Across 86,000+ sales opportunities we reviewed across our customers, <5% of them had >2 contact associated with them. However, sellers end up meeting 8-12 people during their sales cycle and CSMs meet another 8-12 people during implementation and value realization. Many of these contacts are champions and advocates and there is no record of them in the CRM.
What actions to take with these contacts
Alerts
Weekly alerts with a list of new contacts identified from their work calendar
Programs
Find new contacts from the calendars of all GTM and ELT teams and add them under the right account and opportunity.
USP
The actual buying committee is consistently captured in the CRM
Boomerang plays
When Boomerang finds a new contact in an employee’s calendar, the contact is automatically enriched and added under the corresponding account or opportunity in the CRM
How Much Pipeline Can Boomerang Generate?
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