The Customer Module is a major milestone in our Render journey. This step has been all about helping sellers to sell. We’ve learned what a salesperson wants: what value prop they are supposed to sell, what it is worth to the customer, and what their organization is doing to improve what the customer cares about. The Customer Module makes this available to the sales professional in real time so that they can value sell with speed.
The Customer Module enables Value Selling. In our work over the past three years, we have learned that the missing link in DVP work for so many organizations is making sure the sales team understands what is valuable. Therefore, the objective of the Customer Module is to make the sales professional more effective in selling by providing a clear understanding of DVP and the improvements being executed for the customer.
So why is the Customer Module such an important step?
- Growth Depends on It. No company develops products or offers services that it does not believe are valuable to its customers. If the sales force does not understand this value, then there is little chance customers will understand. You need both customers and sales to understand what is valuable. And this knowledge needs to happen with not only speed and structure, but also an attitude of “our growth depends on it”...because it does.
- Sales won’t use tools that don’t help them sell. You can lead a horse to water but you can’t make it drink. So you need to give the sales team information in a way they will use it. For this reason, the Customer Module has a very different user interface than Workspaces. Remember, Workspaces is designed with all the functionality to get both simple and complex DVP work done. Meanwhile, the Customer Module is designed with a simpler interface to make it ridiculously simple to access that DVP work.
- Communication and Work: When a salesperson accesses the Customer Module, it will show his/her customers. For each customer in Render, the module provides to two straightforward sets of tools. The first set helps Communicate the DVP specific to this customer and the improvements being done for this customer. The second set of tools is Work, which gives the sales professional an easy environment to elicit and input Interview feedback from the customer on the DVP, as well as allows the sales professional to capture value Initiatives from the customer that may be completely unique to that customer.
- Integration. CRM is perhaps the most ubiquitous tool for selling activities. Now imagine the power of integrating Render with CRM. The sales team gets all the functionality described above, accessed via the CRM system they use every day. The sales professional now has guidance in the selling process combined with the best intelligence their company has on why the customer should buy. With all that information at their fingertips in one integrated place, you can lead the horse to water and make it drink.
All these features and functionality in the Customer Module is targeted at sellers to help them sell. The straightforward objective it to provide sellers with the best information available on what their company believes its DVP is and what is being done to improve it. This Step is about giving a salesperson the best chance for value selling and giving the company its best chance for growth. More importantly, we have developed it all in a way to make it as simple as possible for the sales team to access the information in real time, anytime, anywhere so that they can value sell with speed.