converting leads to sales with crm - sema · 2010-07-21 · c-level management overviewlevel...

Converting Leads to Sales with CRM

Marketing?Branding?

Marketing?

Sales Process?

Customers?

Sales Process?

Prospects?

Sales Cycle?Leads?

Prospects?

P t J ff S tt CEO B i A hit t

Building Socially Conscious Companies™The Business Productivity Architects™ © 2010 C-Level Management, Inc.

Presenter: Jeffrey Scott, CEO, Business Architect

Presentation Agenda

C Level Management OverviewC-Level Management OverviewCRM Overview (Salesforce CRM, Sage, Microsoft)Is There Life After Act Goldmine or Spreadsheets?Is There Life After Act, Goldmine or Spreadsheets?Leads vs. OpportunitiesDefining a Simple, Yet Effective Sales Processg p ,Converting Leads into Opportunities (Demo)Knowing Your Customers (Data, Data, Data)High-Impact Sales & Marketing ToolsOpen Discussion

Building Socially Conscious Companies™The Business Productivity Architects™ © 2010 C-Level Management, Inc.

About C-Level Management

Business Strategy & Cloud Technology Consulting FirmBusiness Strategy & Cloud Technology Consulting Firm

Cloud Technology Solutions

Business Optimization Services

Force.com Application Development

Branding, Web & Multimedia Services

The C-Level Team

Unique Approach to CRM & Business Architecture

Proven Agile Implementation Methodology

The C-Level Giving Back Program

Building Socially Conscious Companies™The Business Productivity Architects™ © 2010 C-Level Management, Inc.

What makes the C-Level Agile Approach Unique?

Traditional Consulting FirmsTraditional Consulting Firms

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Building Socially Conscious Companies™The Business Productivity Architects™ © 2010 C-Level Management, Inc.

Time to Return on Investment

What makes the C-Level Agile Approach Unique?

Traditional Consulting FirmsTraditional Consulting Firms

Competing Consulting Firms

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Building Socially Conscious Companies™The Business Productivity Architects™ © 2010 C-Level Management, Inc.

Time to Return on Investment

What makes the C-Level Agile Approach Unique?

Traditional Consulting Firms

Ris

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Traditional Consulting Firms

Competing Consulting FirmsC-Level’s Proven Agile Approach

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Building Socially Conscious Companies™The Business Productivity Architects™ © 2010 C-Level Management, Inc.

Time to Return on Investment

2010 Giving Back Program Goals

Issue in-kind consulting service grants totaling $125,000 to qualified non-profit organizations.Provide reduced rate consulting services for all qualified non-profit clients valued at over $75,000.Subsidize over $50,000 in professional service discounts to our clients. Each client is in turn required to donate the money to a C-Level approved non-profit organization.Use 50% of our salesforce com commissions to provide over $30 000Use 50% of our salesforce.com commissions to provide over $30,000 in cash donations.Raise $25,000 in additional funds to assist non-profit organizations in crisis.

“Never have I worked with a vendor partner that has demonstrated such commitment to the success in achieving our mission. At C-Level, ‘Building Socially Conscious Companies’

is more than just a tag line. Your team demonstrates what it is to be one.”

Building Socially Conscious Companies™The Business Productivity Architects™ © 2010 C-Level Management, Inc.

is more than just a tag line. Your team demonstrates what it is to be one.

Rod Brooks, CEO – Stop Hunger Now

Questions for the Audience?

How many are currently using a contact managementHow many are currently using a contact management tool (Outlook, ACT, etc.)? Sticky Notes? 3x5 cards?What CRM solutions are currently in use?yDoes your organization have a defined sales process?What lead sources or services are you relying on?

Social Media, Web Ads, Lists, Tradeshows?Do you understand the concept of ‘The Cloud’?Will a CRM magically make orders appear?Why won’t my CRM close my deal for me?

Building Socially Conscious Companies™The Business Productivity Architects™ © 2010 C-Level Management, Inc.

Contact Managers vs. CRMs?

Typical Contact ManagersTypical Contact ManagersActGoldmineGoldmineOutlookExcel

Mainstream CRM Solution Providerssalesforce.comSage CRM (Saleslogix)Microsoft Dynamics CRM

Building Socially Conscious Companies™The Business Productivity Architects™ © 2010 C-Level Management, Inc.

CRM (Customer Relationship Manager)

Building Socially Conscious Companies™The Business Productivity Architects™ © 2010 C-Level Management, Inc.

Leads vs. OpportunitiesLead:

The identity of a person or an organization potentially interested in purchasing a product or service, and represents the first stage of a sales processrepresents the first stage of a sales process.

Opportunity:The qualification of a person or organization that hasThe qualification of a person or organization that has expressed interest in purchasing a product or service.

Sales Pipeline/Funnel:The way that both direct sales persons and SFA

t i li th l f

Building Socially Conscious Companies™The Business Productivity Architects™ © 2010 C-Level Management, Inc.

systems visualize the sales process of a company.

Defining a Simple, Yet Effective Sales Process

Lead Process Sales ProcessLead Process Sales Process

New/Open

Contacted

Prospecting

QualificationContacted

Nurture

Q lifi d

Value Proposition

P l/Q t

Qualification

Qualified Proposal/Quote

Negotiation

Cl d/Unqualified

Dead Closed/Won

Dead

Closed/LostTIP: Adhere to the

KISS principle!TIP: Adhere to the

KISS principle!

Building Socially Conscious Companies™The Business Productivity Architects™ © 2010 C-Level Management, Inc.

Dead No Decision (No Opp)Dead No Decision (Future Opp)

KISS principle!KISS principle!

Typical Business Process Map

Building Socially Conscious Companies™The Business Productivity Architects™ © 2010 C-Level Management, Inc.

Volunteer Intake Process Map

Knowing Your Customers (Data, Data, Data)

What defines the right type of customer?What defines the right type of customer?Small, Mid-Market, Enterprise

Are you regionally or nationally focused?Are you regionally or nationally focused?What is the customer’s problem that needs to be solved?Can you provide an effective service/solution to solve y ptheir problem(s)?Are you focused on more than one vertical?How are you tracking key customer information?Have you defined a marketing plan/budget?A t ki /f ll i l d ?

Building Socially Conscious Companies™The Business Productivity Architects™ © 2010 C-Level Management, Inc.

Are you tracking/following-up on your leads?

High-Impact Sales & Marketing ToolsHow C-Level Management Leverages the Tools:

Web 2 Lead with Intelligent Auto ResponseWeb-2-Lead with Intelligent Auto-ResponseLead ManagementCampaign/Event ManagementA t C t t & O t it M tAccount, Contact & Opportunity ManagementInvoice & Account ReceivablesCommission Tracking

Mass E-Mail MarketingAdvanced Content Messaging

Variable Print Direct Mail1-to-1 Dynamic Marketing

Building Socially Conscious Companies™The Business Productivity Architects™ © 2010 C-Level Management, Inc.

y gThank you notes, Holiday Cards, etc.

Open Discussion

Building Socially Conscious Companies™The Business Productivity Architects™ © 2010 C-Level Management, Inc.

Appendix

Building Socially Conscious Companies™The Business Productivity Architects™ © 2010 C-Level Management, Inc.

C-Level Management Services OverviewCloud Technology Solutions

Technology Architecture/SelectionTechnology Architecture/SelectionImplementation Services (100% Success using Agile Approach)Cloud Solutions Desk (Outsourced Admin Services)

A il B i O ti i tiAgile Business Optimization Revenue EnhancementProfitability ImprovementCost Containment

Force.com Application DevelopmentFull-service web/business application development offeringNative Platform Fanatics!

Branding & Media ServicesBrand Extension & Visual Enhancement (Web & Print Media)

Building Socially Conscious Companies™The Business Productivity Architects™ © 2010 C-Level Management, Inc.

( )Communication Templates (Email, Selling Sheets, Newsletters, etc.)

2009 Giving Back Program Goals

Rescue (1) non-profit organization in crisis by providing in-kind turn around consulting services, fund raising services and full board participation.Issue in-kind consulting service grants totaling $100,000 to qualified non-profit organizations.Provide reduced rate consulting services for all qualified non-profit clients valued at over $50,000.Subsidize over $30,000 in professional service discounts to our clients. Each client is in turn required to donate the money to a C Level approvedEach client is in turn required to donate the money to a C-Level approved non-profit organization.Use 50% of our salesforce.com commissions to provide over $15,000 in cash donations.

“Never have I worked with a vendor partner that has demonstrated such commitment to the success in achieving our mission. At C-Level, ‘Building Socially Conscious Companies’

is more than just a tag line. Your team demonstrates what it is to be one.”

Building Socially Conscious Companies™The Business Productivity Architects™ © 2010 C-Level Management, Inc.

Rod Brooks, CEO – Stop Hunger Now

Southern CA Cash Giving Programs

Building Socially Conscious Companies™The Business Productivity Architects™ © 2010 C-Level Management, Inc.

2009 Cash Giving Program (12/31/09)

2009 Program Goal = $15,000

Program funded by donating 50% of our Salesforce.com commissions.

$

Building Socially Conscious Companies™The Business Productivity Architects™ © 2010 C-Level Management, Inc.

2010 Projection = $30,000 (Big Brothers Big Sisters Matches = 7 children)

2009 Client Subsidization Program (12/31/09)

2009 Program Goal = $30,000

Clients are required to reinvest the discounts given into the community.

$

Building Socially Conscious Companies™The Business Productivity Architects™ © 2010 C-Level Management, Inc.

2010 Projection = $50,000

2009 In-Kind Grants (12/31/09)

2009 Program Goal = $100,000

Grants are issued against reduced consulting rates.

$

Building Socially Conscious Companies™The Business Productivity Architects™ © 2010 C-Level Management, Inc.

2010 Projection = $125,000

2009 Giving Back Program Impact Report

C-Level Program Goal ActualC Level Program Goal ActualIn-kind consulting servicesReduced rate savings

$100,000$50,000

$100,832$90,031

Cash donationsClient subsidizationsAdditional fund raising *

$15,000$30,000

$0

$15,760$46,500$12 500Additional fund raising

2009 Total Community Impact

* Program added in December 2009

$0$195,000

$12,500$265,623

Program added in December 2009

Building Socially Conscious Companies™The Business Productivity Architects™ © 2010 C-Level Management, Inc.

Giving Back Program History – 12/31/2009Description 2007 2008 2009 2010 GoalGross Revenue $310,499 $426,059 $833,842 $1,710,000

Community Impact $11,500 $86,438 $265,623 $305,000

Total Results $321,999 $512,497 $1,099,465 TBD

T t l C L l G l * $250 000 $500 000 $1 000 000 $2 000 000Total C-Level Goal * $250,000 $500,000 $1,000,000 $2,000,000

Difference $71,999 $12,247 $99,465 TBD

# of Employees/Consultants 1 3 7 15p y

Impact per Employee/Consultant $11,500 $28,813 $37,946 $20,333

Impact % (Impact/Revenue) 3.70% 20.29% 31.86% 17.84%

* C-Level measures gross revenue & community impact as a combined goal.

Building Socially Conscious Companies™The Business Productivity Architects™ © 2010 C-Level Management, Inc.