Tip of the Month - Close More Sales with Filters

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In today’s competitive sales landscape, many B2B field sales reps struggle to balance efficiency with customer satisfaction/service.

The stakes are high: Salesforce found 51% of sales leaders are focused on increasing customer retention through deeper relationships, and 79% of business buyers say it’s absolutely critical or very important to interact with a salesperson who is a trusted advisor — not just a sales rep — who adds value to their business.

Yet, many reps get bogged down by day-to-day tasks. Hubspot found salespeople spend just one-third of their day actually talking to prospects. They spend 21% of their day writing emails, 17% entering data, another 17% prospecting and researching leads, 12% going to internal meetings, and 12% scheduling calls.

We built effective timesaving tools into the Spotlight Sales application to help reps spend less time on administrative tasks, and more time cementing deep, valuable customer relationships. Features like automatically generating call reports, easy re-ordering, and address verification help reps complete day-to-day tasks faster and more accurately.

Today, we’re highlighting Spotlight’s flexible filtering capabilities to help sales reps focus their attention on the open tasks delivering value to their customers. Each month, we’ll walk through another helpful feature - stay tuned!

Use Spotlight’s Filters to Complete Tasks Faster

Spotlight filters help reps hone in on open tasks and prioritize their day. Below, we’ve outlined important filters and their benefits to reps.

 
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These filters enable reps to dig deep into their Spotlight tool and access customer details with a few clicks. Follow the simple steps below to get started.  

Getting Started with Spotlight Filters

Quickly find a specific Customer using filters.

1.     Navigate to the Customer Tab.

2.     Tap the magnifying glass in the top left corner to bring up All Customers.

3.     Tap Name and enter a search term. For our example, we searched for “Happy”. This returns every customer with “Happy” in their customer name. If many results are returned, identify the correct customer using context like location, email address, or phone number.

 
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Search by City, State, Zip, or Phone

1.     These filters are available on the same screen as All and Name.

2.     Select each and type in your search term. In our example, we searched Ridgewood and selected the City tab.

 
 

Search for Open Wishlists, Carts, Appointments, Calendars, or Location (Map View)

1.     These filters are available on the same screen, below our primary tabs.

Selecting Carts or Wishlists will bring up any open carts (carts with items remaining) or unsent Wishlists. These options are great opportunities to follow up with a customer, help them complete their purchase, or offer alternatives.

 
 

Selecting the Location (Map view) icon displays a visual representation of your customers on a map.

 
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Selecting the Bell or Calendar icons allow you to select a specific date range and see all open appointments or pending follow ups.

 
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Sales Success with Spotlight

Spotlight’s filtering capabilities help sales reps organize their to-do’s and gain customer insights faster. We want every Spotlight sales rep to succeed. If you have any questions about filtering in Spotlight or other use cases for the tool, please reach out. We’re here to help you be more efficient, grow sales, and nurture deeper relationships with your customers.