Many companies face incredible challenges around deal team engagement and staying relevant and top of mind for key contacts within accounts.
Let’s tell a story:
You are involved in a sales cycle, and you have two or three key people that are part of the deal. You have your champion (who has a personal stake in you winning the business, and who sells when you aren’t in the room), your economic buyer (the person who signs the check), and a business user who influences the deal. You are selling and everything is going great, but somehow you can’t get the right meetings and your deal pushes.
Why? Your champion never presented the solution to the economic buyer and you didn’t have a complete deal team. You also weren't using that data in your forecast calls, so you were surprised. Sound familiar? Don’t let that happen again.
The new Contacts Management capability is available in your left navigation if it's been deployed for your instance and you have the appropriate permissions. If you don’t see it, simply contact support or your account executive for help!
Similar to the visualization and report building you’ve used for Opportunities in your Pipeline, you can now drill down data related directly to Contact-defined activities such as last outbound email, last inbound email, meetings, etc. From a single interface, you can now understand trends across your funnel and better manage reps to increase predictability and improve outcomes.
The Contacts interface offers Contact activity visualizations, the ability to build Contact reports based on your specific needs, and direct access to individual Contact details. As is available across the IS2 Platform, you will also have constant direct access to pertinent Action analytics and Instant Actions by clicking the Action icons next to a given Contact.
Define a set of Contacts to manage and inspect. This allows you to have fewer inspection reports and better organization of the Contacts you want to manage.
Contact Activity Visualization
Contacts provide an in-depth visualization of Contact-oriented activity available in both a current week and month view. Percentage per activity, bar charts reflecting itemized activity volume, total activities and total activity change percentage are calculated and presented by Contact totals or your own custom reports.
Build Contacts reports with the data that matters to you. You have built reports in the IS2 Platform's Pipeline to reflect the data you need, now you can drill down even further and build reports specific to Contacts data. Click on reports and add the items you need. You can create, save, edit, and share Contacts reports. To learn more about creating and understanding reports, click here.
Instantly access the details of a Contact; name, contact information, status, number of meetings, activity, and more by clicking on the contact name in your Contacts view. Having instant access to this data improves efficiency, prevents toggling between tabs and allows a single click to access detailed data or return to the Contacts view. Contact details also maintain a single click option to access Actions.
Contact Automation and Notifications (Slack & email)
- Notify reps of new contacts assigned to them
- Notify reps of engagement SLA's (time to first touch, contacts gone dark)
- Automate Lifecycle Management (set contact to active on first email reply)
- And many more examples
Check it out! Make sure you run a report (the blue button on the right) so you can see contact data, and let us know what you think.
Contact support to enable these features for you.