Particle Leads: Sales Process for the Mobile world

In value-added products and services businesses, selling is still a person-to-person game. Think of markets such as property, automotive, mortgages, aged care, or wealth where prospects are increasingly difficult to reach and unlikely to engage with automated or impersonal approaches. That’s where the role of a CRM becomes vital as it can keep track of clients and potential clients, but this is precisely where many CRM’s have a blind spot. Salespeople find traditional desktop-first CRMs hard to use and get little return for the effort that they put into using them. These CRMs do not support action in the mobile world, and the inertia in pulling and pushing information back and forth reduces their effectiveness, ultimately undermining the sales team’s performance and preventing the company from collecting the information they need to effectively manage the sales team and marketing campaigns. By updating the sales process for today’s mobile world, Particle Leads is addressing this blind spot. “While other CRMs have a mobile app, our CRM is a mobile app. Our solution, Martin, is a fully-fledged mobile-based CRM that gives full visibility and control of lead management, helping sales agents to sell on the fly and tracking their success,” says Scott Graham, the Managing Partner of Particle Leads.

Particle Leads’ Martin is a purpose-built mobile CRM that sits in the salesperson’s smartphone and helps client companies capture all the prospect opportunities that come their way, including the 30 percent of leads that are normally burned through late or inadequate contact or poor follow-through.

Martin enables the salesperson to easily connect with leads through push notifications, press button dialing, and drop-down scheduling of follow-ups. A suite of automated communication methods—from SMS to emails—are triggered by Martin’s workflow, which delivers proven sales messages, with branding and content tailored to the company. “Wildcards tie them to the context and personalize them to the customer and salesperson,” adds Graham.

Martin presents the complete picture of the sales process as it collects precise data at every step of the journey with time-stamped calls, emails, SMS, meetings, and a series of dropdown menus to ensure outcomes are captured as the event ends. “Through machine generation of data and capturing of feedback in the moment, Particle Leads’ solution ensures that data is granular, richer, and reliable,” adds Bryn Nicholson, the CIO of Particle Leads. “This data helps to analyze which salespeople are most effective, where skill and motivational issues need to be addressed, and what marketing activities are driving quality leads.

Early knowledge of such insights with detailed, numerical support enables a company to act more quickly and decisively.”

For salespeople in highly regulated markets such as financial advice, Particle Leads can control the telephony, routing the call through its cloud PABX. This ensures more control over calling, including call recording, transcription, and AI-enabled compliance assessment. The company can also manage the allocation of leads for most clients, allowing them to tightly tailor a solution to make the most out of every lead. “Many are keen to use our “Expiry” feature that pulls back leads from users who have not responded within a specific timeframe,” mentions Graham.

"Clients can use our off-the-shelf dashboards and reporting, get us to develop custom solutions for them, or generate their own custom reports in our environment"

What differentiates Particle Leads is its vision to unapologetically help salespeople manage the prospects along the sales journey while learning and improving conversion along the way. In the near future, the company will deliver an integrated business intelligence platform with all the power of the big players but at a much more accessible price point. “Clients can use our off-the-shelf dashboards and reporting, get us to develop custom solutions for them, or generate their own custom reports in our environment,” says Graham. The company is also working on expanding its presence across major APAC markets and willing to adjust its sequencing of markets based on commercial opportunities of scale.