---
schema_version: "1"
id: 3ddeea6aaf8bfaec4000a3d50d46fcd27c13048325ea9d95e5aa354b05b6aa32
title: Nurturing Relationships and Winning More Deals
collection: admin
version: current
locale: en-us
portal_url: https://docs.salesforce.com/admin/current/en-us/sales/264-0-0/sales_job_landing_nurture_and_close.md
canonical_url: https://help.salesforce.com/s/articleView?id=sales.sales_job_landing_nurture_and_close.htm&release=264.0.0&type=5
source_site: help.salesforce.com
content_type: documentation
content_hash: 2fc345ce9269976d745f3b8148ad7f48e04d89f459493908d6fd49c4fe9dda85
description: 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.
products:
  - Sales Cloud
release: "264"
---
# Nurturing Relationships and Winning More Deals

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](https://help.salesforce.com/s/articleView?id=sales.account_intelligence_view.htm&language=en_US) |
| Keep information up to date | [Manage Accounts](https://help.salesforce.com/s/articleView?id=sales.accounts_manage.htm&language=en_US) |
| Foster team work to close deals | [Account Teams](https://help.salesforce.com/s/articleView?id=sales.accountteam.htm&language=en_US) |
| Grow key accounts | [Account Plans](https://help.salesforce.com/s/articleView?id=sales.account_plans.htm&language=en_US) |

## 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.

<table class="slds-table slds-table_bordered slds-max-medium-table_stacked slds-m-bottom_small ">
        <colgroup>
          <col style="width:50%">
          <col style="width:50%">
        </colgroup>
        <thead class="slds-text-title_caps ">
          <tr class="">
            <th scope="col" class="slds-cell-wrap" style="text-align:left;vertical-align:top;" id="d2681e130">Key things to do</th>
            <th scope="col" class="slds-cell-wrap" style="text-align:left;vertical-align:top;" id="d2681e133">Areas to Explore</th>
          </tr>
        </thead>
        <tbody>
          <tr class="">
            <td data-label="Key things to do" class="slds-cell-wrap" style="text-align:left;vertical-align:top;" headers="d2681e130 ">Prioritize who to talk to next</td>

            <td data-label="Areas to Explore" class="slds-cell-wrap" style="text-align:left;vertical-align:top;" headers="d2681e133 ">
              <a href="https://help.salesforce.com/s/articleView?id=sales.contacts_intelligence_view.htm&amp;language=en_US" target="_blank">Contact Intelligence
                View</a>
            </td>

          </tr>
          <tr class="">
            <td data-label="Key things to do" class="slds-cell-wrap" style="text-align:left;vertical-align:top;" headers="d2681e130 ">Organize details about people </td>

            <td data-label="Areas to Explore" class="slds-cell-wrap" style="text-align:left;vertical-align:top;" headers="d2681e133 ">
              <p>
                <a href="https://help.salesforce.com/s/articleView?id=sales_core_manage_contacts.htm&amp;language=en_US" target="_blank">Manage Contacts</a>
              </p>
              <p style="margin-bottom:0;">
                <a href="https://help.salesforce.com/s/articleView?id=sales.automatic_contact_enhancements.htm&amp;language=en_US" target="_blank">Automatic Contact Enhancements</a>
              </p>
            </td>

          </tr>
          <tr class="">
            <td data-label="Key things to do" class="slds-cell-wrap" style="text-align:left;vertical-align:top;" headers="d2681e130 ">Identify deal champions and detractors</td>

            <td data-label="Areas to Explore" class="slds-cell-wrap" style="text-align:left;vertical-align:top;" headers="d2681e133 ">
              <a href="https://help.salesforce.com/s/articleView?id=sales.buyer_relationship_map.htm&amp;language=en_US" target="_blank">Buyer Relationship
                Map</a>
            </td>

          </tr>
          <tr class="">
            <td data-label="Key things to do" class="slds-cell-wrap" style="text-align:left;vertical-align:top;" headers="d2681e130 ">Polish your sales pitch</td>

            <td data-label="Areas to Explore" class="slds-cell-wrap" style="text-align:left;vertical-align:top;" headers="d2681e133 ">
              <a href="https://help.salesforce.com/s/articleView?id=sales.sales_agents_coach_parent.htm&amp;language=en_US" target="_blank">Agentforce Sales Coach</a>
            </td>

          </tr>
          <tr class="">
            <td data-label="Key things to do" class="slds-cell-wrap" style="text-align:left;vertical-align:top;" headers="d2681e130 ">Make every conversation count</td>

            <td data-label="Areas to Explore" class="slds-cell-wrap" style="text-align:left;vertical-align:top;" headers="d2681e133 ">
              <p>
                <a href="https://help.salesforce.com/s/articleView?id=sales.meetings_use_digest_parent.htm&amp;language=en_US" target="_blank">Meeting Digest</a>
              </p>
              <p style="margin-bottom:0;">
                <a href="https://help.salesforce.com/s/articleView?id=sales.activity_timeline_parent.htm&amp;language=en_US" target="_blank">Activity Timeline</a>
              </p>
            </td>

          </tr>
          <tr class="">
            <td data-label="Key things to do" class="slds-cell-wrap" style="text-align:left;vertical-align:top;" headers="d2681e130 ">Communicate with customers </td>

            <td data-label="Areas to Explore" class="slds-cell-wrap" style="text-align:left;vertical-align:top;" headers="d2681e133 ">
              <p><a href="https://help.salesforce.com/s/articleView?id=sales.messaging_for_sales.htm&amp;language=en_US" target="_blank">SMS Messaging for
                  Sales</a></p>
              <p><a href="https://help.salesforce.com/s/articleView?id=sales.emailadmin_send_email_from_salesforce_overview.htm&amp;language=en_US" target="_blank">Email Through
                  Salesforce</a></p>
              <p style="margin-bottom:0;"><a href="https://help.salesforce.com/s/articleView?id=sales.einstein_sales_emails_draft.htm&amp;language=en_US" target="_blank">Sales
                  Emails</a></p>
            </td>

          </tr>
        </tbody>
      </table>

## 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.

<table class="slds-table slds-table_bordered slds-max-medium-table_stacked slds-m-bottom_small ">
        <colgroup>
          <col style="width:50%">
          <col style="width:50%">
        </colgroup>
        <thead class="slds-text-title_caps ">
          <tr class="">
            <th scope="col" class="slds-cell-wrap" style="text-align:left;vertical-align:top;" id="d2681e261">Key things to do</th>
            <th scope="col" class="slds-cell-wrap" style="text-align:left;vertical-align:top;" id="d2681e264">Areas to Explore</th>
          </tr>
        </thead>
        <tbody>
          <tr class="">
            <td data-label="Key things to do" class="slds-cell-wrap" style="text-align:left;vertical-align:top;" headers="d2681e261 ">Focus on the most important deals</td>

            <td data-label="Areas to Explore" class="slds-cell-wrap" style="text-align:left;vertical-align:top;" headers="d2681e264 ">
              <p>
                <a href="https://help.salesforce.com/s/articleView?id=sales.pipeline_inspection_einstein_deal_insights.htm&amp;language=en_US" target="_blank">Einstein Deal Insights</a>
              </p>
              <p style="margin-bottom:0;">
                <a href="https://help.salesforce.com/s/articleView?id=sales.pipeline_inspection.htm&amp;language=en_US" target="_blank">Pipeline Inspection</a>
              </p>
            </td>

          </tr>
          <tr class="">
            <td data-label="Key things to do" class="slds-cell-wrap" style="text-align:left;vertical-align:top;" headers="d2681e261 ">Win deals as a team</td>

            <td data-label="Areas to Explore" class="slds-cell-wrap" style="text-align:left;vertical-align:top;" headers="d2681e264 ">
              <a href="https://help.salesforce.com/s/articleView?id=sales.teamselling.htm&amp;language=en_US" target="_blank">Opportunity Teams</a>
            </td>

          </tr>
          <tr class="">
            <td data-label="Key things to do" class="slds-cell-wrap" style="text-align:left;vertical-align:top;" headers="d2681e261 ">Keep details up to date</td>

            <td data-label="Areas to Explore" class="slds-cell-wrap" style="text-align:left;vertical-align:top;" headers="d2681e264 ">
              <p><a href="https://help.salesforce.com/s/articleView?id=sales.pipeline_mgmt_parent.htm&amp;language=en_US" target="_blank">Agentforce Pipeline
                  Management</a></p>
              <p><a href="https://help.salesforce.com/s/articleView?id=sales.email_int_overview.htm&amp;language=en_US" target="_blank">Outlook and Gmail
                  Integrations</a></p>
              <p style="margin-bottom:0;"><a href="https://help.salesforce.com/s/articleView?id=sales.einstein_sales_aac.htm&amp;language=en_US" target="_blank">Einstein Activity
                  Capture</a></p>
            </td>

          </tr>
        </tbody>
      </table>