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Close Deals Quicker by Enabling a 360-Degree View of Customers to Your Salespersons

by Amandeep Singh on Jun 28, 2019

Nonstop innovation and better information accessibility have made today’s business buyers more informed. Consumers, on average, use almost six touchpoints with nearly 50% regularly using more than four.

And now let’s talk about why you should enable a 360-degree view of the customer lifecycle for the sales team.

Sales is the backbone of revenue generation and the first touchpoint where a customer interacts with an organization.

13% of salespeople say consistent cadence of contacts across multiple channels and 12% say creating a targeted strategy are the biggest challenges in their prospecting efforts.

Thus, making it important for organizations to enable a 360-degree view of the customer lifecycle.

Customer journey or lifecycle, however, is more than what we think.

Customer journey is more than a full picture of who, what, and where the customer is and tells a story about their observed interactions: what is the customer doing, when, and how?

Every prospect/opportunity is different and so is their digital journey. The sales cycle can be a long term process so it becomes important for sales reps to understand the needs of the customer at every step and give the best solution for the same. Understanding every customer and reckoning their individuality is the key to win the opportunity.

“The goal of customer journey mapping is to create and retain a deep understanding of the customer’s experiences while he or she is traversing the path taken between having a need and getting that need met.” Dr. Chip Bell (Consultant, Customer Loyalty)

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Here’re the benefits you can avail after enabling a 360-degree view of customers for sales:

  • Understand customers and their behavior

One of the key benefits of enabling a 360-degree customer view is the ability to better understand customers, their needs and behavior. A better understanding of customers will help you deepen relationships and remain relevant to them.

  • Create more strategic sales campaigns

Another benefit that enabling a 360-degree customer view offers is the ability to extend the sales strategy. A cohesive view of customers will help the sales team leverage data in a settled way and build more strategic sales campaigns.

  • Deliver more personalized experiences

Furthermore, enabling a coherent view of the customer journey provides the ability to deliver more personalized business experiences. Brands can use aggregated, invaluable data to provide customers with more personalized experiences across their lifetime business journey.

  • Explore upselling, cross-selling, and add-on selling opportunities

Enabling a 360-degree view of customers will help the sales team track the interactions of customers with the support team and help them explore upselling, cross-selling, and add-on selling opportunities.

Conclusion

Integrating teams and an impeccable cross-functional collaboration is your answer to enable a 360-degree view of the customer journey.

Once sales is aligned with other internal teams, it becomes easier to garner all the customer-related data, create a roadmap for campaigns, and calculate the value. This also prevents customers from falling through the cracks, quickly fix bottlenecks along the journey, and close deals quickly & effectively.

Switching to a 360-degree view of the customer journey is both an organizational and technical challenge. Without solid processes across departments, the whole operation will stumble. But don’t let that prevent you from starting.

Want to enable a 360-degree view of customers within your organization? Sinergify is what you need. The product will help you integrate all Salesforce modules with all Jira products, enabling a better flow of information and allowing better cross-functional interaction.

Want to know more about how Sinergify works? Schedule a 1:1 demo session here.

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