SalesWise recently introduced the first-ever Relationship Graph – a visual representation of account relationships and interactions occurring on both the buy-side and the sell-side.
In Part 1, we explained how the Relationship Graph answers sales leaders’ most pressing questions about the buy-side of an opportunity. Today, Part 2 details how the Graph provides key insights from the sell-side of deals.
When was the last time we engaged?
Too often, the answers tend to be “just last week” or some other subjective response that paints a more optimistic picture. Even pulling reports on recent activities can be cumbersome. Or worse, the interactions are not entered into CRM leaving reporting to be severely challenged. Credit is given when it was not deserved, or credit is not given where it is.
The Relationship Graph organizes all of the email, meeting, and CRM interactions instantly enabling easy understanding of the engagement timeline. Leaders are able to quickly see whether clients have been engaged recently, or if too much time has passed with no (or infrequent) touch-points. Now, managers can intervene before it’s too late. No other visualization provides this degree of accuracy, especially, not one requiring no additional effort from the sales team.
Who from my company is interacting with customers?
Less than half of companies give CRM access to non-sales departments, according to Capterra. While non-sales departments have important communications with clients, many of those interactions are never captured in CRM. The shift toward account-based selling only drives up the number of folks involved on the selling side. Orchestration of account-based sales, then, remains a huge challenge for companies before the Relationship Graph.
The Relationship Graph instantly completes the missing picture of sales by automatically aggregating all interactions between the selling company and the prospects and customers. This especially improves the effectiveness of enterprise, global, and outside sales teams.
Management would no longer have to constantly ping other people in order to get the answers they need. Did Susan from accounting send over the contract? Did Bill from engineering get their log-in set up? Did Mike from client success follow up? With the Relationship Graph, the answers are at your fingertips and no longer a walk across the office or an interrupting phone call away. As a sales leader, this is also critical for you to ensure that your team isn’t dropping hand-offs and making sure that the customer is getting their needs met.
Is the engagement reciprocated?
Looking at the frequency of outbound messages provides a better idea of how engaged a prospect is, but seeing how often and what the sentiment is of the responses completes the picture of an interaction. Tracking email opens and clicks is useful, but if all of the activity with an account is solely the sales rep pushing communication out to no response, it becomes clear that this is not an engaged prospect – and likely not a deal about to close.
The Relationship Graph visually shows the break down of internal communication and prospect communication with any account or individual. This allows leaders to immediately see how interested a prospect is, and as a sales leader, may be an indication that a given deal needs management intervention.
Harness the Power of Visibility
The new Relationship Graph from SalesWise provides instant, unprecedented visibility into the crucial accounts that matter most, both on the buy- and sale-side of your business.
Learn how you can unlock all of the contacts buried in email across the enterprise, and get Relationship Graphs for your most important deals – with no data entry and completely free for 14 days. Click here to learn more.