Jonathan Farrington interviews Ramon Nunez, Founder & CEO of LiveHive
JF: What makes LiveHive unique?
RN: Unlike other point products, LiveHive has been designed from the ground up to deliver the most complete customer engagement profile. With LiveHive, sales reps get answers to the most critical questions that they have about their prospects. Sales reps can see who viewed a document when, what was viewed, for how long, and on what page, for any digital content, including emails, MS Office, Google Docs, web pages, PowerPoint presentations, links, and images.
With the deepest and most comprehensive visibility into a prospect’s engagement, LiveHive enables sales professionals to successfully target their efforts and serve customers better. LiveHive delivers maximum value through the rich functionality enabled by its powerful, cloud-based content-sharing platform and deep analytics. Plus, because LiveHive is seamlessly integrated within a sales rep’s everyday tools – such as email, CRM and cloud storage – LiveHive requires no additional work whatsoever and can provide instant value.
JF: I noticed that LiveHive recently launched new capabilities for deeper insight into customer engagement. Can you tell me what this means for your customers?
RN: LiveHive now includes features that make it even easier to understand a prospect’s interest, as well as to quickly discover and identify everyone involved in the buying process. Because LiveHive was also built as an extensible and robust sales platform, we have the ability to easily deliver new and innovative features that go beyond email or doc opens. LiveHive leverages real-time intelligence through its powerful, cloud-based content-sharing platform to deliver actionable insights. With LiveHive’s new capabilities:
- Sales reps can not only see when a prospect downloads a document but also how much time they spend on every single page
- Sales reps can not only see that a document or email is accessed but also how many times
- Sales reps can not only instantly see when a prospect shares a document with others but also immediately receive the profile of recipients of forwarded documents
No other solution provides the same level of insight-selling as LiveHive.
JF: How does LiveHive help sales reps gain competitive advantage?
RN: By enabling sales professionals to zoom in on the right prospects, LiveHive takes the guesswork out of prospect ranking. LiveHive automatically ranks top prospects according to engagement. By quickly spotting the most engaged prospects and assessing their specific areas of interest, sales reps can focus their energies on top prospects, increasing conversion rates, closing deals faster, and providing more reliable forecasting.
It’s been shown that if a sales rep responds to a prospect within 30 minutes from the time the prospect opens an email, views a document, or makes an inquiry, the probability of doing business with that prospect increases by as much as 50%. LiveHive’s real-time analytics and notification of how the prospect engages with sales materials gives the sales rep an unmatched competitive edge.
JF: So, Back to the title of this interview Ramon, what really is driving today’s insight selling?
RN: As buyers have become more self-informed, sales teams have been forced to find new ways to engage with customers. At the same time, with face-to-face selling going down, the need to easily communicate and share documents and sales materials with customers has gone up. Understanding a prospect’s engagement with shared materials and communications has become critical in today’s selling environment – driving a market for new engagement tools.
Analytics will be continue to be key for future insight selling. With more and more customer data available around us, solutions like LiveHive are needed to capture and make sense of that data in order to provide the actionable insights that let companies respond better to a buyer’s interests. This need will only increase in the future as buyers continue to rely on more digital information to educate themselves on a vendor’s products.
JF: How does LiveHive support mobile?
RN: No one today understands better than a salesperson the necessity of capturing the mobile moment. But to win the mobile sale, sales reps must be able to use any customer engagement system not only at the moment it’s needed but also with all of its capabilities seamlessly available to them. The powerful LiveHive platform ensures that the mobile experience is as frictionless and seamless as possible.
Today’s connected buyer is 50% more likely to open an email or view a document first on a mobile device. LiveHive delivers a fast and natural mobile experience to prospects viewing documents sent by the sales rep. In addition, sales reps get all the rich set of analytics of shared documents right from their mobile device.
You can also listen to the audio version of this interview here: