Review: Sales Strategizer Pro, Sales Process On the iPhone

Sales Strategizer Pro is an application for the iPhone designed to coach salespeople to use a documented sales process to evaluate the likelihood of winning an opportunity, obtain strategy suggestions to improve their chances and generate preformatted emails to advise management on opportunity status.

The app is a collaboration of Selling Power, a well known sales knowledge website and Trust Triangle Selling, an Illinois based sales training company.

The application is very straightforward and easy to use.

You create or choose an existing opportunity on the home screen and then answer yes/no to 26 questions on the input screen.  Based on the answers the analyze screen displays the current chances of winning, ‘red flag’ advice of what still needs to be completed to win the opportunity and one or more suggested sales strategies to employ to win.  Clicking on the share button opens a preformatted email which summarizes the current state of the opportunity in terms of what is done, the chances of winning, steps to complete and suggested sales strategy.  This email can then be sent to a manager or any other sales recipient.

Inputs, Analyze and Share

The opportunity screen has inputs for account name, opportunity name, estimated revenue and estimated close date.  This data is used to simply identify the opportunity.

The input screen asks questions covering topics such as budget availability, key player identification, knowledge of customer buying process, timelines and competition.  Each question has hot links that provide definitions of terms and reasons for why the question is important.

An algorithm weights the answers to questions to create a probability of winning percentage.  Answers to questions determine which sales strategy will be recommended by the application.  There are 12 different strategies ranging from Accelerate, Change the Winning Criteria, Delay and Disengage.  Each strategy includes a description and advice on when and how to deploy.

All the analysis can be automatically emailed using the share button.

Conclusions

Sales Strategizer Pro is a good tool for quick and rapid assessment of a complex B2B opportunity.  It makes a great checklist to ensure that important sales process elements have been addressed and identifies what still needs to be done.

The approach is terrific in terms of documenting a sales process and then making that process easily available to the sales team.  Now if there were only a way to customize the application so that it can be tailored to a company’s process.  The tool could also be expanded to provide links to additional sources of information, documents or tools to solve specific roadblocks uncovered in the analysis phase.

As apps go it is not cheap at $9.99.  However its worth the money in terms of having a very useful checklist that will give an objective assessment of where a salespersons stands with a complex B2B sale.