Relationship intelligence

With Relationship Intelligence, sales representatives can gain insight into who in the sales organization has the strongest relationship with prospects or customers.

Relationship intelligence helps sales representatives to find colleagues within the sales organization who can introduce them to prospects and clients. Warm introductions reduce prospecting time and increase the effectiveness of sales calls compared to cold calls.

By leveraging existing relationships, your team can optimize account engagement levels and increase overall collaboration.

Sales representatives use the Relationships widget on the Insights screen to find colleagues who have good relations with the contact with whom the sales representative wishes to establish a new relationship.

To get an introduction to a new prospect or customer, sales representatives can send a Pulse message or email to colleagues.

Take advantage of organization-level relationship intelligence to gain a holistic view of relationships across each organization. Using activity and engagement data, sales representatives can gain even more insight into key decision-makers and overall relationship health.

Engagement strength is defined based on the relationship activities that the sales representative performs. Relationship activities are defined as emails, meetings, and phone calls. By default, the system dynamically calculates the relationship score for a given contact record based on their relationship activities over a period, which by default is 90 days.

Each activity category has a weight that defines the importance of the engagement activities. The weight is a number from 0 to 10, with 10 being the highest (most important) weight. Sales operations can adjust the strength of each activity category to reflect the selling strategy and sales best practices of the sales organization.