Here are 10 plays from the GleanView playbook that help manufacturers match those hard-won efficiency gains from manufacturing tech with equally innovative sales and marketing tech that helps them manage their entire customer ecosystem.
Integrate as many data sources as possible with GleanView to develop rich profiles for your dealers and direct customers. Connect email, phone, ERP, and website to automatically log customer interactions and have complete account details and history at your fingertips. Get rid of spreadsheets, paper files, and sticky notes. Every piece of customer data and insight is logged into one place, accessible anytime, anyplace, and on any device.
Our volume pricing discounts and all-in-one features means that every single person in your company can be on the same platform. Sales, Marketing, Customer Service, Field Service, Dealers, Independent Reps -- they can all have a login and share the exact same view of each account from acquisition to retention. Modify permission settings so that users can view only their own accounts.
Connect your New Dealer Inquiry form on your website to GleanView and have leads get automatically created and assigned to the appropriate team member. Automatically trigger a workflow that sends a personalized confirmation email to the lead, notifies the lead owner on your team and places a follow-up task on their calendar. Track progress through a new dealer pipeline and optimize lead conversion campaigns using analytics. Run this play for any other contact forms on your website including quote requests or other information requests from direct customers.
Look at each sales person’s pipeline forecast for the next month to determine if they have enough opportunities to meet their quota. If they do not, compare their sales activity KPIs like phone time, emails, meetings, conversion rates, and quotes against team averages, KPI leaders, and historical trends to determine root cause of sales revenue shortfalls. Doesn’t matter whether your sales team has dealer accounts or direct customer accounts - this play runs exactly the same.
Advanced calendaring functionality prevents your team from ever missing a follow up. Tasks and Meetings can be scheduled, marked as complete and easily logged into the account history. Ensure every account and opportunity has a scheduled next follow up and instantly identify neglected accounts using calendar analytics. Every calendar event is linked directly to the customer account, allowing your team to access rich customer profiles before each call with the click of a button.
Use Attribution Analytics to determine not only where your leads are coming from, but more importantly which lead sources (trade shows, online pay-per-click, email marketing) are driving the most revenue. Use this data optimize your marketing spend based on return-on-ad-spend (ROAS) metrics. Determine which type of leads each sales person converts into the most revenue and use that insight to optimize your lead assignment rules.
Every module in GleanView is Account-Based. This account-centric structure ensures your team knows the complete account picture and keeps all departments moving in the same direction for each key account. Give your sales team anywhere, anytime access to dealer account key health metrics and history so that they can proactively address any potential problems. Use our campaign automation and segmentation tools to keep your partner accounts (dealers, independent reps, resellers) engaged, trained, and armed with the tools they need to market your products.
Use Gleanview’s automations to create a campaign for outbound prospecting for tradeshow or other new business leads. Run weekly new business prospecting campaigns that assigns each sales team member 50-100 new target companies and automates email/call cadence. Test and optimize campaign messaging, email subject lines, and timing using campaign analytics.
Get your field service team to use GleanView’s project management module to schedule and manage installation, service, and warranty work orders. Automate customer updates and service surveys. Have your order processing team use the project management module to manage shipments and customer shipment notifications. Your customer service team can use GleanView to manage customer issue cases and tickets.
Forget “blast” mass emails. GleanView’s advanced segmentations tools, drag and drop email and campaign builders, and personalization tools allow you to transform the way you communicate with your prospects and customers. Create automated drip email campaigns to nurture leads until they are ready to engage. Segment your customers or dealers and automate the sending of targeted, personalized emails to them based on their lifetime value, stage of customer lifecycle, or any other key segmentation metric.
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