We are today announcing the launch of Monocl for CRM - Salesforce integration.
Monocl is thrilled to announce the launch of Monocl for CRM - Salesforce Integration. This new tool enables Salesforce users to access a rich trove of information about their leads and customers, drive meaningful engagement and strengthen relationships by providing targeted and relevant information in real time.
This is what Monocl for CRM will do for you:
- Provide you with 360-degree insights that will help you better understand your customers and their needs and uncover up- and cross-selling opportunities.
- Help you uncover your collaborators’ professional networks and add more high-quality leads to your sales funnel.
- Let you hone in on the hottest, most promising leads based on up-to-date information.
- Allows you combine the best of both worlds: work within your familiar CRM and seamlessly access Monocl’s information.
Monocl for CRM is available on the AppExchange: www.appexchange.com/monocl
Know your customer!
The best customers are those you already have. While the number will vary from industry to industry, studies show that acquiring a new customer costs five to 25 times as much as retaining an existing one and that increasing customer retention rates by a mere 5% can increase profits by 25% to 95%.
To keep customers, you need to know them, be up-to-date on their research and professional interests so you can proactively engage them and offer them valuable products and solutions.
This is where Monocl for CRM can make a difference: our database contains detailed profiles of more than 3.5 million researchers and other experts in academia, research institutes and industry that you can use to keep current about their research focus, clinical trials, recently published papers, talks they have given at relevant conferences and grant funding.
Knowing your customers better doesn’t only make it easier to build long-term relationships, it also helps you uncover up- and cross-selling opportunities that you might have missed otherwise.
Profile Information – Take the Hassle out of Meeting Prep
One typical scenario where our customers rely on Monocl is preparing for customer meetings at conferences or trade shows. The weeks leading up to these events are always extremely busy and last-minute changes to the meeting schedule are the rule, not the exception. Several sales and marketing professionals we spoke to told us that while updating their customer profiles is a “must do” pre-show activity, in reality there often is simply not enough time to perform this task systematically.
If you can complete some pre-planning work the relevant information can be conveniently accessed in one place - your CRM System! You can be confident that you will receive everything you need to know to introduce the customer to the products and features most relevant to them.
Leverage your Network to Find New Leads
Finding new leads is one of the most important and challenging tasks for every sales and marketing team - and one that Monocl for CRM can help you with - by listing the top collaborators for every expert.
And here is why this information is so valuable: peer recommendations! Despite product reviews on social and digital media - or maybe because of more social and digital media reviews than any one person can reasonably handle - good, old-fashioned peer recommendations remain extremely powerful in B2B marketing. A Harvard Business Review Article states:
“Outbound B2B sales are becoming less and less effective. In fact, a recent survey found that connecting with a prospect now takes 18 or more phone calls, callback rates are below 1%, and only 24% of outbound sales emails are ever opened. Meanwhile, 84% of B2B buyers are now starting the purchasing process with a referral, and peer recommendations are influencing more than 90% of all B2B buying decisions.”
This is why your customers’ collaborators are prime leads for you. They, by definition, have similar professional interest and perform related research, have worked together in the past and established a relationship of trust. Getting a recommendation or referral from an existing customer can open doors that otherwise might have proven difficult or impossible to open. Based on the list of top collaborators provided in the Monocl database you can now approach an existing customer with a specific request for an introduction rather than a general ”Is there anybody else I should be talking to about this product?”
For more information about the power of peer influence, please read our blog The Power of Peer Influence
Identify the hottest leads
All leads aren’t created equal and your attention should be on those opportunities that have the highest potential for a successful outcome. Better information helps you identify these promising opportunities and increase the odds of success. Let’s look at two basic, central questions of lead qualification:
- Does the lead have a need that your solution can address?
- Does the lead have money to buy the solution?
While the Monocl database can’t tell you exactly what each professionals’ needs are, it helps you dramatically narrow down the field and focus on the most relevant leads based on their research interest and output. For example, if you are interested in researchers developing CAR-T cell therapies then somebody with recent publications on that topic is highly relevant; their colleagues focusing on checkpoint inhibitors less so.
Monocl expert profiles summarize recent research output allowing you to quickly identify the high potential leads and backburner the less important ones. Once identified, a look at grant funding gives you an indication whether our lead might have the resources to buy your products.
These two pieces of information combined help you determine which of your leads to prioritize.
The best of both worlds: you CRM enriched with Monocl insights
Your CRM system is the platform where all your leads, contacts, accounts and opportunities are centralized. However great a resource might be, for you to be able to use it, it needs to integrate with your CRM.
We get it – and we agree.
That’s why we developed Monocl for CRM. Now you can have the best of both worlds: your CRM of choice, your existing, proven workflow enriched with the deep information available through the Monocl database. Together they allow you more meaningful engagement and helps you expand your list of leads.
Summing it all up
Monocl for CRM is a powerful tool that allows you to:
- engage your customers with information that is relevant to them based on the insights gleaned from the Monocl database opening up- and cross-selling opportunities
- quickly and systematically add high quality leads by identifying your customers’ network collaborators
- Identify the most promising leads through the information provided through the Monocl expert profiles
- work efficiently and seamlessly in a platform that you are comfortable with
If we piqued your interest, please contact us to schedule a demo – a fast and easy way to find out how Monocl for CRM can help you drive your sales performance.