A Company CRM, like the one offered by Papo (https://papo.global/), is a tool that allows you to create profiles for organizations (legal entities) and link multiple individual contacts (employees) to them. This structure centralizes the entire history of conversations, deals, and tickets for a corporate account, providing an essential 360° view to organize and optimize B2B sales processes.
In B2B (business-to-business) negotiations, it's common to interact with various people from the same organization: the buyer, the IT manager, the financial director, among others. Treating each of these stakeholders as an isolated contact creates information silos, hinders strategic follow-up, and can lead to misaligned communication.
The Company CRM module solves this challenge by separating the individual's profile (Contact) from the legal entity's profile (Company). The Company acts as an "umbrella" that groups all related contacts and interactions, ensuring your team always has the complete context of the commercial relationship.
| Feature | Contact | Company |
|---|---|---|
| What it represents | An individual person (e.g., John Doe) | An organization or company (e.g., Acme Corp) |
| Key Information | Name, phone, email, job title. | Company name, website domain, CNPJ, description. |
| Relationship | Can be linked to a Company profile. | Groups multiple Contact profiles and their histories. |
| History View | Conversations and interactions of that specific person. | Consolidated view of conversations from all linked contacts. |
How to Organize Your B2B Sales Process in Papo
The workflow in Papo is designed to be intuitive and reflect the reality of complex sales, where the relationship is built with the account as a whole, not just with an individual.
Step 1: Register Companies in the CRM
The first step is to populate your database with companies that are your clients or prospects. You can do this in two main ways:
- Manual Creation: Within the CRM, create a new Company profile and fill in essential information such as the company name, website domain (
empresa.com.br), and a description with important notes about the industry, size, or history. - Bulk Extraction: Use tools like Papo's CNPJ Extractor to find and import companies in bulk. You can segment by CNAE, state, or size, creating qualified prospecting lists directly in your CRM.
Step 2: Link Contacts (Stakeholders)
With the company profile created, the next step is to associate the people who work there. Generally, these contacts already exist in your CRM, created from conversations on WhatsApp, email, or other channels.
In a contact's profile, you can easily link them to the corresponding company. For example, if you are negotiating with "Ana (Purchasing Manager)" and "Carlos (IT Director)", both from "Acme Corp", you should link Ana's and Carlos's contact profiles to the "Acme Corp" company profile.
Step 3: Centralize the 360° Account View
The great advantage of this organization appears when viewing the Company profile. Instead of searching for individual conversations, the Papo platform displays a consolidated and powerful view:
- List of Linked Contacts: Quickly see all employees from that company your team has interacted with.
- Unified Conversation Feed: Access a history with the latest conversations from all associated contacts in one place. This allows any salesperson or support agent to understand the general context of what was discussed with the account, regardless of who the previous conversation was with.
- Associated Deals: View all open or won deals related to that company in your Kanban sales pipeline, gaining a clear view of the value and status of the commercial relationship.
Who is the Company CRM for?
This functionality is indispensable for any operation that sells to or provides support for other companies.
- B2B Sales Teams: To manage the negotiation pipeline with multiple decision-makers, from prospecting (SDRs) to closing (Account Executives).
- Account Managers: To monitor relationships with existing clients, record interactions, and identify upsell and cross-sell opportunities.
- Agencies and Consultancies: To organize communication with different client departments and manage projects centrally.
- Customer Success Teams: To have a complete view of each account's engagement and act proactively to ensure contract renewals.
- Active Prospecting Operations: To organize leads generated by tools like the CNPJ Extractor and manage the cadence and follow-up flow.
Frequently Asked Questions (FAQ)
What is the main difference between a Contact and a Company in the CRM?
A Contact represents an individual person, with their personal data such as name, phone, and email. A Company represents an organization and acts as a container to group multiple contacts who work there, centralizing the history of interactions and deals for the entire account.
How do I add companies to my CRM?
You can create a company profile manually in Papo's CRM section or use integrated tools, such as the CNPJ Extractor, to search for and import lists of companies in bulk based on criteria like industry (CNAE) and location.
How many contacts can I link to a single company?
The Papo platform is designed to handle complex accounts and does not impose a strict limit. You can associate as many contacts as necessary to reflect your client's stakeholder structure, from small businesses to large corporations with dozens of contact points.
Where can I see a company's conversation history?
When you open a Company profile in Papo's CRM, you will find a tab or section that displays a unified feed with recent conversations from all contacts linked to it. This provides a complete view of what was discussed, by whom, and when.
Can I create a deal for a Company or only for a Contact?
Yes, you can associate deals directly with the Company profile. This is ideal for B2B sales, as the sales opportunity belongs to the corporate account, even if the negotiation occurs with different contacts throughout the process.
How to quickly link a contact to a company?
In addition to the visual interface, you can use Papo's Super Chat to perform actions with text commands. For example, just type link contact [contact name] to company [company name] to perform the association instantly.
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