Gainsight’s NameDrop brings the power of your customer base to your salespeople. NameDrop proactively suggests similar customers and customer references for your prospects, helping your salespeople grow and accelerate deals.
Purchasing a new product or service for the first time comes with risk. Risk that what the vendor is offering won’t work for the customer in the real world. It takes time during a sales cycle to illustrate how the vendor can either resolve or sufficiently mitigate this risk for the prospect.
Referencing your prospect’s peers who are successful, healthy customers is the quickest way to illustrate the real-world validation your prospect is looking for to sign a contract.
Your healthy and successful customers are your biggest asset for closing new business. An existing customer is the clearest manifestation of how your sales pitch translates into real world execution and meaningful business impact. But it is also one of the most underutilized tools to speed up your sales cycle. Offering the right customer story or reference for the right prospect can dramatically increase the trust your prospect has in your solution and remove the barriers to purchase.
NameDrop proactively suggests the right customer reference for your prospect. It presents an interactive list of these suggestions where salespeople live and work today – the Salesforce Account.
Configure NameDrop to identify the shared characteristics between prospect and customer that make your references meaningful. We recommend leveraging a specific set of standard Account and Contact fields (such as Account Industry or Contact Role) and combining it with custom fields or data points you are capturing.
For how we use Gainsight at my company, we call it “The Tool of Truth”. It holds all information about customers and accounts that we rely on it for almost everything.