Help Your Sales Reps Sell

How to stop ignoring your best
customers and start embracing
Customer Relationship Intelligence
sell!
Help your
sales reps

Help your sales reps sell!
1Pramata.com
As a senior sales pro,
you’ve seen it happening
for a long time now:

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Something
schizophrenic
is going on in sales.

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It’s a disconnect
between what you
really want to do,

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and what you’re
doing instead.

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The result.

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Not enough
relevant
conversations
with your current
customers.

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A disproportionate
focus on initiatives
that bring
little revenue.

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Sales strategies
that are only
partly strategic.

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Let us explain.

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You know this
In most companies,
80% of next year’s revenue
comes from existing
customers.

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It’s a no brainer.

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Your sales reps should be
spending their time courting
the people they know.
Who’ve already bought
from you.

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And do it properly.
Gracefully.
Romeo-style.

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Never miss an opportunity to show they care.
And advise your customers throughout the buying cycle.
That means:

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That means:
Anticipate their every wish.
And upsell them what they’ll need next year.

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That means:
Understand what’s missing.
And cross-sell the products and services they need to truly
make their business sing.

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That means:
Understand what’s missing.
And cross-sell the products and services they need to truly
make their business sing.
Know their innermost needs.
And sweep them off their feet with a killer contract renewal offer.

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But instead, sales
departments
all over the world
are doing
the opposite.

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They’re focusing
all their efforts
on wooing
complete strangers.

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They’re doing everything
to hook new business:

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Data analytics

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Lead generation

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Pipeline
management

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Follow-up calls
(and emails)

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Investment
in CLM, CPQ, and
Sales Performance
Management

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None of that is wrong.

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New business
is important too.

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What’s wrong is this.

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This focus on new business
makes companies shamefully
underserve the valuable,
existing customers that
promise the really big, juicy
chunks of revenue.

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That’s
schizo sales.

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That’s
schizo sales.
And it’s happening for one, absurd reason:

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All the hard work that goes
into building new – albeit less
profitable – business...

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is often a hell of a lot easier
than getting your salespeople
– even the most basic –
information about your
existing customers.

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You’ve known this for a long time:
The really good nuggets
of information about them
aren’t anywhere near
your CRM.

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Things like:
What you’ve sold them, when, at what price
(and what they didn’t buy)

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The exceptions, discounts, SLAs, and delivery
deadlines you’ve negotiated
Things like:

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When you delivered
Things like:

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When you delivered
How much - and when - they’ve paid
Things like:

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When you delivered
How much - and when - they’ve paid
When their contract comes up for renewal
Things like:

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You also know:
this kind of data would
massively help your
sales reps:

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Call the right person
at the right time,

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Have a meaningful
conversation

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And make exactly
the right offer.

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The problem is:
for sales.
it’s not accessible

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The data sits
In your contracts

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In your contracts
In your billing system
The data sits

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In your contracts
In your billing system
The data sits
In your other systems
of record

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And getting it out of there (and
to your sales people) requires
such superhuman effort that
anyone would give up.
(You know this. You’ve
probably tried.)
It looks something like this:

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legal.You go to

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They’re too busy drafting up new
stuff to have the time to dig out
old contracts for you.

You wait.
Pramata.com 51

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(They’re busy!). When they finally do
find your files, you see:
there isn’t just one contract.

There’s oodles of
complex documents.
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An SLA, and a contract for every time
they’ve bought something. Plus SOWs,
add-ons, discounts, rebates, exceptions.
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They’re probably
outdated.

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Because customer relationships,
by nature, keep on changing
(new SLA, anyone?).

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It’s in legalese.

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The data you want is cocooned up
in risk-mitigating, arcane law-speak.
Which makes it bloody useless
for salespeople.

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Had enough yet?

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Had enough yet? No?

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Had enough yet? No?
There’s more :)

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Repeat.

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You have to do the whole thing again,
manually, for every one
of your customers.

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Repeat again.

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Don’t forget: you haven’t even been
to the finance department yet.

Enter data.
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Nor have you yet put the data
in your CRM, where it’s needed.

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In short:

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Forgeddaboutit.

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It’s just too much of a
colossal pain in the butt
to get at relationship
intelligence data about your
existing customers and make
it available to your reps.

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It’s why you probably
– like so many companies
– focus on new business instead.

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It’s why you’re treating
your old buddies with the
fat wallets like strangers
you’ve only just met.

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It’s why your reps aren’t having
more meaningful sales
conversations.

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It’s why your retention
initiatives are only okay.

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In short:

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It’s why you’re missing
some of your
best opportunities.

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It’s frustrating.

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It’s costing you money.

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And it’s old news to you.

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So where’s the new news?

You can change all that.
It’s this:
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We call it Pramata Customer
Relationship Intelligence™
(or CRI) and it’s all about
giving your salespeople
access to the juicy data
that helps them make the
most of their valuable
existing relationships.
Download our eBook:
The 5 Principles of Customer Relationship Intelligence
1Pramata.com
< INSIDE BACK COVER >
The 5 Principles
of Customer
Relationship
Intelligence
How contract, billing and customer data can
work together to increase your ‘Return on CRM’

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CRI automates the process.
It loves hugely complex relationships.
It keeps up to date with any changes.
It translates legalese into plain
old English.
And it’s absolutely pain-free,
and totally in bed with your CRM.
Sounds good?
Talk to us
The even better news:
Pramata.com
Or follow us:

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We provide businesses with
actionable insight into their
complex customer relationships.
We get essential relationship data
out of their contracts and billing
systems, put it into plain English,
and stick it where it’s needed most:
inside CRM.
We are helping some of the world’s
most competitive companies
turbo-charge their CRMs and
pave the way for more relevant
conversations and smarter sales
initiatives, based on accurate,
real-time, actionable customer
intelligence data.
And we can do the same for you.
We’re Pramata and we do CRI.

Help Your Sales Reps Sell

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