October 25, 2012
By Kelly Liyakasa,

Meeting Mapper Releases Strategic Selling Tool

For any sales rep who has ever wanted to gauge and track prospect engagement levels, and to subsequently trigger action items or next steps coming out of a sales call, Meeting Mapper has emerged as a viable tool by which to do so.

Point N Time Software, which released both a Meeting Mapper application for Apple iPad and Meeting Mapper Fierce through the Salesforce.com AppExchange, has announced an updated Version 1.1 of the sales methodology tool.

The latest version "includes a chat feature and the ability to have a timeline of an individual stance within an opportunity," comments Travis Davis, president of Point N Time Software. "It really includes the things that people have been asking about to make it much more of an app for an enterprise…you have to understand your audience to be able to sell to them."

Within Salesforce.com, users have the ability to enter meeting notes, goals, and objectives, all tailored to particular opportunities. During a meeting, a rep can match up color-coded icons around a virtual "table" to meeting participants dependent upon that individual's role and stance.

For instance, green would indicate if a prospect is "for" something, red would mean he or she is "against," and yellow would stand for neutrality. The color pink would flag a person who failed to attend a meeting as a no-show, meaning that individual might need some extra coaxing or a different approach to the sell. In addition to multiple contact stances, the application offers role-based assignments, such as buyer, decision-maker, and influencer, for better targeting.

"The crux of a meeting is you're trying to sell a product, a project, or [even] yourself or your services, so understanding where everybody stands in an opportunity or meeting is really important," Davis remarks. "We wanted to bring Meeting Mapper into opportunities…there's always a next-step action item coming out of a meeting," which the application looks to expedite through a meeting notes space, which is then synched back to a person's CRM system. Using Meeting Mapper on an iPad allows a rep to capture data and convert notes into a PDF or image file, which the rep can then attach to an opportunity.

Davis says early adopters of the application have spanned technology and law firms, as well as education-related companies for recruitment usage.