How to increase closed deals and stay relevant- Saleswings’ founder gives glimpse into the competitive SaaS industry
The phrase “time is money” is a popular saying which is used across many industries, however, when considering sales, it is fair to assume there is no other industry where this concept is more applicable. If you are dealing with medium to long sales cycles, how and where you invest your time is critical. Choose the wrong client and you have not only lost a sale but also wasted valuable time which could have been invested in better opportunities.
Saleswings understands the necessity of choosing the right leads to follow at the right time and provides a service which can allow any sales teams to optimise their time and their choices. To get a better understanding of how they work and what they are currently focusing on I spoke with Co-Founder and CEO Philip Schweizer.
From the sociable article, your companies work with The Princeton Review was a huge success, can you give an example of another company or case study that has really benefited from Saleswings?
ActiveTrail is a client base in Israel with an international sales team which receives many inbound leads. They need to route them to the right sales person very quickly, however, they had no time to sort them out or to organize them. Although, with Saleswings they could quickly qualify them in real time, which takes milliseconds, to determine if a lead is hot or not. They are also very happy with how easily Saleswings works with their current CRM system Pipedrive.
Earlier you mentioned about a lead being determined as hot or not. What are the factors which dictate the label it is given?
The important thing is analyzing data to predict an outcome, essentially predictive analytics. Whenever you analyze data you need to consider the relevance, the quantity and also the quality of data. We worked with a data scientist that looked at lead score, temperature, lead scoring methodology, website activity and email marketing. For example, with emails did they click on it, did they open it, when they go on to a site what do they do after. We have a black box algorithm which we use for this.
Who do you consider to be your main competitors and how do you differentiate yourself from them?
Our main competitors are marketing automation platforms like Marketo, Hubspot or Act-On, which provide larger more expensive platforms. However, instead of replacing what customers have they can upgrade their existing software which Saleswings can coincide with while producing website tracking and lead scoring. It can also be 50x faster and the deployment is super quick, with a lower cost of ownership over others.
What was the main motivator to solve this problem, for example did it arise from a personal experience or something you recognized others having issues with?
I was working in a company that had a high number of leads but since we had a niche product the deal closing rate was very low, while at the same time there were long sales cycles. We had no visibility but getting a lead at the right moment was very important.
What do you consider Saleswings’s greatest achievement within the past 6 months?
We have been approached by three different companies in the past 6 months who have expressed an interested in acquiring us which is a good thing.
What is the main focus for Saleswings over the next 6 months?
We have a few components that we want to prioritize such as doc tracking, IP tracking, email open tracking, social media monitoring and increasing the scope of our platform.
Have you had any constructive feedback from customers, and if so what are they interested in seeing?
Introducing a tool to take sales actions, integrating a mailing system, telephony system. Customers would like to see this more and they want more insights into who the leads are and releasing contact insights.