Watch how BusinessFirst optimizes their Sales Networking Strategy to deliver personalized service with Surfe
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BusinessFirst is the leading business referral network in the B2B tech industry, with over 500 members among the most successful Head of Sales and Account Executives from the European ecosystem.
BusinessFirst’s mission is to enable sales teams to access highly qualified leads and sell more intelligently through a powerful network system named “The Club.”
By bringing together non-competing companies and professionals addressing exactly the same customers and prospects, every interaction between members is business oriented and ROI driven.
We spoke with Mathilde Capello from BusinessFirst, who told us that Surfe has been incredibly helpful in smoothing out their sales workflow. Here’s more on how Surfe lifts tedious tasks off sales reps’ shoulders and ensures efficiency in the team:
To be able to provide the best community to their members, BusinessFirst searches for interesting prospects that fit their network every day. Sales representatives strive to source and connect with professionals who would benefit from their network as well as the ones that would bring value to other members. Because winning every deal is unrealistic, BusinessFirst adapted a retargeting strategy within their sales team.
However, when you have several sales people in the team, it often happens that several sales reps contact the same prospect without knowing that the person had already been approached. Situations like this usually lead to confusion and awkwardness from both sides and might result in the prospect churning.
By utilizing Surfe, BusinessFirst’s sales representatives can easily detect whether a prospect from your business social already exists as a contact in Salesforce. Surfe highlights all CRM contacts in blue directly on the social interface, eliminating the need to switch back to Salesforce for verification. This way, salespeople know that business activation has already been done with a prospect as someone from the team has already contacted them. Therefore, any confusion within the team is eliminated meaning no overlap of sales activities with the same client.
When new sales representatives take the lead in their colleague’s unsuccessful deals, they can see contacts directly on the social platform and have all of the information about previous interactions easily accessible. Surfe allows BusinessFirst’s salespeople to seamlessly integrate their business social and Salesforce, saving them time when switching tabs and searching for required information in their CRM.
Surfe has become an extremely valuable addition to BusinessFirst’s sales team. Now, no data is lost and no important details are missed, as Surfe ensures everything is synchronized and backed up in the CRM. With socials and Salesforce connected, sales reps can easily see their contacts, deals and notes directly in the social interface. Having all information available both on their business socials and in Salesforce eliminates confusion in the team and allows for a better relationship with the prospects.
Since BusinessFirst’s sales reps no longer need to stress about forgetting important details about their prospects or previous interactions, they are able to focus on making strong connections and closing deals.
The sales team no longer has to waste time hopping from their business social to Salesforce and back. Thanks to Surfe, BusinessFirst’s sales representatives now save 15h+ per sales rep monthly! As the team can view all customer information in one place, they have seen a drastic increase in efficiency.
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