Solution: A partner with a solid sales enablement record and a detailed plan
Genpact is that partner. We have the experience and firepower to understand SMB ecosystem as we have more than 50 enterprise clients that have increased their revenues from SMBs. We offer a comprehensive suite of services and technologies that can help your enterprise attract more SMB business.
We're well known for our transformation services that use artificial intelligence, prescriptive analytics, and smart processes for fast, data-driven decisions – and we'll bring all of that to the table.
Here's what we can provide:
Advisory council: We've created an advisory council that guides us in delivering the next generation of customer success and invests in digital technologies to accomplish that goal. The industry experts in our advertising advisory council have built global sales operations from scratch and have a deep understanding of the nuts and bolts of setting up such an operation. The council clearly defines criteria for success and shifts the primary focus from continuous improvement to customer experience. It also supports step-change transformation over time.
The SMB Academy: Our dedicated training unit delivers insights and intelligence specific to each SMB sector. We introduce their teams to the latest in tailored, smart-selling methodologies, including persona-based playbooks. We cover topics such as empathy and customer centricity, competitor analyses, consultative selling, storytelling and presenting, and so much more. We deploy Genpact's groundbreaking Genome personalized learning platform and use gamification, role-playing, and other tested techniques to ensure teams become proficient quickly.
Insight-driven sales: We use our proprietary Customer Experience, Sales Experience, Complexity, Risk (CSCR™) framework to increase customer loyalty and improve productivity. We partner with multiple account-based marketing platforms to provide intent data – behavioral intelligence that can indicate a customer's likelihood to purchase goods or services. Our Cora SalesAssist mines interaction data to uncover SMB sentiments and sector trends to refine the sales approach and skill sets required. We also create lookalike audiences that familiarize you with high-value, high-potential accounts and buying centers. Plus, we test and scale every step of the way.