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How this Sales Rep Engaged Clients and Became Top Salesperson of the Year x2
TLDR;
Challenges:
- Fierce competition to capture buyer attention
- No visibility into impact from PowerPoint presentations and sales pitches
- Critical information is scattered and lost in inboxes
Outcomes:
- Differentiate from competition and elevate the buyer experiences
- Build trust and rapport with buyers through better process execution and organization
- Clear visibility into active deals and buyer engagement
- Drive process and accountability for sales rep and buyer
Methods:
- Reduce back-and-forth emails by consolidating information
- Transform sales pitches into a dialogue through collaborative workspaces
- Present information in Recapped instead of “boring” PowerPoint presentations
Is Recapped for you?
- Yes: Christian highly recommends Recapped if your offering and process are tailored to your buyers, involve buy-in, and require collaborative decision-making.
- No: You are selling a one-size-fits-all solution. “Or ice cream”
Schedule your personalized demo today.
How this Sales Rep Engaged Clients and Became Top Salesperson of the Year x2
The importance of a seamless, interactive client experience in sales cannot be overstated. Attention spans are dwindling and competition is fierce, providing clients with a memorable and efficient journey is more crucial than ever. This user testimonial delves into Second Nature’s innovative approach using Recapped, enhancing their sales processes, and achieving remarkable results.
Make the Buyer’s Journey Easier
The buying journey for Christian's clients is 'guerrilla warfare' hectic. Second Nature doesn't have direct competitors, but their biggest competition is for their client's attention.
Competing for Client’s Attention
The concept of a digital sales room was initially foreign to Christian Sargent, Account Executive at Second Nature. Like many sales professionals, he struggled with the challenge of capturing and maintaining client attention in a crowded marketplace.
“The buyer's journey is like... there's all this crap out there, for lack of a better word, and they have to sift through it themselves, and basically go with whoever gives them the easiest, quickest answers,” And he’s heard from clients, “Hey, other companies don't do this for us. Other companies send us a bulk email, and then it gets buried.”
The buyer’s journey can be chaotic and fragmented. Property managers attending trade shows or exploring online options have limited bandwidth for evaluating potential partners. They seek efficient, straightforward answers, and only one opportunity often exists to make a lasting impression.
“And so having those quick answers, being able to be responsive and having something collaborative, giving them something to literally take home after the discussion, like a shared Recapped page is huge.”
Standing Out from Boring Slideshow Presentations
Traditional sales presentations can be predictable and unengaging. Christian highlights a common scenario: "Sales reps share their screens, show slides, discuss company history, and expect prospects to remember everything."
Second Nature’s approach, however, flips the script. By using Recapped, they created an interactive and collaborative experience. Instead of relying on static slides, clients work within a dynamic environment to build their own benefits package. This interactive process not only captures interest but fosters a sense of ownership and involvement for the client.
Pain of the slideshow presentations:
“Because I could just as easily do a slideshow presentation, send them the deck, cross my fingers, and HOPE that I did a good enough job that they can now sell my product to their leadership team.”
Christian’s confidence with Recapped:
“…With Recapped, I don't have to hope… I know that they have a tool that we built together that they have access to. I can see when they access it. I can see what they click on and what's important to them.”
The Biggest Needle Movers with Digital Sales Rooms
Going from 'boring slideshow presentations' to a collaborative and interactive deal room, Christian noticed needle moving benefits with and for the clients.
Clear Visibility and Client Engagement
One of the standout benefits of Recapped for Second Nature is the transparency and engagement it offers. As Christian puts it, “I position Recapped as, this takes the place of, in my words, ‘a boring, tired slideshow presentation.’” The platform’s engaging, collaborative nature ensures that clients stay involved and retain essential information long after the initial presentation.
"The engagement piece is big for me," Christian continues. "I don't want to just show them a Recapped... I want them to get involved in the Recapped. Like I want them editing it. I want them bookmarking it. I want them referring back to it."
This high level of engagement is crucial. Clients can revisit the Recapped page, review details, and stay updated on all changes. Christian highlights the value: “So what really moves the needle for me is… we built this Recapped with them together. Like that's all fine and good. When I share it with them and they start opening it, engaging with it, and doing something with it—that’s the real value of Recapped.”
“This is a great way to really contextualize it for people and get that engagement that really makes them committed.”
Consistency and Organization for Sales Rep and Client
Recapped serves as an organizational hub, centralizing all information pertinent to a client’s benefits package. This repository function is invaluable, especially in scenarios where follow-up and reference materials are crucial for maintaining client relationships.
Christian shares numerous instances where clients have kept their Recapped link bookmarked for easy reference. "I've had clients many times say, 'Hey, I still have that platform.' They don't remember what it's called, but they're like, 'I still have that platform, that bookmark like on top of my search bar because I refer back to it so much... like being able to access that as a refresher, use it as a repository for documents.'"
This ensures that all stakeholders have continuous access to the necessary information, significantly reducing the chances of miscommunication and forgotten details.
Efficient Deal Reviews and Coaching for Sales Managers and Reps
Recapped also proves to be an invaluable tool for internal use at Second Nature. By embedding feedback blocks visible only to the sales team, managers can offer bespoke guidance and coaching. This facilitates continuous improvement and helps reps refine their approach on an ongoing basis.
Christian elaborates on this feature: "She can put in Recapped like a block that's hidden from the client, but that I can see that's like, 'Hey, you know, don't forget to ask this question' or just things that I can work on. So it can be as much a learning tool for me or like bowling guardrails for me, as it is an education for the client."
Moreover, the platform aids in deal reviews by maintaining a clear, accessible record of all agreements. Christian shares, "When I go to build a contract for somebody, I'll go back to the Recapped to make sure that I'm building the contract exactly pursuant to the deal that we negotiated. Because again, there's so many different factors and bells and whistles and particularities that our partners can customize on their end. I want to make sure I get it right on the contract. So it's kind of my spot checker or my assistant in the field, making sure that I cross my T's and dot my I's, and I recall it as well as my prospect does."
Embedding Gong, a conversational AI tool, into Recapped
Additionally, CEO of Recapped, Mark Fershteyn enlightened Christian about Recapped’s new embed block. Users can now easily insert Gong recordings into Recapped.
“That's super sharp. Cause what I'll do is I'll send a follow-up email and say, ‘Here's your Recapped link, here's your Gong recording.’ Now I can just say, ‘Here's your Recapped link, click it for the Gong recording.’ Ooo, that's spicy, man. You're saving everybody a click. I love it. You're already elevating my game.”
Who Would Benefit from Recapped?
Recapped is a versatile tool, beneficial for sales professionals who deal with complex, customizable products or services. As Christian succinctly puts it, "I'd recommend this to anybody whose sale or whose service is a little more collaborative. You know, if you're out here, like selling ice cream or selling like a one-size-fits-all kind of thing, maybe not as much for you."
The platform excels at enabling sales teams to create an active dialogue, engage prospects meaningfully, and collaborate on solution-building. Companies like Second Nature, which operate in service-oriented, consultative sales environments, can substantially benefit from Recapped’s features.
As Christian describes it, “I think today, people want customizability. People want options. People want to feel like they’ve got some involvement. They don’t want to just buy a widget. They want to buy something that works for them. And so I think the best way to get that commitment is to get them involved.”
Recapped facilitates this involvement by providing a space where prospects can actively participate in crafting their personalized solutions. Christian elaborates, “If there’s any moving pieces in your product, if there’s any buy-in that needs to happen on the part of the prospect, if there’s any sort of collaborative decisions that need to be made together, I think Recapped is a great way to help your prospect work through and digest the moving pieces of your product in a way that makes them feel like it can be their product.”
This level of customization and collaboration helps turn potential clients into partners, fostering stronger, more productive relationships.
Conclusion: A Winning Partnership
Second Nature's successful integration of Recapped into their sales process underscores the platform's ability to transform traditional sales interactions. By enhancing client engagement, maintaining organizational consistency, and facilitating efficient deal reviews, Recapped proves to be a game-changer.
Christian Sargent concludes, "Kudos to Second Nature for getting a good tech stack set up for their salespeople, something we’re actually going to use. And thank you guys for being awesome partners, for making an awesome product, for listening to the feedback and constantly improving. And for doing stuff like this, so this is great."
In essence, Recapped brings forth a seamless blend of interaction, collaboration, and efficiency—elements critical for modern sales success. For organizations aiming to elevate their client engagement and sales processes, Recapped offers a proven, effective solution.
By creating a more dynamic and involved sales journey, sales teams can ensure that their message not only reaches potential clients but resonates deeply with them. This case study with Second Nature highlights the impactful changes that Recapped can bring to a sales organization, making it a crucial tool for any business looking to refine its sales approach and achieve greater success.
💙 From the Recapped team:
Thank you, Christian, for being an incredible customer for the past 4 years and cheers to many more! 😊
If you want to impress your clients and get more engagement, request your demo of Recapped today!
Are you the perfect client for Second Nature?
The Recapped team knows you'll be in great hands with Second Nature.
What is Second Nature?
Second Nature began by ensuring residents changed air filters on time, the single most important aspect. They streamlined the process, making it as convenient as possible. It was their Dollar Shave Club moment for air filters, and everyone was happy - residents, property managers, and owners alike. But this success got them thinking. They saw an opportunity to expand beyond filters and offer a more comprehensive package of benefits to residents.
What do they offer?
Resident Benefits Packages, which consist of renter’s insurance, on-time credit reporting, and more. Anything they set up, they’ll manage for you.
Who do they sell to?
Residential Property Managers
Their buyer’s goals:
Their goals are to attract and retain good tenants, make sure the rent gets paid on time, make sure the tenant doesn't destroy the building, and make sure that if the building does need some repairs, they get fixed on time.
Why their buyers love them and their service:
Christian and the Second Nature team become an extension of their client’s team, so they can focus on being property managers, and Second Nature can focus on giving their tenants a good experience!
Need assistance from Christian and his team?
Are you a property manager or know of any that could use Christian? We know you’ll be in great hands!
Christian Sargent’s contact info:
