What do you think of when you think of maps? Vacations, treasure hunts, weather forecasts?
Maps do more than display a place or how to get from one place to another. In sales, for example, maps let you visualize and conceptualize spatial relationships more easily than with rows and columns in spreadsheet data.
Even better: When combined with CRM, mapping is changing the name of the game. That's because CRM data can be displayed on a map with street and satellite images.
So, what value does a map add for sales reps?
• Save time in planning trips by coordinating travel time to see other customers and prospects.
• Find all customers and prospects in a particular area: Let’s say you are travelling to location X and want to visit customers and prospects in a radius of, say, 10 miles of that location. With a map inside CRM, you can easily make callbacks and work out appointments to visit all nearby key customers and prospects.
• Find missed sales opportunities: On a map, see a point for every won or lost opportunity. You might be surprised to find that you have not targeted companies in a particular area for some time. Although you could look at the data in a table, a map makes your data much more visible, jumping out to you for better decision making.
• Filter sales calls by specific CRM data (such as sales per year and number of employees), build a radius around a call location, and spend time setting appointments with higher valued targets. Because not all customers or prospects are created equally, you need to ask, "With limited resources, where do I spend my limited time?"
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