Selling is Both an Art and a Team Effort
Selling is both an art and a team effort, making it essential for your sales managers, business development reps, and account executives to have everything they need within their workflow. By streamlining the user experience, you can accelerate deal closures without the frustration of navigating through multiple tabs and tools. This article dives into how Salesforce Relationship Selling can enhance buyer identification, data entry, and enrichment to optimize your sales process. Ensure Your Team’s Efficiency Managing multiple accounts, opportunities, and stakeholders requires having full context and accurate data at all times. This allows sales teams to engage the right person at the right time with ease. Why Enterprises Need Multiple Salesforce Orgs B2B selling is complex, typically involving six to ten stakeholders. According to Gartner, 75% of B2B buyers prefer a rep-free experience, making any rep interaction highly personalized and contextual. Salesforce Relationship Selling provides powerful tools to make both your sales teams and customers more satisfied. With fewer manual steps, reps can focus on what truly matters—building relationships with customers and prospects. Automatically Create Contacts Data entry is rarely a favorite task for Salesforce users, especially when automation can handle it. Salesforce’s Automatic Contact Creation eliminates the need for sellers to manually create contacts for the accounts they are working on. For those using Einstein Activity Capture, this feature may already be familiar. Once enabled, new contacts are automatically created based on emails or meetings identified in the user’s inbox and calendar. The system matches contacts to accounts using email addresses and additional recipients, providing a high-confidence match when contacts already exist. Sales teams can also set thresholds for contact creation, such as requiring up to three interactions (emails or meetings) before a new contact is created. These suggestions are displayed on the Seller Home in the Contact Suggestions widget. Out-of-the-Box Enrichment Salesforce’s Automated Contact Enhancement leverages AI to enrich contact records with critical information like Seniority Level, Department Group, and Buyer Attributes. These fields, once added to your layouts and list views, allow your team to easily identify key stakeholders, sponsors, or detractors. Contacts created via the Automatic Contact Creation feature are continuously updated as relationships evolve, ensuring accuracy. This enrichment also extends to other standard fields, such as Phone and Title, with ongoing support for emails in English. Visualize and Interact with Buying Committees The Buyer Relationship Map is a game-changer for visualizing contacts tied to an account or opportunity. Once enabled, this feature provides a clear view of stakeholders and their roles. Contacts with populated Seniority Level and Department Group fields are displayed on the map, which allows sellers to easily fill in missing information or create new contact roles—all without leaving the map interface. Clicking on any contact within the map opens a side panel with more details, including options to edit, send emails, or review past activity. Sellers can also view insights across the map, such as identifying detractors or missing decision-makers. Actionable Insights in the Flow of Work Relationship Maps are not confined to accounts—they’re available for opportunities too, with seamless access through the “View Relationship Map” button. Whether your team is working within Prospecting Center, Pipeline Inspection, or Account Plan pages, relevant insights are available wherever they are needed to drive action. Selling is Both an Art and a Team Effort While relationship selling is not new, Salesforce’s suite of tools provides a fresh, automated approach to this time-tested concept. By automatically creating and enriching contacts, visualizing relationships, and surfacing insights across workflows, the entire seller experience can be optimized in minutes. With Salesforce Relationship Selling, your team can focus on what really matters—building meaningful connections with customers. Like Related Posts Salesforce OEM AppExchange Expanding its reach beyond CRM, Salesforce.com has launched a new service called AppExchange OEM Edition, aimed at non-CRM service providers. Read more The Salesforce Story In Marc Benioff’s own words How did salesforce.com grow from a start up in a rented apartment into the world’s Read more Salesforce Jigsaw Salesforce.com, a prominent figure in cloud computing, has finalized a deal to acquire Jigsaw, a wiki-style business contact database, for Read more Health Cloud Brings Healthcare Transformation Following swiftly after last week’s successful launch of Financial Services Cloud, Salesforce has announced the second installment in its series Read more
