The Klpz Advantage - fast, easy, precise
The Klpz Advantage is a fast, easy and precise way to pursue 100's of targets at the same time in the right way and never get lost. Klpz is built specifically for field and inside sales reps who must succeed at the tough business process of telephone prospecting to set appointments (face to face or phone) or to make a sale.
Success at the business process of telephone prospecting requires being as efficient and effective as possible. And, that requires a crisp execution of the right combination of Art, Best Practice & Science.
- Art is effectiveness - converting a conversation into an appointment.
- Best Practice - your ideal plan to pursue each target on your list.
- Science is efficiency - the mechanics to navigate your Best Practice to generate those conversations.
A pragmatic look at this process reveals that historically we succeed because of our Art, but ultimately, we fail because of our Science. The mechanics of the pursuits each day-week-month are physically painful. Just the reporting is a 'paperwork' mountain and pure drudgery to climb.
Operating our ideal pursuit plan for a single suspect is challenging - even the most organized and disciplined of us find it difficult to manage multiple (often 100's of) pursuits simultaneously, in a quality way, day after day.
Klpz is built to complement a CRM, not to replace one. (For instance, we connect to Salesforce.com via their AppExchange program.) CRM systems were not designed to automate the business process of Telephone Prospecting. They are actually counter-productive and exacerbate the problem. This efficiency benchmark points out that the pain of telephone prospecting is physical.
Here is the physical task of calling ten targets in a row using Klpz versus using well-known CRM systems.
| Software |
Clicks |
Screens |
Time |
| Klpz |
42 |
11 |
18 mins. |
| Saleforce.com |
260 |
126 |
48 mins. |
| Goldmine |
301 |
151 |
50 mins. |
| ACT! |
312 |
150 |
53 mins. |
The benchmark reveals that Klpz requires dramatically less physical activity from the caller and accomplishes the task in much less time.
In most companies, Telephone Prospecting is the only sales process not automated because, until now, there has never been a comprehensive solution.
Klpz does three things to make you more efficient (that CRMs do not do.) Klpz features Fast & Easy Navigation of any Best Practice, it Thinks and Remembers so we can focus on our appointment setting skills, and it provides Metrics to let us know how we are doing. Klpz was built by prospectors, for prospectors.
Fast & Easy Navigation
We navigate the Klpz application using only Two Screens and a Mouse. The only typing we do is comments. Navigation without key-boarding!
With Klpz, we simply login and prospect. It is the easiest approach to prospecting ever designed. Using our mouse, Klpz guides us through a pre-defined set of steps of the ideal prospecting plan (Best Practice) which we have designed. But, the real payoff is speed. Klpz is the fastest way to move from "conversation to conversation."
We can achieve the best and highest use of the time we allocate to prospecting. In many cases, we can double, or better, our performance at setting appointments. In every case, we spend more time calling, using our skills and Best Practice - and less time on operating software.
Thinks and Remembers
Everything we have done and everything we need to do is packaged and presented to us in a clear, concise way.
With Klpz, we build a Cycle where we define our Best Practice for the ideal pursuit of a list of targets: the number of calls in the ideal pursuit process, the frequency of each call, plus the messages to be delivered in each voicemail and email.
Klpz automates this ideal pursuit plan, so we can pursue each target precisely, which includes keeping our messaging consistent. We can prospect dozens or hundreds of suspects at the same time and never get lost. We don't have to keep up with what to do next; Klpz does it for us.
Metrics
"Sales is a numbers game." There are only 5 numbers in the game and three are in the prospecting half of the sales cycle.
Peter Drucker said "What's measured, improves." Klpz takes the guesswork out of three critical numbers of prospecting - dials, conversations and appointments. (The other two are closing ratio and average value of a sale.)
| Dials # |
Convs. # |
Appts. # |
Convs. to Dials |
Appts. to Convs. |
| 31 |
4 |
2 |
12% |
50% |
The reports to help us analyze the three prospecting numbers are a byproduct of prospecting activity, not a sales activity itself. Click here for a Sample Report with Key Questions for a Manager's Class.
The Klpz Advantage is efficiency in operating a critical business process. A side benefit is the capture of metrics. The 'sales numbers game' becomes real - becomes a game where we can keep score - becomes a game we can win.
And, even if you don't know your current metrics, you can calculate an ROI. Click here for an ROI calculator to see how.