are for, justify that designation.  “Happy Ears” is not a strategy.  This ensures your sales team is using your sales methodology consistently.
    3. Level of Participation (e.g. It’s not a good sign if the Decision Maker is Distracted)
    4. Next Steps or Action Items assigned
    5. Any individual Notes about this meeting attendee
    6. Were the Goal and Objectives Met?
    7. Public Notes – not all the notes in a meeting should be shared with the customer.  How many times have you sent meeting notes, just to say “I should have taken out that sentence”?
    8. Private Notes – Some notes are for the internal team’s consumption.
    9. Assigned Next Steps or Action Items.
    10. Specific subject matter is identified as hot or not for this customer.   This can be used to drive further focused conversations with the customer as well as providing relevant information to your marketing and product teams.
    11. All of this structured data is used to generate reports and dashboards that can be used not only by the individual responsible for the deal pursuit, but also by Sales Management to drive tactics and strategy.

Armed with this information, I can do Sales Forensics and build my strategy to win more deals and drive increased revenue. If you are interested I would be more than happy to show you the level of data and information I gather in all my meetings. In closing it’s not the size of your company, it’s the amount of information and data you have to build strategy.  I think you would be surprise just how big Point N Time Software is.

Your thoughts and feedback would be great.

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