The purpose of the internal project was to provide a comprehensive database for client outreach which could be leveraged for news to sales and as a building block for a database product. The exercise was to be conducted for a list of existing TresVista clients.
To map out all relevant contacts for existing TresVista clients and to capture a defined set of information.
The TresVista team followed the following process:
Scoped the Project: Gathered the count of employees as per BU/Entity for all target companies, and estimated completion time for the project
Designed the Template: Designed the final template based on the project and the client’s requirement
Created SOP/Checklist: Created SOP/checklist to provide additional guidance to L1s to bring consistency of approach and increase efficiency
Collected Data: Collected data from internal CRM, website, LinkedIn, and any other third-party source using desktop research
Final Deliverable: Delivered the final output, that could be leveraged as a product for client outreach, news to sales, or as a database
The major hurdles faced by the TresVista team were LinkedIn restriction because of extensive usage, transition of the project from other teams, bringing in a standardized approach owing to the difference in opinions, unavailability of information for various data fields, and amalgamation of data from different sources.
The TresVista team overcame these hurdles by developing a better understanding of the Sales Navigator dashboard through the usage of advanced search filters and the application of keywords.
The TresVista team conducted an exercise that would prove advantageous for internal stakeholders for better client outreach, and to also aid new clients in mapping out the employee base. The team also identified ways to add contacts from a LinkedIn Sales Navigator account, without utilizing credit limits and making the process more efficient operationally.