Interview with FrontSpin           2/16/2016

Let’s Get Real.

In this series, we interview sales tool providers and get real about the problems they’re solving and why you should care (or not).

This week I interview Mansour Salame, CEO and Founder of FrontSpin.

Nancy: I ask guests to answer the first question using what I call the “You know how…” format. Tell us, what does your solution do?

Mansour: You know how marketing generates marketing qualified leads (MQLs) that are then passed on to the sales team to convert into opportunities and, ultimately, closed deals? Well only about 2-6% of MQLs actually translate into opportunities. Businesses are left wondering why they aren’t reaching their goals, as they struggle to find a solution that will help close more sales with the same amount of resources.

Marketing and sales departments get in a fight: sales reps complain that the marketing team isn’t generating enough leads, and marketing complaining that the sales reps aren’t diligently following up on the leads that have been generated. We’ve all witnessed this problem and struggled with how to solve it. The answer is FrontSpin.

FrontSpin can help your business increase the conversion rate of MQLs to opportunities by up to 2x. Our proprietary technology automates your playbooks (cadence + context) and ensures rigorous, consistent, and more efficient follow-up, leading to significant increases in meetings, demos, opportunities, and ultimately sales.

You’ll see a higher level of engagement and an increase in opportunities, all with the same number of reps and the same marketing spend. You’ll increase productivity using the resources you already have in place.

Nancy: That sounds like a problem worth solving (and a worthy solution). But let’s get real, sales and marketing organizations have a lot of challenges and they have to make choices about which to solve first. Why shouldn’t they continue with things the way they are if they’re getting by? What are the ramifications of not solving the problems you outlined?

Mansour: There are a lot of companies today trying to improve the close rate of opportunities – a typical close rate on opportunities to deals is around 35% and that’s very difficult to increase.  But with FrontSpin the number of closed deals can increase up to 2x simply by increasing the number of opportunities 2x.

It’s easier to increase the conversion rate of MQLs to opportunities from say 3% to 6% than it is to increase the close rate of opportunities to deals from 35% to 70%, but the result is the same for your business:  you end up with 2x the number of deals.

Optimize your current resources and increase sales with the same head count and the same marketing spend. If you’re not considering this solution, you’re leaving money on the table. And if you don’t do it, your competitors will, leaving you to fall behind.

 

Nancy: What types of questions should sales leaders ask to decide whether solving this problem should be a high priority?

Mansour: Sellers should be asking themselves how to generate more sales with the marketing leads they’ve already got. FrontSpin makes that happen.

Nancy: What types of questions should Marketers ask to decide whether solving this problem should be a high priority?

Mansour: Marketers are working hard to generate as many opportunities from their MQLs as possible with their given resources. Ultimately they want to make sure their leads result in maximum sales and they should be asking themselves what systems are available to ensure that happens.

Nancy: This question is your choice. What do you want to answer that I didn’t ask?

Mansour: I’d want you to ask, “Why should an organization choose FrontSpin for their sales communication?” What makes FrontSpin different?

We have Built FrontSpin with Silicon Valley level Technology.  The benefits to our customers are:

  1. First our system is up to 10x faster and cheaper to implement.
  2. Second our user interface reduces the number of clicks and screens by up to 3x for reps navigating our application, meaning reps spend more of their time following up on leads and closing deals, and less time inputting data and waiting for the application to load.
  3. Third our Patent-pending technology syncs in real-time with existing CRMs.
  4. And last but not least our call quality is incomparable –customers have repeatedly told us that with FrontSpin, the frustrations they experienced with other systems call issues were no longer an issue. If you’re looking for the most powerful inside sales communications tool on the market, FrontSpin is it.

Nancy: What should people do next?

Mansour: Visit FrontSpin.com and request a free demo. Or call us directly at 1.888.400.2220 and discover how we can help your business reach new levels of productivity and success.