May 16, 2022
Sales are all about understanding your customer. So it is important to know them before you can actually start conversing with them. The key to understanding them is data, which includes everything from their experience with your business to their relationship networks. And that’s something that forms the base for relationship intelligence.
Managing a relationships network isn’t a new concept, but these days it goes by a new name: “relationship intelligence.” It is fair to call it intelligence, considering how far our abilities have reached to capture, analyze, and use the data.
Such tools can help amplify the impact of everything you do by bringing data they find into the CRM. This ultimately enables the entire sales team to access this information whenever required.
AI-powered relationship intelligence tools provide incredible value for your business in the following manner:
Do you know? Salespeople actually spend less than 36% of their time actually selling. Why? Because they need to research prospects and accounts before they start selling.
They have to research to know if the prospect influences decisions. They have to identify if they share any contacts with the prospect. They have to learn about what problem their prospects are facing and which of their product or service solves that problem.
All of this research takes up a lot of time. Salespeople have to dig through customer relationship management systems (CRMs), news articles, Google, LinkedIn, documents, productivity apps, and other data sources to get all the needed data.
Any successful sales organization would know that relationship intelligence is the secret to reaching key decision-makers while saving all the time and effort. It helps keep all the data in their CRM, enabling the whole organization to access it from anywhere and anytime.
Many businesses are even using artificial intelligence (AI) along with relationship intelligence. It enables a lot of features like:
When focusing on relationships, the solution you need to learn about is Salesforce’s Einstein Relationship Insights (ERI) as it delivers on all the requirements. In fact, it goes beyond it:
Companies that use relationship intelligence would understand how it represents a new generation of customer data collection and use it efficiently. If you know to harness this power, you’ll uncover the key to driving sales and business growth.
Reach out to our Salesforce consulting service and we’ll help you unlock new network opportunities and grow with your customers.