1. I have automation already. Why do I need Klpz?
2. How does Klpz integrate into my current automation?
3. How can Klpz make my calling program continuous and sustainable?
4. What is the impact on the effective use of the art?
5. Is Klpz just for cold calling?
6. What technology do I need in order to use Klpz?
7. What kind of training will I receive?

I have automation already. Why do I need Klpz?

Klpz is the first tool to specifically address and resolve the reasons for poor cold calling performance. Klpz is a front-end process to every SFA/CRM installation. Klpz efficiently addresses the repetitive steps to convert suspects into prospects. Klpz is built for prospecting.

As a general rule, Sales Force Automation (SFA) and Customer Relationship Management (CRM) systems have a focus on managing a Pipeline. In the feature wars between SFA/CRM systems, their R&D is directed towards helping sales managers forecast their revenue by analyzing data entered by the sales force.

Typically, each customer has a unique pipeline path to getting an order. Therefore, most SFA/CRM's tout a generic toolkit to help the sales person manage the series of events that is unique to that sales cycle. However, the sales cycle actually starts earlier.

Prospecting, the very first step in most sales, occurs before the pipeline and is not handled well by an SFA/CRM. Prospecting is a process, not a series of events, intended to fill the pipeline.

Click here to read: Specialized automation for cold calling programs.

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How does Klpz integrate into my current automation?

Klpz can integrate into current automation in two ways, depending on your process.

Klpz is a natural repository for all suspects, leads and referrals. Most current automation systems do not have a process to deal with a company until it becomes a Prospect and goes into the Pipeline.

Keep and work suspects with Klpz, then transfer prospects directly into your existing Pipeline system.

Optionally, Klpz has a Pipeline integrated into the process. In this case, once sold, the customers can be transferred into a CRM or accounting system.

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Cold call prospecting has always been the solution to a weak pipeline, so periodically you held a training class to improve appointment setting skills. Right after the class, performance goes up, only to settle back down to pre-training levels. As the pipeline fills, focus shifts there, never to return.

The reason for this is a lack of "metrics" which would have allowed everyone to track performance and note that performance is slipping.

The key to consistently robust pipelines is consistent, sustainable prospecting.

Without sales people having to enter data, Klpz will generate accurate reports on number of dials, conversations and appointments. By reviewing Klpz reports at every sales meeting, you will reinforce the importance of prospecting; continue to improve the Best Practices for prospecting your market and insure that sales people don't stop.

Click here to read: Using 5 Metrics to Grow your Business

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Cold calling is one of the few steps in the sales cycle where everyone follows an identical process. The art of cold calling is the same for everyone. Improving the process and the art is a shared interest.

Klpz will report activity levels and performance as sales people operate your specific combination of art and science. Like any other process, the better the oversight and attention to improving the process, the better the short and long term results.

You will now have metrics showing the number of dials, the ratio of conversations to dials and the ratio of appointments to conversations.

This information will help you determine how well the art is being executed and will allow you to pinpoint which sales people may be having problems.

With a standard set of reports, each sales meeting is an opportunity to discuss how to improve the art and process to apply the art.

And remember, the sales person does not have to enter prospecting activity to generate these reports. The system records their prospecting activity and reports are a by product.

Click here to read: Maximizing the ROI of Art

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No. Klpz is a Call Program Manager, and can be useful to design, track and measure any program where a phone call is part of the strategy.

Cold call appointment setting is the most difficult task to execute and manage, so that is the initial focus of Contact Science marketing efforts. Klpz works equally as well in call programs for sales people focused on regularly calling customers for some revenue generating purpose.

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Just access to the Internet; Klpz is web based and hosted by Contact Science. If your Internet Explorer is version 6.0 or higher, you are ready to go.

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Contact Science combines all the elements needed to create the behavioral change needed to make prospecting a long term, sustainable part of your sales success.

This change starts with a training class for managers which teach them the foundations of developing Best Practices using prospecting metrics. A "First Four Weeks" program shows managers how to implement Klpz to maximize the buy-in from sales and to build the first Best Practices document.

The biggest impact is the change in culture. The dialog at sales meetings changes from "did you make calls" to "how do we continue to improve our process." For the first time ever, sales meetings can include meaningful discussion about "the first half of the sales cycle" instead of its focus on the second half only.

The manager class is an instructor led 2 hour Webinar.

Next, the training on the Klpz software starts with teaching sales people the concepts of using metrics as a tool to increase their income and why there is one best way to prospect into their territory. The training focuses on the reality of cold calling and how the Klpz software reduces pain and increases productivity.

Software training is simple and straightforward. Klpz was designed by sales people for sales people. The course is web based and self-paced. There are three instructor led workshops to introduce the sales person to the application and to help them through the course homework.

The sales person classes are three one hour instructor led Webinars and approximately 2 hours of self-directed homework using and learning the application.

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Use video to tell your story
Voicemails and emails are not powerful enough to motivate some suspects to speak with your sales person. Klpz includes a video messaging tool.
If a picture is worth a thousand words; then, a klpz is worth a million. Klpz helps your sales person deliver a consistent, powerful message, each and every time.

… click thumbnail to see a klpz about Klpz