Black Ink Technologies, a SaaS analytics solution specifically designed for the outdoor power equipment industry, recently launched a new customer relationship management (CRM) product called “EyeOn Demand: Customer.”
“Many ‘out of the box’ generic CRM (customer relationship management) or SFA (salesforce automation) tools available can be difficult to use, cost prohibitive, or require lots of time and resources to customize for the specific needs of mobile salespeople selling industrial-grade outdoor power equipment to key accounts,” said Jeff Winsper, president of Black Ink Technologies. “As a result, salespeople get frustrated, adoption wanes, thus leaving future revenue opportunities in obscurity within the sales process. EyeOn Demand: Customer is a powerful, yet practical solution to empower the mobile salesforce to engage with their key accounts in a more relevant and profitable manner.”
EyeOn Demand: Customer lives in the Cloud, allowing for greater flexibility for salespeople to quickly search, find, and connect to commercial accounts and prospects while on the road. The territory manager or in-store sales representative can, in less than 3 clicks, easily set up product demonstrations, track call history, email directly from the system, set up onsite visits with customers, and view location on a geo-map. The user’s dashboard provides a snapshot on progress toward sales goals and highlights next-best activity to pursue. The CRM solution can immediately identify — based on past average time between specific customer purchases — if the account is in an “Active” or “Dormant” status, helping understand how to upsell or “re-acquire.”
For more progressive selling teams, optional advanced analytics and reporting are available to see the sales pipeline, and the next-likely purchase by product and timeframe. The purchase timeframe also informs users the right time to be connecting to their base. The solution also shows opportunities by product mix within each customer’s portfolio, indicating how much time has elapsed since a certain product has been purchased, or areas where even a high-value customer has never purchased from a certain product category.