Learn how to stop ignoring your best customers and start embracing Customer Relationship Intelligence. To understand how contract, billing, and customer data can work together to increase your "Return on CRM", download our ebook: http://info.pramata.com/5-principles-of-cri
13. Help your sales reps sell!
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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:
Never miss an opportunity to show they care.
And advise your customers throughout the buying cycle.
Anticipate their every wish.
And upsell them what they’ll need next year.
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That means:
Never miss an opportunity to show they care.
And advise your customers throughout the buying cycle.
Anticipate their every wish.
And upsell them what they’ll need next year.
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:
Never miss an opportunity to show they care.
And advise your customers throughout the buying cycle.
Anticipate their every wish.
And upsell them what they’ll need next year.
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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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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What you’ve sold them, when, at what price
(and what they didn’t buy)
The exceptions, discounts, SLAs, and delivery
deadlines you’ve negotiated
Things like:
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What you’ve sold them, when, at what price
(and what they didn’t buy)
The exceptions, discounts, SLAs, and delivery
deadlines you’ve negotiated
When you delivered
Things like:
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What you’ve sold them, when, at what price
(and what they didn’t buy)
The exceptions, discounts, SLAs, and delivery
deadlines you’ve negotiated
When you delivered
How much - and when - they’ve paid
Things like:
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What you’ve sold them, when, at what price
(and what they didn’t buy)
The exceptions, discounts, SLAs, and delivery
deadlines you’ve negotiated
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 sits
In 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:
55. An SLA, and a contract for every time
they’ve bought something. Plus SOWs,
add-ons, discounts, rebates, exceptions.
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Help your sales reps sell!
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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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The data you want is cocooned up
in risk-mitigating, arcane law-speak.
Which makes it bloody useless
for salespeople.
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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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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?
82. You can change all that.
It’s this:
Pramata.com 81
Help your sales reps sell!
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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
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< INSIDE BACK COVER >
The 5 Principles
of Customer
Relationship
Intelligence
How contract, billing and customer data can
work together to increase your ‘Return on CRM’
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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:
Pramata.com
Or follow us:
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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.