Help Your Sales Reps Sell

How to stop ignoring your best customers and start embracing Customer Relationship Intelligence

sell!

Help yoursales reps

Help your sales reps sell!

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As a senior sales pro, you’ve seen it happening for a long time now:

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Something schizophrenic is going on in sales.






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It’s a disconnect between what you really want to do,






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and what you’re doing instead.






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The result.






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Not enough relevant conversations with your current customers.






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A disproportionate focus on initiatives that bring little revenue.






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Sales strategies that are only partly strategic.






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Let us explain.






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You know this

In most companies, 80% of next year’s revenue comes from existing customers.






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It’s a no brainer.






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Your sales reps should be spending their time courting the people they know. Who’ve already bought from you.






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And do it properly. Gracefully. Romeo-style.






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Never miss an opportunity to show they care. And advise your customers throughout the buying cycle.

That means:






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That means:


Anticipate their every wish. And upsell them what they’ll need next year.






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That means:



Understand what’s missing. And cross-sell the products and services they need to truly make their business sing.






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That means:



Understand what’s missing. And cross-sell the products and services they need to truly make their business sing.

Know their innermost needs. And sweep them off their feet with a killer contract renewal offer.






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But instead, sales departments all over the world are doing

the opposite.






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They’re focusing all their efforts on wooing

complete strangers.






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They’re doing everything to hook new business:






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Data analytics






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Lead generation






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Pipeline management






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Follow-up calls (and emails)






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Investment in CLM, CPQ, and Sales Performance Management






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None of that is wrong.






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New business

is important too.






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What’s wrong is this.






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This focus on new business makes companies shamefully underserve the valuable, existing customers that promise the really big, juicy chunks of revenue.






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That’s

schizo sales.






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That’s

schizo sales.

And it’s happening for one, absurd reason:






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All the hard work that goes into building new – albeit less profitable – business...






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is often a hell of a lot easier than getting your salespeople – even the most basic – information about your existing customers.






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You’ve known this for a long time:

The really good nuggets of information about them aren’t anywhere near your CRM.






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Things like:

What you’ve sold them, when, at what price

(and what they didn’t buy)






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The exceptions, discounts, SLAs, and delivery deadlines you’ve negotiated

Things like:






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When you delivered

Things like:






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When you delivered

How much - and when - they’ve paid

Things like:






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When you delivered

How much - and when - they’ve paid

When their contract comes up for renewal

Things like:






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You also know:

this kind of data would massively help your sales reps:






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Call the right person at the right time,






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Have a meaningful conversation






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And make exactly the right offer.






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The problem is:

for sales.it’s not accessible






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The data sitsIn your contracts






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In your contracts

In your billing system

The data sits






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In your contracts

In your billing system

The data sits

In your other systems of record






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And getting it out of there (and to your sales people) requires such superhuman effort that anyone would give up.

(You know this. You’ve probably tried.)

It looks something like this:






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legal.You go to






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They’re too busy drafting up new stuff to have the time to dig out

old contracts for you.





You wait.

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(They’re busy!). When they finally do find your files, you see:

there isn’t just one contract.





There’s oodles of complex documents.

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An SLA, and a contract for every time they’ve bought something. Plus SOWs, add-ons, discounts, rebates, exceptions.

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They’re probably

outdated.






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Because customer relationships, by nature, keep on changing

(new SLA, anyone?).






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It’s in legalese.






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The data you want is cocooned up in risk-mitigating, arcane law-speak. Which makes it bloody useless

for salespeople.






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Had enough yet?






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Had enough yet? No?






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Had enough yet? No? There’s more :)






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Repeat.






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You have to do the whole thing again, manually, for every one

of your customers.






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Repeat again.






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Don’t forget: you haven’t even been to the finance department yet.





Enter data.

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Nor have you yet put the data in your CRM, where it’s needed.






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In short:






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Forgeddaboutit.






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It’s just too much of a colossal pain in the butt to get at relationship intelligence data about your existing customers and make it available to your reps.






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It’s why you probably – like so many companies – focus on new business instead.






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It’s why you’re treating your old buddies with the fat wallets like strangers you’ve only just met.






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It’s why your reps aren’t having more meaningful sales conversations.






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It’s why your retention initiatives are only okay.






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In short:






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It’s why you’re missing some of your

best opportunities.






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It’s frustrating.






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It’s costing you money.






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And it’s old news to you.






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So where’s the new news?





You can change all that.It’s this:

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We call it Pramata Customer Relationship Intelligence™ (or CRI) and it’s all about giving your salespeople access to the juicy data that helps them make the most of their valuable existing relationships.

Download our eBook:

The 5 Principles of Customer Relationship Intelligence

1Pramata.com

< INSIDE BACK COVER >

The 5 Principles of Customer Relationship IntelligenceHow contract, billing and customer data can work together to increase your ‘Return on CRM’





http://info.pramata.com/5-principles-of-cri?utm_source=slideshare&utm_medium=content&utm_campaign=CRI


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CRI automates the process.

It loves hugely complex relationships.

It keeps up to date with any changes.

It translates legalese into plain old English.

And it’s absolutely pain-free, and totally in bed with your CRM.

Sounds good?

Talk to us

The even better news:

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Or follow us:





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https://twitter.com/pramatacorp

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We provide businesses with actionable insight into their complex customer relationships. We get essential relationship data out of their contracts and billing systems, put it into plain English, and stick it where it’s needed most: inside CRM.

We are helping some of the world’s most competitive companies turbo-charge their CRMs and pave the way for more relevant conversations and smarter sales initiatives, based on accurate, real-time, actionable customer intelligence data.

And we can do the same for you.

We’re Pramata and we do CRI.



