Continuing from Part I, a discussion of Revenue Grid and its approach to Guided Selling.
Revenue Grid looks to take the CRM system of record and supplement it with insights and actions that move deals forward. Insights are both positive and negative. Risk flags include “The decision-maker is not invited to the demo,” “Close data has been changed for the Nth time,” and “Pricing was discussed at the meeting, but no quote has been sent.” By delivering insights to sales reps and their managers, loose ends, which could result in deal losses or delays, are flagged. Sales reps and managers can then act upon these insights. Revenue Grid can also make suggestions based upon internal playbooks and best practices.
In short, AI, historical data, and real-time data are employed to build a set of insights and recommended actions.
Revenue Grid goes beyond engagement metrics at accounts. It delivers a broad set of insights that include competitor mentions, lack of recent decision-makers responses, meetings without agendas, quarterly and monthly trends, and team performance. In January, sentiment analysis will be added to their insights.
An Opportunities view provides real-time pipeline visibility across all accounts. Reps can quickly update any opportunity information with the updates synced with the CRM. Sales reps and managers then have a single-pane of glass displaying current opportunities. Managers are notified of deal size changes, close dates, and scores and can track activity flow.
The Opportunities view includes signals, next steps, last touch, and overview data, providing a quick synopsis of where each deal stands.
Conversational Intelligence records and transcribes voice and video calls, then indexes and analyzes meetings for insights. Corporate email communications are also analyzed for insights. Revenue teams and managers can review call transcripts and listen or view significant moments during the call, with summary topics and insights called out. Conversational Intelligence is also available for coaching and onboarding sales reps.
Conversational Intelligence recordings and transcripts are saved to accounts and opportunities.
A meeting scheduler fronts Conversational Intelligence. Reps can insert multiple time slots with clickable times in their emails or offer a calendaring link. Events are automatically synced between Salesforce and Outlook or Gmail. Other features include calendar delegation (i.e., setting up an admin or CSR to schedule meetings), recurring event scheduling, and group calendaring across the organization.
Salesforce email synching captures emails, scheduled meetings, contacts, tasks, and attachments. Accounts, Contacts, Opportunities, and Custom Objects are available for syncing, and multiple records may be updated. Salesforce admins can set up activity auto-log rules, triggering Salesforce processes.
Sales Coaching offers a team performance view that displays revenue booked by reps alongside leads processed and time spent on external meetings, inbound external meetings, and outbound emails.
A Forecasting report evaluates the target, best case, and committed revenue for the team with plan, commit, and open pipeline values for each rep. Managers can also compare past periods to find trends and set triggers to send notifications when thresholds are exceeded.
An Activity view displays inbound and outbound communications from sales and marketing over time with adjustable time windows. Unfortunately, the activity graph does not rescale, making it difficult to view activity over an extended period.
Revenue Grid also supports Relationship Intelligence, showing an Account relationship map and flagging individuals in the organization with established relationships for introductions or briefings.
Revenue Grid’s sales engagement features include multi-channel sequences, email templates, and email tracking. Channels include email, phone, SMS, and LinkedIn. Sequences may be managed directly from within Salesforce, Outlook, or Gmail. All Revenue Grid capabilities are available in the native Salesforce mobile app, including email analytics, notifications, and sequences.
Admins can perform A/B testing of sequences.
Revenue Grid detects replies from one or multiple recipients, out of office notices, opt-outs, and bounces. It then pauses or halts sequences automatically. It even halts sequences if the recipient is mentioned in an email or meeting invitation.
An email sidebar displays Salesforce data directly within inboxes and suggests relevant, actionable Signals.
Continue to Part III.
3 thoughts on “Revenue Grid Guided Selling (Part II)”
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