How does SpearFysh work?

SpearFysh starts with a mobile device called the Smartpen, a simple note-taking tool that records field sales interactions.  The Smartpen technology takes minutes to learn, is cost-effective and fits seamlessly into a sales call.  It is used during the normal process of note-taking.  Near future versions will include tablet devices.

Once captured and downloaded, voice data is automatically routed to the secure SpearFysh web portal.  At this point, unstructured conversations are mined for intelligence and automatically indexed against sales process workflow, critical sales initiatives, and key corporate drivers.  Finally, actionable intelligence is delivered through a suite of applications that enable Sales Leaders, Marketing Directors, Product Managers, and Sales Managers to instantly spot new challenges, uncover valuable opportunities, and quickly shape field sales behavior.

Go to Solution Description for additional information.


What types of organizations use SpearFysh?

Our typical client has a field sales force involved in consultative, technical and/or collaborative interactions.  SpearFysh enables these clients to add a data-driven, empirical way to create and manage customer and prospect opportunities.

Current functional users in the Sales & Marketing realm include:

• Field Sales Reps, Sales Engineers, Technical Specialists, Marketing Managers, Product Managers, Strategic Account Managers, Sales Support, Inside/Telesales Reps, Territory Reps, Account Executives, Major Account Managers, Territory Sales Managers, National Account Executives, Regional Sales Managers, District Managers, National Sales Managers, Director of Sales, VP of Sales, and CSO's.

How is the voice data captured?

The first step in the SpearFysh Workflow Process is for Salespeople to record field sales calls with customers and prospects using a Smartpen or Tablet device.

The Smartpen is a computer within a digital pen manufactured by Livescribe™.  For SpearFysh customers, the Smartpen comes pre-loaded with our proprietary software that enables something called "Intelligent Note-Taking™".  This software enables users to later mine rich audio data for intelligence.

The Smartpen records audio during normal note-taking.  What makes it unique is a built-in camera that digitizes, synchronizes, and indexes notes to recorded audio.  Salespeople simply tap on their notes to replay audio, instantly finding key information.  As a result, salespeople immediately find the recorded audio they need, and never miss a word spoken by the customer or prospect.

Go to Capture Technology for additional information and specifications.


What are the legalities around recording a conversation?

In 38 states, only one person legally needs to know a conversation is being recorded (the salesperson or person using the recording device).  Good business practice, though, suggests always asking permission.  We can supply further information on this topic - just ask a SpearFysh consultant.


Will my customers and prospects allow me to record the conversation during a sales call?

During a one year pilot in a complex sales environment, salespeople recorded thousands of sales calls and over 90% of the time, prospects and customers agreed to let salespeople record their conversations.  The reasoning behind this lies in some important research.

For customers, our technology eliminates the high frustration of dealing with salespeople who forget - or have difficulty comprehending - important details.  Results from ES Research suggest that "over 85% of all customers feel salespeople do a poor job of listening to their real needs and challenges, or strategies."  SpearFysh solves this problem for customers who want the best solutions possible and appreciate companies who care enough to securely capture their important thoughts and opinions.

From a different perspective, customers and prospects are used to being recorded in call center situations and SpearFysh is a natural extension of this normal person experience.


How do salespeople feel about recording conversations?

SpearFysh technology helps sellers become much better listeners - capturing, indexing, and archiving every important customer detail.  Many salespeople are in information overload - having difficulty keeping up with new buyer situations, details, and technologies.  In fact, customers and prospects talk on average 12x faster than the ability of a salesperson to take notes.

Further research on memory suggests that over 50% of a conversation is forgotten in one hour and over 65% within one day.  Now, salespeople can capture, share, and review critical information days and weeks after the call - valuable data, problems, and criteria that often make the difference between winning and losing an important opportunity.


How many Smartpens are in the field?

Livescribe™ has sold over one million Smartpens.  About 5% of all Smartpens are used by mobile sales professionals who consistently give it high Net Promoter Scores.


Should I ask the customer permission to record the call?

We strongly suggest that salespeople always ask permission.  First, customers almost always agree to let salespeople and mobile professionals use a capture device.  Second, it is good business practice to be transparent - letting the prospect and customer know exactly what you are doing and why.  There are very easy ways to introduce the pen into the conversation early on that gains customer permission, and this is included in SpearFysh training.


Is SpearFysh a CRM?

No - SpearFysh is a Sales Force Automation tool.  SpearFysh integrates with all major CRM's from both a "push/pull" standpoint: pulling data in from the CRM to do analytics and pushing important data out to the CRM (especially voice data that has been converted to text).

SpearFysh does have a basic CRM built onto its platform to store data.  As such, some clients prefer to use the SpearFysh CRM to store their accounts, records, notes, and opportunities.


Will SpearFysh integrate with my specific CRM?

Again, we integrate with almost all major CRM's.  Consult a SpearFysh Representative to learn the specifics on our compatibility with your CRM.


Instead of manually inputting Call Updates and Summaries into my CRM - like I do now - can I automate this process using SpearFysh to save me valuable time?

Yes - salespeople use their SmartCard to voice dictate call summaries and updates.  Uploaded voice data is automatically converted to text and deposited into the client CRM.  This saves sellers valuable time - and improves CRM compliance.


How Much?

SpearFysh is a cost-effective tool for any sales team wishing to significantly improve their ability to accelerate new business revenues.  Please contact a SpearFysh Representative for pricing information.