Adding Value to the Sales Cycle with Vendasta Partner Chris Unsworth
Chris Unsworth, Partner Revenue Growth at Vendasta, knows firsthand how important networking is to the sales cycle. Though he used to use a variety of tools to manage his customer research, meetings and reach-outs, he now saves time by doing most of that through Nudge.
Menaka: How does Nudge fit into your sales process?
Chris: I usually check-in first thing in the morning, and then I’ll look at it periodically throughout the day. As I go through my prospect cycle and find someone I need to have a conversation with, or if I’m in the process of talking to someone, I like being able to take notes and see those notes on a person right in Nudge. I’m always checking personal interests, their family, or what’s going on in their life – Nudge is probably one of the best places to do that.
We have our own tracking processes for accounts and sales, but those are focused on a company – many times, the person I’ve built a relationship with moves to a new company, and of course, sales happen on a personal level. So keeping notes on the person and being able to build a rapport with them, build an affinity with them, is very important. And being able to keep those personal notes in Nudge can really help you build that personal relationship.
I also like utilizing the lists, I use them to get news and social updates on specific people. I’m always on the hunt for new tools that help me do my job better.
Menaka: Before Nudge, what tools would you use?
Chris: Before Nudge I would use a variety of different tools. I’ve utilized Salesforce and some internal tools, but I didn’t have a place to keep personal notes on someone other then maybe just the contacts section of my phone. Then I was using Feedly to get content and news updates, and Google alerts, and I was using Charlie App to get updates on meetings and people. But Nudge basically rolls all of that into one. It’s really a one-stop shop for everything to do with relationship management.
Menaka: Has Nudge changed your process of connecting with leads or customers?
Chris: I think it has. Instead of reaching out with a business proposition first, I’m now trying to add a lot more value early in the sales cycle. I’m trying to get some name recognition and build that relationship ahead of time, because I know that eventually I’m going to have an ask. So now I focus on adding value first, which makes that next step easier.
Menaka: Has Nudge changed the way you think about networking?
Chris: I always knew the importance of networking, and the importance of building strong relationships, but I think having Nudge has helped me put a little more process around it. It’s made things a bit more systematic, more focused, as opposed to just freewheeling.