With strong relationships and in-depth customer research, sales reps are more likely to understand a customer’s needs and requirements and to become a trusted advisor in the sales process. Engaging with customers and building rapport increases the likelihood of winning deals and builds a long-term relationship for potential repeat business and referrals.
Know Who You Do Business With
Organize your sales business when you prioritize accounts, establish teams, and develop plans for important accounts. Accounts serve as a single point for all the sales activities and business dealings your company has with a customer.
| Key things to do | Areas to Explore |
|---|---|
| Prioritize accounts based on existing activity | Account Intelligence View |
| Keep information up to date | Manage Accounts |
| Foster team work to close deals | Account Teams |
| Grow key accounts | Account Plans |
Connect with Your Customers
Contacts are the people that you talk to at your accounts. Tracking contact details and keeping records of conversations helps you build rapport and keeps you and your team informed about where you stand with each person involved in a deal.
| Key things to do | Areas to Explore |
|---|---|
| Prioritize who to talk to next | Contact Intelligence View |
| Organize details about people | |
| Identify deal champions and detractors | Buyer Relationship Map |
| Polish your sales pitch | Agentforce Sales Coach |
| Make every conversation count | |
| Communicate with customers |
Keep Deals on Track
Act on the right deals based on contextual details and insights from your data helps to maintain focus and move deals through each stage of the sales process.
| Key things to do | Areas to Explore |
|---|---|
| Focus on the most important deals | |
| Win deals as a team | Opportunity Teams |
| Keep details up to date |
Agentforce Pipeline Management |