Closing a Sale or Opening a Client?
Dan Hughes - CSO, Co-Founder of Broadlook Technologies

"Closing the sale." Where do we get this phrase? Or how did "I am about to close a big sale", "When are you closing that deal?" or "Let's review the pipeline to see what sales are closing this month" enter into common vernacular of the sales organization?

Probably because it is meant to represent the end of a sales cycle or the end result of a sales process well-executed. Maybe the sales systems we put in place needed an end point. But does it really? I have used it for ...

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The Challenge

Sphere of influence Selling (SOI) is a methodology that Broadlook's co-founder and Chief Sales Officer developed and uses daily. SOI focuses on the sales engagement process, providing nine to ten times the number of advances in the prospecting and lead generation process.

See how RareAgent uses Sphere of Influence

Looking to get the most out of your investment in Broadlook tools? Mike Tischer, Director of Client Experience, was asked to talk about the key ways people can maximize their results with their investment in Broadlook tools.

1) Q: What should a new client expect once they begin technology licensure with Broadlook?
Recognizing that every company is truly unique, the first expectation that the client should have is that we’re going to take this implementation very seriously, and with them, create a success plan that when executed by all parties, ensures success. Components of this success plan will include identifying who the client’s users and Broadlook Administrator will be, working with the client’s IT point of contact to ensure that the installation goes smooth, and of course the roll-out of technology, and the orientation of everyone involved. While this may take a meeting or two to properly organize these events, we’ve found that when all parties are on the same page and have clear expectations of their responsibilities, everything moves in one direction – forward.

2) Q: What is the first thing a client should plan to do in preparation for their part of this implementation / rollout?
There are a couple of things – all equally important - that need to be planned for. First off, we need to know who will be the primary user/administrator, who from the client’s perspective, will "own" the project. I emphasize ownership, because a rollout of any technology needs to be driven from within. This person will have to work with Broadlook resources to ensure that any additional users are taking the necessary steps to adoption – attending trainings, working on a specific project, seeking resources, and providing feedback. This brings us to the next most important thing to plan for – an initial project. Most of our clients license our technology with an initial project in mind. Articulating this project to the users, their Broadlook Administrator, and of course, our resource team, will allow all parties to focus on what’s necessary to get the project done correctly, and in a timely manner.

3) Q: What is the best question you have received from a client during your initial sessions?
In many orientation sessions, users are exposed to the technology for the first time. What makes this experience really special is when I can hear the "light go on" in their voices, and they are start asking questions pertinent to their search, and formulating initiatives that are in-line with the initial project. You can literally feel progress underway - which is very exciting!

4) Q: What are new training offerings that you want to make sure our clients take advantage of?
Can I make a shameless plea here?! I’m contemplating a new workshop, where clients submit their toughest research questions in advance, and some of Broadlook’s best researchers and I (I will never put myself in that league – our people are WAY smarter than me) try to solve the problems live in a web conference. Tell me what you think? Submit an email to mike@broadlook.com, and if you like the idea, we’ll pilot it in May.