In this Sales Toolkit, Jason Pye from SugarCRM Jason shares insights on effective contact management in sales. He emphasises the importance of going beyond traditional organisational charts by adding colour-coded distinctions to contacts based on factors like the level of interaction and their role within the organisation. Jason also suggests considering whether these contacts are supporters, adversaries, or neutral in terms of the company and product, as well as assessing their budget authority. By doing so, sales professionals can gain a deeper understanding of their contacts’ power and influence, enabling more strategic decision-making.
Key Takeaways from Jason Pye:
- Differentiate Contacts with Colours: Using different colours to categorise contacts based on interaction levels.
- Assessing Contact Attributes: In addition to interaction levels, it’s essential to evaluate whether contacts are supporters, adversaries, or neutral in relation to your organisation and product.
- Strategic Decision-Making: Make informed decisions about which contacts to prioritise and how to approach them effectively.
SugarCRM is an award-winning CRM with fans in 120 countries. Their commitment to creating customers for life has landed them in the position of being named a ‘Champion’ in the 2023 CRM Emotional Footprint Awards by Software Reviews—a ranking based entirely on user input. Now organisations ranging from universities to banks to global technology companies are seeing what happens when you let the platform do the work.
Their mission is to help marketing, sales, and customer service teams achieve high-definition customer experience by providing the CRM platform that makes the hard things easier.