A SMALL CASE STUDY ON SUCH AN IMPORTANT AND NECESSARY PROCESS AS FINDING INFORMATION ABOUT CUSTOMERS AND PARTNERS - COMPETITIVE RESEARCH
One of our Clients set us the task of digitizing the research process into a separate funnel. For the purposes of research, the company has a division of analysts who solve the issue of finding information for the sales department.
The task of the analyst is to find the key information that can later be used for the first and subsequent touches of the Client
The important thing is that the better and more effective in terms of the customer nurturing process the touch is, the more personalized it will be.
FILING A REQUEST FOR INFORMATION SEARCH
When a salesperson has found an interesting company, he or she needs basic information, which he or she can easily get on his or her own.
It's different when you need details about the decision maker or the person influencing the decision with whom the salesperson wants to establish or deepen contact:
All these kinds of events can indicate that it's time to get back in touch, to nurture a relationship. This is priceless information for a salesperson.
But, such information needs to be searched for and it takes time. In order to optimize the search for info leads, the Research Department was created.
To submit a request to the department, we created a form in the "News" section that allows the salesperson to properly make a request to the department.
Additionally, you can submit an exploration request with the help of a master, launching the business process of submitting a request right in the company or contact card.
SMART PROCESS "RESEARCH"
The Request form consists of several fields for selecting the types of information required and for providing the required parameters in the task.
It is possible to specify a company and a contact, or bind from CRM.
Thus, when the form is filled out, a request is automatically created in the "Research" funnel. In the funnel, the request runs through the stages.
All the information that the analyst thinks it is necessary to pass to the salesperson is recorded in the comments in the Requisition card.
Each fact that the analyst completed, sends a notification to the salesperson for prompt use of the information.
A research request goes through the stages of:
In the request tab, we have placed a custom application "Company Dossier" and "Person Dossier". All the data provided by the analyst, as part of the work on requests, are additionally duplicated in the application for quick access at any time.
These applications also display the information in the CRM cards for the company and contact. There, too, this information is in demand as part of the work of the business units. There they also have the opportunity to enter additional information, if it comes directly to them.
With the help of the system of requests for Research, the qualified specialist resource of the division with the Business Development function was significantly increased.
This approach has significantly affected the sales of the company's services, which are in demand in the B2B segment.
If your company has processes that need to be made transparent and digitized, we will be happy to meet to discuss the details.
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