Companies Can Test Drive This Innovative On-Demand Application Using Their Own Selling Content
NASHUA, N.H. – June 5, 2007 – Pragmatech Software, the worldwide leader in sales knowledge solutions that improve sales performance, has introduced inciteKnowledge, an on-demand solution that increases the productivity of every salesperson, enabling them to save time, seize more opportunities, accelerate sales cycles and improve win rates. With inciteKnowledge, companies discover and exploit the sales knowledge and processes that already work, so that salespeople of all abilities can deliver higher quality customer interactions with less time and effort. Sales knowledge is the sum of the best practices, insights, information and tools that a salesperson needs to effectively advance a prospect through the buying cycle.
The first module of inciteKnowledge, released in late 2006, focuses on presentations and has already gained significant traction in the marketplace with almost 4,000 licensed users across more than 20 organizations. The culmination of a two-year research & development effort, today’s release delivers several new modules that greatly expand the types of sales knowledge that are managed and facilitates new ways in which salespeople interact with the application. The solution is attractively priced and delivered - companies can get started with inciteKnowledge for as little as $15 per month per sales rep, and can get up and running in fewer than 30 days with minimal training, in a hosted environment.
Declining sales performance creates a huge revenue issue for most companies today. Sales managers are frustrated that their sales reps are not advancing and closing enough deals, and they’re struggling with ineffective and inconsistent sales processes. According to the 2007 CSO Insights Sales Performance Optimization Report, 43 percent of reps are missing quota and 52 percent of forecasted deals result in a loss or no decision.
“Salespeople still cannot easily get access to the insights and knowledge they need to effectively compete today,” says CSO Insights partner Jim Dickie. The report finds that salespeople spend almost half their time searching for information to create presentations and sales materials, rather than interacting with customers (go to www.inciteknowledge.com to download the full report).
inciteKnowledge is the first on-demand application designed for salespeople that actually helps them accelerate sales opportunities and win deals. Companies come to Pragmatech after attempting to improve sales performance by deploying sales portals and Sales Force Automation (SFA) systems
“SFA 1.0 applications are actually sales force accounting systems developed to provide sales and executive management enhanced visibility to “sales”, and do little to help salespeople sell,” says Joe Galvin, vice president at SiriusDecisions. “Companies looking to improve the performance and productivity of salespeople need to consider sales readiness applications that extend the value of SFA by assisting salespeople in the creation, configuration and communication of customer solutions in alignment with how they buy.”
With inciteKnowledge, sales and marketing teams identify the sales knowledge, insights and practices used by the top performing reps, organize this information, make sure it’s compliant and put it into a framework that helps them continually improve it. Sales managers can use inciteKnowledge to accelerate the learning curve for new sales reps and provide better guidance to the 80 percent of reps who struggle to make quota.
inciteKnowledge is also the first application that addresses the sales and marketing alignment struggle by making marketing relevant to sales and allowing marketing to measure its impact on revenue. Marketing can now play a central role in helping sales reps discover, use, improve and share sales knowledge and tools. Marketing managers can get direct feedback from sales reps as to what is missing or needs to be improved and they can measure ROI of marketing’s work by seeing how it’s being used by the sales team.
The inciteKnowledge suite consists of four modules:
- Sales Assistant: An online coaching application that allows sales management to model the “best practice” sales processes and activities, align the appropriate sales knowledge and deliverables with those activities, and provide individual sales reps with the guidance they need to advance a sales opportunity from stage to stage
- Express: A simple interface for salespeople to browse and search for information; assemble personalized deliverables, such as PowerPoint presentations, sales collateral, RFPs, proposals; and share that information with prospects and customers
- Knowledge Manager: A powerful content management application for marketers and sales readiness experts to capture, organize, tag and maintain sales knowledge assets as reusable components in a sales knowledge base
- Reports: Marketing managers can see what sales assets are being used, how frequently, by which reps, at what points in the sales cycle and with what outcome
Users can also access inciteKnowledge directly from within the leading SFA systems, such as Salesforce.com, or from their existing sales portals.
Lenovo, a global leader in the PC market, has selected inciteKnowledge and intends to provide 1,500 sales representatives in 62 countries with the relevant knowledge they need to help buyers move through each stage of the sales process and ultimately make a buy decision with Lenovo.
“At the end of the day, the crisis in sales productivity is a revenue issue,” stresses Pragmatech CEO Brian Zanghi. “inciteKnowledge not only empowers sales reps to perform better, it also impacts company performance. Small increases in sales productivity have the potential to yield large improvements in profitability.”
Anyone interested in test driving inciteKnowledge can go to www.inciteknowledge.com and click on “Try it for free.” During the trial process, users can import several examples of selling content so that key stakeholders from sales operations, sales and marketing can experience how easy it is to use inciteKnowledge to deliver high quality customer interactions.
About Pragmatech
Pragmatech is the worldwide leader in on-demand sales knowledge solutions. Our inciteKnowledge solution improves the performance and productivity of your salespeople at every stage of the customer buying cycle, and lets your marketing team have a measurable impact on revenue. For as little as $15 per salesperson per month you can enable your sales and marketing teams to share sales best practices, make time-consuming selling tasks easy and create personalized selling materials such as presentations, documents and proposals. Industry-leading organizations including Deutsche Bank, Experian, FileNet, and BlueCross BlueShield are among Pragmatech’s 1,100 customers. To learn more about inciteKnowledge, visit www.inciteknowledge.com.
Contact:
Jeff Ernst
Pragmatech Software, Inc.,
(603)-249-1419
jernst@pragmatech.com