Martal 集团利用 6sense 心理数据进行战略转型
技术
- 功能应用 - 企业资源规划系统 (ERP)
适用行业
- 设备与机械
适用功能
- 销售与市场营销
用例
- 时间敏感网络
关于客户
Martal Group 成立于 2009 年，是一家以人类智慧和可靠业务数据为动力的顶级潜在客户发掘和销售解决方案。作为北美的按需销售合作伙伴，Martal Group 通过挖掘合格的销售线索、通过签署合同提供支持人员和服务来为 B2B 科技公司提供服务。 Martal Group 的部分销售主管和客户经理团队帮助公司寻找交易、推销潜在客户并赢得新业务。 Martal Group 是一家潜在客户开发和销售机构，通过按需提供销售主管来增强 B2B 公司的内部销售团队。作为一个由部分员工组成的团队，Martal Group 始终对使用特定工具将如何影响客户的结果持谨慎态度。
挑战
Martal Group 是一家领先的潜在客户开发和销售解决方案提供商，在 COVID-19 大流行期间面临着重大挑战。这场大流行改变了冷外展的格局，使得 Martal 集团必须改变销售策略。该公司认识到需要采用基于帐户的营销 (ABM) 方法，该方法涉及通过更有针对性的消息传递在单个帐户中吸引较小的群体。然而，传统的 ABM 计划通常需要大量的时间和精力来扩展，这与 Martal Group 在时间、预算和工具方面对效率的承诺相矛盾。作为按需销售代表，他们使用的工具直接影响他们为客户提供的结果。因此，Martal Group 需要一个 ABM 解决方案，能够在不牺牲时间、金钱或资源的情况下提供可靠的数据和收入。
解决方案
Martal Group 在 6sense 突破性的销售智能软件 Revenue AI for Sales 中找到了解决方案。该工具为 Martal Group 的销售代表提供了准确、深入的数据，使他们能够在正确的时间瞄准正确的新客户，并与现有客户建立更牢固的关系。 6sense 的 Revenue AI for Sales 最具影响力的功能之一是其心理统计功能。这些意图信号帮助卖家了解买家的心态，包括他们的生活方式兴趣、沟通偏好和整体价值观。借助 6sense 的心理统计数据，销售代表可以按行业缩小电子邮件前景，并不断征求有关其策略和结果的反馈。这为 Martal 集团提供新解决方案打开了大门。 Martal Group 销售运营副总裁 Edd Young 也强调了 6sense 的积极客户体验，使其在竞争对手中脱颖而出。
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