The world of selling has largely shifted toward digital. Prospects and customers are constantly interacting with your brand across various digital channels and systems. But with so much data coming in 24/7, it’s critical that your sellers are able to focus on the right insights and relationships at the right time. By making use of Pega’s Relationship Intelligence, now available in Sales Automation, your team can reduce prospecting time, deepen customer relationships, and optimize overall sales efficiency with relationship insights.
Using Relationship Intelligence in Pega Sales Automation
Understand your customers and deepen engagement
Understanding each customer as an individual is key to growing your pipeline, but it isn’t always easy to gain this kind of holistic view. Pega’s Relationship Intelligence takes the heavy lifting out of prospecting by providing insights on the strength of relationships with prospects and contacts.
Using a combination of activity and engagement data, sellers are easily able to view the strength of the relationship and overall sentiment. With this insight, your team is able to better anticipate customers’ needs, deepen engagement, and act on moments of opportunity across any channel.
Get introduced to new contacts
To further enhance prospecting, Relationship Intelligence also enables easy introductions across your team. If a sales rep does not have an existing relationship with a key prospect, there might be someone else on the team who does!
Using Relationship Intelligence, sellers can gain insight into who on the team has the strongest relationship with individual prospects. To get an introduction to a new prospect, sales reps can simply send a Pulse message to their colleague. By making use of existing relationships, your team is able to optimize account engagement levels and increase overall collaboration.
Gain organization-level intelligence
Building on the contact-level relationship intelligence that was first offered in Pega Sales Automation 8.5, you can now also take advantage of organization-level relationship intelligence. This enables sales teams to gain a holistic view of relationships across each business in your portfolio. Using activity and engagement data, sellers can now gain even more insight into key decision-makers and overall relationship health.
For more information, see Configuring relationship intelligence.