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.

To view relationship intelligence data for a given contact, select a contacts record on the Contacts landing page and use the Relationship strength utility in the Utilities panel. The utility displays the names of sales representatives who have interacted with the contact sorted by relationship strength (from strongest to weakest) and a corresponding percentage value. This information allows you to quickly find colleagues who have good relations with the contact.

You can view more information, for example, the last contacted date and how many emails or phone calls the internal contact exchanged with the contact by clicking the expand icon next to an internal contact.

To get an introduction to a new prospect or customer, sales representatives can send a Pulse message or email to the colleagues who have already established relationships with them.

To access Organizations-related relationship intelligence data, select an organization record on the Organizations landing page. In the summary panel, click the Relationships tab. The Relationships table provides a list of all the contacts in the organization with prior interaction history.

You can review the data, including the number of meetings, emails, phone calls, and the date of the last contact.

When you identify the team member who you think can introduce you to the contact, you can initiate an email to the team member by clicking email address in the Email column.

Relationship strength is defined based on the weight of the relationship activities that the sales representative performs and the relationship health scores. 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.

The relationship health is broken into several categories, with each category assigned a low and high range of scores and a color code.