Feature Overview

The Contact Management feature provides comprehensive visibility into all contacts associated with your sales opportunities. It automatically captures and organizes contact information, analyzes their roles in the buying process, and provides insights into their sentiment and motivations all without manual data entry.

Benefits to the User

• Automatic Contact Creation: New contacts from meetings and emails are automatically created and associated with opportunities
• Deep Contact Insights: Access detailed contact information including roles, promoter scores, and motivations
• Interaction History: View all recent meetings, emails, and transcripts in one place
• AI-Powered Analysis: Automatically determine contact roles and ICP profiles with supporting evidence
• Complete Background Information: Access enriched contact data including career progression, skills, and technologies

Accessing the Feature

1. Navigate to “Pipeline” in the main navigation menu under "Sales Engine"
2. Click on an opportunity in the Pipeline page
3. In the Opportunity Detail Page, you'll find the Contacts section in the right rail

Step-by-Step Usage Guide

Managing Contacts

Searching for Contacts

1. Use the search box in the contacts section to find specific contacts
2. Type the contact's name to filter the list

Viewing Contact Information

In the contacts right rail, you'll see cards for each contact associated with the opportunity. Each card displays:

• Name and profile photo
• Title
• Role (e.g., Decision Maker, Evaluator)
• Promoter score (Supporter or Detractor)

The promoter score is a reflection of the contact’s sentiment from all included activity (meetings and emails). Clicking the contact will open the the contact details in an overlay.

Adding Contacts Manually

1. Click the "Add Contact" button in the contacts right rail
2. You can:
   • Search existing contacts to add to the opportunity
   • Create a new contact by entering:
     • Contact owner
     • Account
     • First name
     • Last name
     • Email address

Viewing Contact Details

Quick View

1. Click on any contact card to open a detailed overlay
2. The overlay displays:
   • Profile picture and name
   • Role and title
   • Email address and phone number (if available)
   • Last contact date
   • Contact role
   • ICP profile
   • Overview with promoter score and interview score
   • Interest level
   • Motivations and problems
   • Internal blockers and challenges

Recent Interactions

1. In the contact detail overlay, click the "Recent Interactions" tab
2. View a chronological list of all meetings and emails
3. Click on any interaction to see further details including participants and transcripts

Understanding Contact Roles

1. In the contact detail overlay, locate the contact role section
2. Click the information icon next to "Contact Role"
3. Review the following information:
   • Contact role determination
   • Role analysis
   • Classification reasoning
   • Change justification

Understanding ICP Profile

1. In the contact detail overlay, locate the ICP profile section
2. Click the information icon next to "ICP Profile"
3. Review the following information:
   • ICP persona determination
   • Classification analysis
   • Supporting evidence
   • Confidence level

Accessing Full Contact Details

1. From the contact detail overlay, click "View Full Contact" in the top right corner
2. The full contact detail page includes:
   • All information from the overlay
   • Associated accounts and opportunities
   • Contact enrichment details
   • Research information:
     • Previous companies
     • Personal information
     • Skills and technologies
     • Products used
     • Posts
     • LinkedIn summary
     • Career progression
3. Click on any section to expand and view the full content
4. Navigate to the "Opportunity Information" tab to see:
   • Motivations and problems solved
   • Personal information
   • Internal blockers and challenges

Tips and Best Practices

• Leverage Automatic Contact Creation: Let GTM Engine do the work of creating and associating new contacts from your meetings and emails
• Review Contact Roles Regularly: Understanding each contact's role in the decision-making process helps you tailor your approach
• Pay Attention to Promoter Scores: Identify supporters and detractors to focus your relationship-building efforts
• Use the Full Contact View: Before important meetings, review the comprehensive contact details to be fully prepared
• Check Recent Interactions: Review past conversations to maintain continuity in your communications
• Understand Motivations and Blockers: Use these insights to address specific concerns and highlight relevant benefits

With Contact Management in GTM Engine, you have all the information you need at your fingertips to build strong relationships and close deals more effectively without the administrative burden of manual data entry. The system automatically captures and analyzes contact information from your natural selling activities, giving you back valuable selling time while providing deeper insights into your opportunities.