I grew up in the country in South Australia and one of the expressions we learned as young adults when visiting the “big smoke” of the city of Adelaide, was “keep your wits about you”.
The definition of this idiom according to the Cambridge Dictionary online is “to be ready to think quickly in a situation and react to things that you are not expecting:”
In sales, we need to be ready to react to any situation quickly. Fortunately, there is far more predictability in the day of a salesperson than the first solo visits to the big city for a country boy.
But in sales in particular, you need to keep your wits about you… let me explain.
Wits are Atomized Content Chunks
WittyParrot is a software company dedicated to improving personal, group and enterprise productivity.
We are motivated to do this through the insight gained from studying the nature of interpersonal written communication, where we observed that both personal and business communication is predictable and repetitive.
Whereas there have been numerous attempts in the past at improving personal productivity through form letters, templates, generic documents, plug-ins and mail-merge, these approaches do not provide the fine-grained control that salespeople and knowledge workers need for individualized personal communication from any device or application.
What is required is an approach where communication is built up from relevant chunks of information, which at WittyParrot, we call Wits
A wit is the term we use to describe a chunk of digital content stored in WittyParrot. A chunk of content can include any of the following: –
- Single phrase to a complete document of 10,000 words.
- Presentation page
- Complete presentation
- Excel spreadsheet
- Messaging element
- Buyer persona description,
- Sales script for a specific persona
- Capability or win-theme that expresses product usage in the form of “what it is”, “what it does” and “what that means for the buyer”
Sales Communication is Repetitive, but it differs in every case.
In sales, a great deal of our written and verbal communication with prospects and customers is similar, but it’s different in every case, because no two conversations with buyers or customers are identical.
When we communicate with customers, we don’t have templated conversations because buyers don’t use templates to communicate, they use natural language.
Yet traditional approaches to customer-sales communication use templates and form letters. Mail merge and form letters are fine if you are a utility company sending out the monthly electricity bill to thousands of customers, but they are sub-optimal for salespeople who need to quickly respond in writing to specific buyer issues and interests.
I can think of a few pieces of written communication that don’t vary much, save for the company name, the industry, industry issues, buyer role and goals, likely buyer concerns and issues and the relevant capabilities that you can bring to the table.
While I have no data yet to support this, if we examine the written output of salespeople we will see that around 80% of the content in the following written communication is repeated: –
- Meeting solicitations,
- LinkedIn connection requests,
- Meeting confirmations,
- Meeting follow-ups,
- Referral requests, referrals,
Reusing Wits to speed communication
According to IDC, 28 hours per month is wasted by knowledge workers, – and salespeople are knowledge workers, in searching for information or recreating information for documents.
The problem is that the information salespeople needs exists, it’s just not handy, or in a form they can use. It’s in the “Sales Portal”, but for most salespeople that Portal is “somewhere – over the rainbow”, not where they need it now.
Keeping your Wits in a Widget that sits on your Desktop, tablet or smartphone
We create wits in WittyParrot by one of the following methods:
- Dragging and dropping them into WittyParrot from an application or file manager,
- Creating them from scratch by typing them in
- By sharing them when sales enablement, marketing, operations or colleagues create them.
- By appending a “bcc” to a special WittyParrot address, the email is routed to WittyParrot and saved as wit using the title of the email.
We use a concept of workspaces at WittyParrot to categorize the wits as per the illustration. Workspaces are indicated by the orange arrows and either Personal, Shared by individuals, created and shared by the Company or Premium wits from 3rd party App providers.
Within the workspace, information is organized in familiar folders structures each folder contain individual wits.
Using WittyParrot helps you keep your Wits about you and that will save you many hours per week. If your marketing or sales enablement team creates and shares best-practice wits that crisply express how you create value, you will improve the quality of your communication and amplify brand.
Isn’t it worth a dollar a day to save you and everyone on your team an hour a day?