Netflix has revolutionized the way people watch television! Not only can we watch what we want at anytime of the day we can do it without commercial interruption. You don’t think about the productivity of mindshare when you think about Netflix — but the smart people at Netflix do.
Netflix is in the business of doing the thinking for you so that you don’t leave their platform. They know once you leave the Netflix app you most likely aren’t coming back for sometime. Its called the productivity of mindshare and sales leaders need to be thinking about the same thing.
Two things that Netflix does that Sales Leaders need to mimic is the following:
- Put everything a seller needs in one place – so they don’t have to leave the platform.
- Give sellers something interesting to do next that keeps them engaged.
If you use Salesforce – then adding a sales intelligence tool within the account or lead page will keep the seller from leaving CRM to do research. But do you have everything the seller needs inside of CRM so they don’t have to leave? We recommend a news feed, contact records that fit the title of your buying committee and installed technologies at bare minimum.
To keep sellers engaged, you need to be able to show them something interesting. We recommend doing the Netflix comparison of showing companies that look just like the account or lead. Better yet – showing customers that look just like the account or lead and then prospects that look like those customers will keep them even more engaged.
The trick is to combine the two ideas however to increase mindshare – like Netflix. Give your sellers everything the need inside of CRM and then keep their interest by sharing something interesting such as look alike prospects and customers.