Sales reps spend a lot of time on calls trying to build trust with new customers, and one common question is whether your product is already used by other businesses in their industry. This is the kind of information that helps reduce a prospect's perceived risk, but reps rarely have it to hand within the deal record itself, so they end up switching tabs and filtering records mid-call instead of focusing on the conversation.
The kiosk
This kiosk surfaces existing paid customers in the same industry as the prospect, directly from the deal record, so a rep never has to leave the call to find this out.
Prerequisite: This example assumes a picklist field exists on the Accounts module to record whether an account is on a paid or free edition of your product.
How it's configured
- Set the module. Set the kiosk's Current Record module to Deals.
- Show the account's details. Add a screen showing details of the account linked to the deal. Within that screen, use a GetRecords component to list key details of that account, letting the rep confirm the industry with the customer before continuing.
- Add a decision. The industry field might be empty, or there might genuinely be no paid customers in that industry, so a decision component is used to route the rep to the right screen. Inside it, add a further GetRecords component that retrieves accounts which are paid customers in the same industry.
- Build three paths. A Yes path, shown when paid customers exist, displaying that list. A No path, shown when none exist, with a screen explaining this to the rep and giving guidance on how to handle it. A default path, used if something doesn't work as expected, with a screen suggesting the rep continue the conversation by highlighting other aspects of the product instead.
- Publish. Publish the kiosk once you're happy with it.
Where to place it
Two placements suit this use case. Adding it as a custom button on the deal's record detail page keeps the page uncluttered while still letting reps pull up the information with one click when they need it. Alternatively, placing it directly on the record detail page gives immediate visibility without even needing that click, at the cost of some screen space, so it's worth weighing how often reps actually need this information before deciding.
Next steps: This example is purely for viewing data and doesn't include any actions. If you want to extend it, for instance logging that a rep viewed this information, build and test that addition in a sandbox first before deploying it to production.
Need help? 1 Cloud Consultants can help you build and place kiosks like this one so your sales team spends less time searching and more time selling.
Book a discovery call with 1 Cloud Consultants.