How to Cut the Sales Cycle Short and Close a Deal Quickly - Build What's Next

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How-to

How to Cut the Sales Cycle Short and Close a Deal Quickly

Did you know sales reps only spend about one-third of their time actually selling? Believe it.

The remaining two-thirds are spent on two things: Creating presentations, pushing boxes around on a slide deck, and doing administrative work like setting up meetings with clients. That’s all the time you could have spent prospecting new clients.

Avoiding time-drains is what makes a huge difference to your job-role and your business. There are six stages in a sales cycle: Prospecting clients, initial contact, identifying needs, presenting offer, negotiation, and closing deal.

Each stage demands attention but there’s a way to save time and move quickly to the next stage. For example, you shouldn’t have to switch between your CRM and e-mail if they were integrated. You shouldn’t have to start a presentation deck from scratch if you had pre-built templates to follow.

With G Suite, your organization can make a custom workflow that can incorporate data from several sources both in G Suite and outside. You can create pitch presentations overnight, and shorten the sales cycle. You can include data from spreadsheets onto Slides, which gets automatically updated in Slides, if the data is corrected or changed in the spreadsheet.

Find out how sales heads are leveraging G Suite to close more deals quickly in this video.

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Webinar

AppSheet: Reduce Shadow IT and Accelerate Development of Enterprise-grade Apps

Google Cloud findings suggest that nearly 40 percent of organizations’ investments are consumed by shadow IT and can be a detractor to the adoption of cutting-edge tools and solutions. Also, about 51 percent of the surveyed executives are of the opinion that the inability to adapt to digital transformation trends and practices are at the risk of going out of business in the next 3-4 years. However, enterprises need not be blindsided by the mounting expenses involved with the implementation and optimization of solutions and tools meant for empowering employees. AppSheet, Google Cloud’s no-code application development and automation platform is at the helm of empowering organizations to custom build apps for employees without relying on third-party services.

Watch the video from the Google Workspace sessions of Next ’21 to hear experts’ insights on AppSheet to effectively govern workforce and ward off security threats to helps employees build enterprise-grade applications!

Case Study

Swiggy: Delivering Local Food Within 40 Minutes

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Swiggy needed a scalable mapping platform that covered a wide geographic area and offered tools to help the company to build an efficient mobile app

Founded in 2014, Swiggy started small, delivering food to a few neighborhoods in Bengaluru, India. As the company grew, the team wanted a mapping technology that could help expand the service throughout India.

Swiggy needed a scalable mapping platform that covered a wide geographic area and offered tools to help the company to build an efficient mobile app and website for customers and delivery staff.

Customers find restaurants and order from them using the Android app, iOS app, or the website. Swiggy worked with Google Maps Partner Media Agility and used a variety of Google Maps Platform APIs to develop web and mobile apps that incorporate relevant local restaurant details.

Google Maps Platform Results

  • Built a hyper-local delivery service that is growing throughout India at a rate of 25 percent per month
  • Deliveries are made quickly, resulting in higher customer satisfaction and retention—users have been so satisfied that nearly 80 percent of its orders are from repeat customers
  • Drivers seamlessly handle tens of thousands of orders per day

In order to guarantee fast food delivery, Swiggy returns only restaurants within four to five kilometers of the customer’s location. The Directions API is used by drivers to easily route to restaurants and customers. The customer can track the progress of the delivery and estimated arrival time using a mobile app or the website.

“Google Maps provides the most accurate and reliable data, which is crucial for us because maps and location are central to our business. We also knew Google’s intuitive interface would provide a great customer experience with little to no learning curve… Google Maps’ ability to provide customer location and the distances of nearby restaurants is the backbone of our success, because it ensures a reliable, consistent customer experience,” said Aman Jain, Senior Product Manager, Swiggy.

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Webinar

Teamwork from anywhere: G Suite’s vision for content collaboration

So the world has changed. We all know that the COVID-19 pandemic has fundamentally shifted where we work, when we work, and how we work.

And during this time period, there has been a dramatic increase in the number of people working from home. It went from just 13% before to 47% in April 2020. And these numbers are likely to be greater today with upcoming fluctuations as companies figure out how to return to work. We are all now operating in this new normal together.

Overnight, we lost the ability to build face-to-face connections with our teams, to work hand-in-hand on a project in the same room with the real-time back and forth exchange of ideas, and to just be able to stop by someone’s desk to ask them for feedback on a document.

Now, our need to collaborate and operate effectively as a team hasn’t changed through all this. But being remote has made that so much harder. And in this new environment, virtual collaboration is no longer just a strategic priority. But needs to be a necessity for all organizations. Now across the entire world, we saw organizations had to react quickly to the disruptions that were caused by COVID-19 in order to keep going.

In this video, find out how teams across the world are collaborating to enable faster decision-making, increasing productivity, and enhancing customer experience.

Case Study

Precarious to Precision: How Dainik Bhaskar Corp Transitioned Its Business in a Time of Great Change

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DB Corp, India’s largest newspaper group, was faced with external changes that impacted its revenues. Here's how it turned itself around.

About DB Corp

DB Corp is India’s largest newspaper publisher delivering 62 editions in four languages and selling about 6 million copies per day. The business also has an extensive online and mobile presence.

Industries: Media & Entertainment
Location: India

Headquartered in Bhopal, India, and listed on the Bombay Stock Exchange, DB Corp is India’s largest newspaper group. DB Corp publishes 62 editions in four languages and sells about 6 million newspaper copies per day. Beyond newspapers, DB Corp operates 29 radio stations, 13 portals and two mobile apps.

Like the media industry in general, DB Corp is having to adapt to readers’ increasing preference for accessing news content online – particularly on mobile devices.

DB Corp’s sales teams use Google Forms and Google Sheets to centralize and control tasks such as sales forecasting, reducing the time required to complete reports and updates from up to a week to two hours.

However, online advertising is yet to fill the gap left by the leakage of advertising revenues from print. Further disruption occurred when the Indian Government’s implemented a demonetization program in November 2016 that prompted a sharp surge in e-commerce transactions and online banking.

Facing a tsunami of change, DB Corp is developing and executing new strategies to engage consumers and build revenues.

These plans include evolving from an IT-supported business to an IT-enabled company, and finally to an IT-led business that complements its newspapers with online news and updates throughout the day.

“As a senior leader within the organisation, I see the key benefits of GCP and other technologies being lower cost; greater efficiency; and improved business continuity.”
— R D Bhatnagar, Chief Technology Officer, DB Corp

DB Corp is building e-commerce properties that leverage its print brands and is moving to increase advertising across its mobile services.

Furthermore, the business is looking to capture information about readers and customers to tailor its publications and services more closely to their needs.

Expertise in Managing Large Data Volumes Behind GCP Selection

However, DB Corp’s on-premises infrastructure and traditional applications could not deliver the flexibility and agility needed to support the transition to real-time news delivery.

In late 2015, DB Corp started evaluating public and private cloud services, including cloud-based application suites and platform-as-a-service offerings. This process led the business to deploy G-Suite and start working with Google Cloud Platform (GCP).

DB Corp has made business and financial performance data available in real time from a single source, enabling business teams to make sound, consistent decisions about digital strategies and other key activities.

“We selected GCP due to Google’s experience in delivering cloud services, and because nobody else manages data volumes of the magnitude that they do,” says R D Bhatnagar, Chief Technology Officer, DB Corp.

“We were also impressed by the fact GCP had a local team with the skills and expertise to educate us about how best to use its products.”

DB Corp is migrating its websites and key applications to GCP. The business is also upgrading its network to remove bandwidth restrictions that could impede the value provided by GCP services.

The scale and scope of DB Corp’s G Suite and GCP projects has required the business to engage four partners and access technical expertise and support from Google itself. Technical and business experts from the platform as a service provider are providing monthly updates and training sessions with various groups within the organisation, including user communities and the board of directors.

DB Corp’s reporters use Google Cloud Speech API and Google Cloud Translation API services to capture and document interviews and source material for articles at accuracy rates of 95 percent for Hindi alone.

The Google projects at DB Corp are driving a sharp increase in the speed, agility and performance of the business.

“As a senior leader within the organisation, I see the key benefits of GCP and other technologies being lower cost; greater efficiency; and improved business continuity,” says Bhatnagar.

“For example, the current data center team can be redeployed to other initiatives as the technical experts at GCP will be undertaking most of the management and maintenance tasks.”

DB Corp is already making business and financial performance data available in real time from a single source, enabling business teams to make sound, consistent decisions about digital strategies and other key activities. These teams may also address issues or problems before they compromise the quality of content and services provided to consumers.

Deploying Chrome for Meetings across various offices has enabled teams to communicate and collaborate effectively in real time, breaking down geographic barriers, ensuring each member is on the same page and ensuring the business transformation proceeds smoothly.

Sales teams are using Google Forms and Google Sheets to centralize and control tasks such as sales forecasting, reducing the time required to complete reports and updates from up to a week to two hours.

Furthermore, various teams are using calendars to improve organization and productivity. For example, editorial teams are using calendars to track Indian holidays and festivals and deliver relevant content to readers.

Reporters are also using Google Cloud Speech API and Google Cloud Translation API services to capture and document interviews and source material for articles at accuracy rates of 95 percent for Hindi alone.

Case Study

Chrome OS Helped Ocwen Achieve Remote Workplace in Just 2 Weeks during the 2020 Pandemic

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Google's Chrome OS helped Ocwen's 3500+ contact centers and support employees shift safely to remote work in March 2020. Read how the loan services provider achieved Chrome OS deployment in 2 weeks and continues to use it as default workplace tool!

Editor’s note: Today’s post is by Parveen Chander Aery, CIO, and Rishi Gupta, Head of Global IT Infrastructure, of Ocwen, a provider of residential and commercial mortgage loan services. The U.S.-based company adopted Chrome OS devices to help global contact center teams work productively together.

We’re used to deployments of new technology taking a lot of time and worry. In the past, there wasn’t a fast and easy way to roll out thousands of devices, apps and operating systems to a company of several thousand people. But in March 2020, when we had to help 3500+ contact center and support employees shift safely to remote work, Chrome OS helped us get the job done in just two weeks.

That’s right—we were so impressed that it only took two weeks. We love to talk about the very short Chrome OS deployment timeline, because it happened when we needed everything to go smoothly. We believe we were the first company in our industry to be able to rapidly shift to remote work while maintaining our high levels of service, which are vital to our success. 

A rapid but secure pivot to remote work

Preparing for a fully remote workforce was a bit of a scramble at first. There were so many things to consider, like making sure people had adequate internet access, and securing private customer data once everyone worked in the cloud.

Even though we had to decide on remote-work solutions in a hurry, the IT infrastructure team couldn’t compromise on security. With Chrome OS and a mix of HP Chromebooks, Citrix, and AWS, remote employees were able to work in the cloud, accessing productivity tools like Office 365, Black Knight, and regulatory APIs. 

Chrome OS and Chrome Enterprise Upgrade also allowed the IT infrastructure team to manage enrolled devices in ways that improved security—for example, turning off Bluetooth access. We equipped everyone with productivity kits that included keyboards, mice, and monitors, along with noise-canceling headphones so contact center workers could block out the sounds of busy pandemic home life. We bought internet dongles in bulk to ensure everyone could get online. All of these tools helped the contact center employees easily access our contact center solution, which was developed on the WebRTC platform.

We benefited from easy integration of Chrome OS with single-sign-on tools as well as using Citrix on a much broader scale. Our timing was perfect in terms of moving the company into the cloud. Prior to the pandemic, only about 20% of applications were accessed via Citrix. Today, 100% are accessed through Citrix.

Cloud is our future

Security was crucial, but there have been many other benefits of adopting Chrome OS, such as making work easier for employees by adding links to key business tools via the Chrome homepage. In fact, the rapid shift to the cloud, dictated by remote work, has also changed our company for the better.

Our IT infrastructure team has worked successfully to ensure applications are compatible with Citrix; we’ve also trained contact center employees on using new devices and how to collaborate in the cloud. The employees were used to getting help in-person in our contact center offices—someone could just raise a hand if they needed IT help. While that’s not always possible today, we were relieved that the contact center teams became familiar with Chrome browser and Chrome OS very quickly. Chrome browser is very common with the general public, so the know-how was already there, even for people who were using Chrome OS devices and Citrix for the first time. 

A year and a half after remote work began, we see that Chrome OS devices weren’t simply stopgaps for the pandemic era. They’ve become workplace tools with value far beyond the pandemic. Thanks to the ease of our contact center’s transition to Chrome OS, Ocwen has decided that we’ll remain in a hybrid work model for the foreseeable future, instead of returning 100 percent back to the office. Chrome OS makes this model easy for us because we don’t need to change the data or configuration on a device as people shift from remote to office work.

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L&T Financial Services is one of the largest lenders in India. India’s demonetization policy in recent years has led to a shift from cash transactions to digital payments. In 2016, the government withdrew 500 and 1000 rupee notes from circulation and encouraged a heavily cash-based population to deposit their canceled notes

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