We more easily understand information that is in context. SALESROAD enables you to apply that concept enterprise-wide. Simply define two-way context-sensitive relationships that define how your organization works.
For example, place people in context by relating them as friends, influencers, colleagues. Or organizations to organizations as customers, suppliers, competitors. Or organizations as owners of assets and so on.
Relationship Capital Management
The network of people and organizations that represent your customers, partners, suppliers, employees etc, your Relationship Capital, is a significant asset.
SALESROAD enables you to quantify it by taking account of the power and influence of people you have a relationship with; the type and strength of relationships and the number of touch points between organizations.
What is People-Centric CRM Relationship Management?
Relationships are about people. Unlike traditional CRM systems that simply have ‘contacts’, SALESROAD has People and Positions. Your contact at ABC Inc. may be the CEO, but your connection is to Kay the person person in that position. When Bill replaces Kay, it’s not simply a matter of a name change, your relationship with the CEO and with ABC (by definition) changes too.
SALESROAD lets you immediately see (and measure) the impact of people changes.
Interface to Social Networks
Only SALESROAD has People. They are linked to their (Job) Positions to provide a professional context and to other People (directly and via Social pages) to provide a personal context. SALESROAD enables invaluable insights into people, their opinions, their relationships (who they influence and are influenced by).
Interact more effectively with ‘contacts’ (e.g. CEO, CFO etc) by understanding them as people first.
Sales and Sales Management
SALESROAD is particularly suited to high-stakes B2B environments (complex sales); high-value deals involving multiple decision makers, where personal connections really count.
SALESROAD enables unique insights that materially impact success in this class of business. For example, want to know Kay B’s decision-making and influence track record? See not only which deals she directly influenced and how, but who she knows (professional colleagues; associates and friends) and who or what they influenced etc.
SALESROAD enables unique marketing insights. Because any information can be related to any other information in SALESROAD, it can be sourced and viewed in unique ways.
For example, demographic data relating to companies and people (personally) and positions (roles performed by people) and products can be combined for very specific market analysis and targeting. In addition, Relate it! functionality and the absence of duplication in SALESROAD make possible the previously unattainable ‘single view of the
Asset Tracking and Product Ownership
Keep track of who owns or uses what products or services; your own or your competitors. This information is invaluable as a source of leads for future replacement, up-selling or flow on services, competitive knock-off and so on.
Organizations with a large membership base (e.g. Industry Associations) will appreciate the flexibility of SALESROAD, particularly where membership is broad and varied and there is a need to identify common interests, not only in organizations but by individual.
Building Business Relationships (Relationship Capital)
Your relationships are arguably your most important business asset. In fact, it is reckoned that as much as 50% of the value of the Fortune 500 is be made up of intangible assets*.
Of that, Relationship Capital is undoubtedly the most valuable, yet unlike other forms of capital (Financial, Intellectual etc) it has been impossible to effectively measure, let alone manage it, like other assets.
How much do you really know about your Business Relationships?
Customer satisfaction surveys provide some empirical measure of relationships, but assessment typically reflects the opinions of a relative few; similarly with Net Promoter Scores (NPS). That is not to say they are not valid methods; they are just not enough.
They are also lag (after the event) rather than lead indicators, which sales organizations, in particular, need e.g. ‘are we on track to win this sale?’
Relationships have a number of dimensions that essentially get down to how people get along. More specifically, from a B2B perspective, your goal is to have the strongest relationships with the most powerful and influential people in the organizations you most want to do business with. The bottom line is you need Relationship Traction.
SALESROAD’s Relationship Traction ™, expressed as a value between 1 and 100, is a comparative indicator of the effectiveness of a personal relationship between two people and by extension, of the relationship between their positions/roles and ultimately their organizations.
One-on-one relationships are ‘single points of truth’ that when aggregated provide an accurate indicator of organization to organization relationship health. Traditional role-based perspectives (e.g. opinion surveys, NPS) highlight effects (lag indicators), but causes and the fixes (lead indicators) occur one-on-one, particularly in high-touch B2B environments.
For example, our Sales Rep has a trusted relationship with the CEO of XYZ Inc for only as long as John and Mary occupy those roles. When John and/or Mary inevitably move on, the relationship between us and XYZ to some extent changes. If we extrapolate from there and assume staff turnover averages 15%, then at least 30% of the relationships between two organizations change each year!
Relationship Traction dramatically illustrates the impact of those changes whilst granularity of data provides excellent insights into the likely causes, to enable focused and timely action.