RingCentral’s Sales Organization: Building Success by Building Relationships
Customer loyalty is integral to RingCentral’s success. As we continue to grow, we aren’t losing sight of that fact: We know every interaction counts.
From the very first phone call, we strive to cultivate a positive relationship with our customers. We can point to some cool statistics, like our 99.999% service uptime in the first quarter of 2013 and our customer base of 300,000. But facts are not always enough to drive the deal home. Digging in and using a curiosity-based selling approach allows us, as salespeople, to identify the “pain points” that businesses are facing and dive in to determine how RingCentral can help. From there, we begin to foster a positive environment for growth and development.
How does our relationship-focused sales approach work in practice? Quite often, we’ll work with a business that has more than one location or branch. After identifying that business’ need, fully implementing RingCentral phone service in one location and ensuring that everything is functioning properly, the door is wide open. If everything goes seamlessly in one location and that positive business relationship has been maintained, RingCentral now has the opportunity to be the one and only phone service provider for the entire company.
That’s what we strive for – we see it as a win-win scenario. We get to sign up happy customers, and our customers’ lives get easier at the same time. They no longer have to deal with the hassle of different service providers, contracts and payments due each month, but instead can have one service provider, one bill and one dedicated sales engineer and account executive for every one of their locations.
Our success is a direct result of our relationship-building efforts. It’s not uncommon for an IT director or C-level executive to contact us and block out time to implement RingCentral in several more locations and/or branches. And much of the time, it all starts with a single phone call.