Who owns your Customer Relationships?

Jennifer Preston

By

on July 31, 2019

Case Study

Setup:
We are a fast growing Company selling into the Construction Sector. We are hiring seasoned Outside Account Executives from this Industry with existing relationships, to reduce ramp up time and in this vertical relationships is the name of the game. Most of our Account Executives are on the road doing lots of in person meetings and have not been used to using CRM systems. Their tools are mostly phone, email, and text messaging.

Revenue is growing rapidly, but the Organization leadership is concerned about all the IP locked up in the Reps heads or Outlook Inboxes. They know that when they have attrition the customer relationship will walk out the door with the Rep.

Solution:
As we all do, we have invested heavily in CRM, but the biggest issue is CRM required people to enter data and maintain it. While CRM has evolved, its mostly evolved its delivery, from Desktop > Client Server > Cloud, but the fundamentals haven’t changed.

SalesDirector.ai, a Revenue Intelligence platform, automatically connects to Rep’s Mailboxes, Email, Calendar, Call Logs, etc… and is able to find NEW Contacts, and Existing Contacts and automatically log these against the proper Accounts. It further does Signature Extraction and can also enhance these Contacts with 3rd Party Data if desired. Furthermore, it will take all the activity (email, calendar events, etc…) and log these into CRM as well.

This provides you with a complete “System of Record”, which is what you want, and preserves all this data and history as Reps, teams or organizations go through their own lifecycle.

Additionally, it helps a great deal when you do an Account handoff to another Rep, or if you are working with Customer Success Post Sale, they are able to understand who are the stakeholders on the deal, what was promised (You never sell roadmap right?), what the customer really cares about, and when we need to deliver.

The impact of managing and maintaining your customer relationships and IP is substantial.

How does it work in your Company?

If this is of interest please contact us to see a demo.

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