Learn how Prysm's sales team uses Prysm software to create a powerful first impression.
Challenge
As with any organization, the goal of Prysm’s sales force is to turn initial presentations with prospects into long-term customer relationships. For many companies, these first meetings are often characterized by a lecture-style, one-way communication experience centered around a speculative, one-size-fits-all sales presentation that rarely leads to a deal. However, Prysm sales staff leverage the Prysm digital workplace platform to create a unique, memorable, and highly collaborative first impression.
Solution
Jason Smith, Prysm’s vice president of worldwide sales and operations, explained, “To deliver a ‘wow!’ impact out of the gate, our sales staff take a core presentation and personalize it by adding content — not just new slides – but an entire journey, enhanced with branding, video, drawings, dashboards, background information, and other tailored visual content.”
He continued, “During the meeting the prospects’ feedback and needs are captured in real time in the Prysm workspace; enabling the content stream to be instantly adapted to show understanding of the uniqueness of the situation. This immediately starts to build trust, credibility, and the foundation for cultivating a long-term relationship.”
A typical brainstorming session is far less linear in process than the traditional sales approach of stepping through a slide deck. The digital whiteboard and content annotation features of the Prysm solution are designed to extract the full benefits of an authentic, collaborative experience with a more natural flow of discussion.
“If a customer asks a question comparing competitors, the Prysm sales staff instantly call up the competitors’ websites and add notes directly onto the web page being displayed,” commented Smith. “This is genuinely useful in speeding up decision-making and demonstrates the ability to address unique needs and ideas in real time.”
Prospects are encouraged to interact with the content alongside the Prysm staff. “Being able to personally work with the screen to flip slides, add notes, call up a web browser, use a digital whiteboard, etc. gives participants the full immersive experience that amplifies their level of engagement and really highlights how intuitive the Prysm platform is to use,” observed Smith.
The ability of Prysm to precisely capture screen content at the end of a meeting enables discussions to seamlessly continue at the next session without losing momentum. Smith noted, “Because we don’t have to start from scratch each time, it’s really easy to pick things up again with the same energy, enthusiasm, and sense of collaboration.”
Results
Until recently, the evolution of the sales presentation has been very sedate – from conference-room monologs through to PC and video conference-enabled equivalents of the identical one-way lecture. The Prysm platform is revolutionizing the way business gets done: The use of an immersive digital canvas to deliver tailored messaging in a personalized, collaborative environment is having a very real, very tangible impact on sales team outcomes.
The Prysm digital workplace platform delivers an enterprise-grade solution that enables individuals and teams to share content and accelerate decision-making across virtual and physical spaces. “No matter what’s being sold,” stated Smith, “Prysm enables the message to be delivered in a compelling, collaborative manner that maximizes the sales team’s ability to win business.”
Find out how Prysm uses its platform to accelerate decision making.
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