Visconti Partners

We implemented our CRM very early in the company because we had several needs. First of all, our target is made up of managers and executives. These are people who are very solicited and who hate to be contacted twice by the same company. There is nothing worse in business than soliciting a prospect twice. It’s the best way to lose them before they’ve earned it.

“We also wanted to communicate about our business. So we wanted to be able to do direct mail and integrate the marketing department. ”

In France, our approach is innovative, we have to send regular content and newsletters, not advertising but content to our entire base.

“We also needed to track our contracts, our pipeline, contract transformations, etc. In order to simply and quickly consolidate the turnover, to know where we are and how we are evolving. ”

And above all we wanted to work as a team, 1 + 1 is more than 2. We have some of our partners who have development managers. They need to be able to communicate fluidly and quickly to work together especially when they want to invite prospects to a breakfast or when they can sign another potential deal with a client or whatever. So we needed to have multiple accesses to this information in a simple and efficient way.

Usually when you implement a CRM, it’s a change. People hate change and yet it is the only thing that allows them to move forward and progress. CRM is a real change that is not necessarily well experienced by the sales population because they think that their customers, their prospects, are their knowledge and therefore their power.

And we must also add that they are afraid of being “flipped”. The important thing when implementing this kind of tool is to explain that we will be better, more efficient and that it will allow us to be more rigorous in order to avoid making mistakes that are difficult to catch.