How important it is to focus on quality.
Posted: Sun Jan 26, 2025 4:35 am
We are always looking at how many leads are coming in, the website traffic, the conversion rate, how much interest we have on LinkedIn… If, for example, we see that there is a lot of traffic, but not many leads, it means that we have to produce better quality content.
What is true is that, in a hybrid process like ours, maturity is harder to measure. We know that potential customers are consuming our content, but the transaction is not done autonomously or in the digital world. Our negotiations always involve human contact, personalized assistance.
What we did notice is that before, some clients, when they germany email list were making a request for a quote for a specific product, did not always consider us in the list of sellers. And now, these things rarely happen; they always remember us. And this work that we did before when we said: “Hey, we have to call because there is a project here that it seems that we have not been asked for a quote for,” is no longer necessary.
Automation is often thought to be the opposite of personalization and to a certain extent dehumanizes customer service. What do you think about this idea?
I pay close attention to this and, personally, I believe a lot in human contact in business relationships. It is one of the drivers that I have followed throughout my career and, in particular, since I have been developing Commercial Management functions. You have to be very careful, yes.
For example, one thing that should not be done is to automate all lead processing, because the salesperson or the person who handles them has to be aware of who has entered, what they have downloaded, etc.
We have a semi-automatic process. Salespeople have to log into the CRM regularly and do their part. They can select, based on the quality of the leads, whether they are going to send an email, whether they are going to do a video conference, whether they are going to make a face-to-face visit. This is the job of the salesperson today: selecting the right channel. We have talked before about the hybrid salesperson, this is a good hybrid salesperson.
Thanks Pierre, we'll stick with this concept. Final questions: Where do you think automation strategies will evolve in general? And where will Cryospain go in the coming years?
As for the first, I think they are evolving very quickly. With the artificial intelligence tools that are being developed, we can think that we are increasingly moving towards greater personalization of digital marketing. That is, getting to know that person, identifying what interests them and sending them exactly that content.
As for Cryospain, we have a lot of work to do right now. We are in the middle of a stabilization strategy. We already have a presence in international markets, but we do not rule out that in the future we can continue to invest in generating more business in Brazil or with Arab countries. There are still many things to do.
What is true is that, in a hybrid process like ours, maturity is harder to measure. We know that potential customers are consuming our content, but the transaction is not done autonomously or in the digital world. Our negotiations always involve human contact, personalized assistance.
What we did notice is that before, some clients, when they germany email list were making a request for a quote for a specific product, did not always consider us in the list of sellers. And now, these things rarely happen; they always remember us. And this work that we did before when we said: “Hey, we have to call because there is a project here that it seems that we have not been asked for a quote for,” is no longer necessary.
Automation is often thought to be the opposite of personalization and to a certain extent dehumanizes customer service. What do you think about this idea?
I pay close attention to this and, personally, I believe a lot in human contact in business relationships. It is one of the drivers that I have followed throughout my career and, in particular, since I have been developing Commercial Management functions. You have to be very careful, yes.
For example, one thing that should not be done is to automate all lead processing, because the salesperson or the person who handles them has to be aware of who has entered, what they have downloaded, etc.
We have a semi-automatic process. Salespeople have to log into the CRM regularly and do their part. They can select, based on the quality of the leads, whether they are going to send an email, whether they are going to do a video conference, whether they are going to make a face-to-face visit. This is the job of the salesperson today: selecting the right channel. We have talked before about the hybrid salesperson, this is a good hybrid salesperson.
Thanks Pierre, we'll stick with this concept. Final questions: Where do you think automation strategies will evolve in general? And where will Cryospain go in the coming years?
As for the first, I think they are evolving very quickly. With the artificial intelligence tools that are being developed, we can think that we are increasingly moving towards greater personalization of digital marketing. That is, getting to know that person, identifying what interests them and sending them exactly that content.
As for Cryospain, we have a lot of work to do right now. We are in the middle of a stabilization strategy. We already have a presence in international markets, but we do not rule out that in the future we can continue to invest in generating more business in Brazil or with Arab countries. There are still many things to do.