Zenteraction is sales enablement platform that allows the user (Typically a B2B Salesperson) to communicate with a potential prospect in a way for the prospect to be transparent and provide accurate answers to question a salesperson typically wants to know (Interest level, budget, timing etc.), but may have a difficult time asking them directly.
As a salesperson, have you ever had what you thought was a great call or meeting with a prospect only to never hear from them again? It’s common for most people to not want to “let another person down”, once a personal connection has been made – it’s Human Nature.
So rather than sometimes communicating to a salesperson they are not interested, or lack the budget to make a purchase, a prospect might act interested or simply “go dark” (stop responding to phone calls and emails), as not to be put in the awkward position of letting you down.
Zenteraction acts as an independent third party within the sales process between buyers and sellers. By using Artificial Intelligence, and asking a series of proven, direct, a relevant questions that a prospect responds to, it allows for more freedom of communication on behalf of the prospect since they don’t have to feel any awkwardness in indicating true buying sentiment or lack of interest.
How Zenteraction Works
Good Salespeople utilize Zenteraction from the beginning of the sales process, and it’s typically best to introduce Zenteraction on your very first call or outreach.
Example – Jeff is a sales rep for a Digital Agency who build websites for Business customers. He’s made a cold call to Patty who is the prospect (Buyer) at a commercial construction firm looking to re-launch their corporate website.
Jeff has given her an overview of what his Agency does, and she is interested in learning more, and they have set up a time to speak further and get a presentation from Jeff’s Agency.
Either verbally at the conclusion of this first call, or when Jeff sends the invitation confirming their presentation call, Jeff will introduce Zenteraction into the process:
“I wanted to let you know something really exciting we do as part of our sales process Patty. We utilize a tool called Zenteraction that takes away a lot of the awkwardness around sales, and lets me focus on what is most important to you to help save you time. Prior to our upcoming meeting you’ll receive an email from Zenteraction to kick of the process. Please let me know if you have any question”.
Next, Jeff can kick off a new “Zenteraction” within the platform, and schedule when Patty is to receive a welcome email detailing the process, he described in their first communication.
(Insert Welcome email screen shot)
How Zenteraction Works
2. Zenteraction Kick Off Once a lead is uploaded, the users selects the prospect from the Leads page (or can search for a particular lead in the database) and schedules what type of insights they would like to get from the prospect depending where they are within the sales process.
Note that all Zenteraction must first start with the Pre-Qualify insights campaign. The Pre-Qualify Zenteraction will focus on the most fundamental elements of the sales process such as Budget, Authority, Need, Timing, and Competition.
3. Prospect Interaction Once the sales rep initiates a Zenteraction, the platform uses Artificial Intelligence, to pose a series of proven, concise questions to the prospect via email. Responses to these questions are scored and returned as insights back to the user as to where the prospect stands on each of these fundamental elements, giving the sales rep a clear view into the prospects interest level etc., or areas that need to be focused on.
Example – Based on responses by the prospect, Jeff learns that Patty is the ultimate decision maker, has budget approved, but won’t be able to sign a new agreement until the existing agreement expires in 6 months. Zenteraction does not take the place of sales persons asking good questions, it just helps to see where to spend more time drilling down in their subsequent conversations.
4. Additional Zenteractions
Once a Zenteraction has been kicked off, the sales rep can choose when to trigger further Zenteractions based on the sales cycle and what insights they might need. For instance after additional presentations, when a prospect has gone dark, or any compelling event in the sales process.
Example – Jeff has concluded a second presentation to Patty and her team and is looking for follow up feedback. In this case he would utilize the “Post Interaction” option so that Zenteraction can re confirm interest etc.
5. Dashboard / Analytics
At any time, the sales rep can look at the Dashboard feature within Zenteraction to view what the overall prospect feedback is so that they can more accurately forecast opportunities based on the Zenteraction scores of each prospect
This view will also track opportunities to determine which prospects they might need to follow up or re-engage with.