crm meets the sales process
TRANSCRIPT
CRM Meets The Sales ProcessWith Kristin Dennewill
Minneapolis, MN | June 23, 2016
Have you ever heard a Salesperson say...
My CRM actually helps me sell!
The CRM reduces my admin big time.
I can finally get rid of my spreadsheets!
I can’t live without my CRM!
I’ve never been so productive in my life!
I have too many qualified leads...
So, why bother with a CRM?
Source: Brainshark’s Anne Lambert and Forbes Insights
Efficiency - Saves Time!FACT: 53% of top-performing companies are investing in CRM to drive sales productivity.
Improves communicationFACT: 47% of polled CRM users said customer satisfaction was significantly impacted by their CRM in 2015
So, why bother with a CRM? (continued)
Source: Capterra’s CRM Infographic
Improves organizationFACT: 74% of polled respondents to a CRM user survey indicated that their CRM software allowed them to have greater access to customer data.
So, why bother with a CRM? (continued)
Source: BuyerZone
Helps salespeople sell moreFACT: Per sales person, a CRM can increase revenue by 41%!
So, why bother with a CRM? (continued)
Source: Cloudswave
● No voice in the selection
● No clear objectives
● Too time consuming
● Users don’t understand the benefits
● Inadequate training
● Not integrated with processes50–70% of CRM initiatives fail to take (Source: Capterra.com)
Here’s why CRM implementations fail
● Set clear objectives
● Involve salespeople in selection process
● Implement in stages
● Provide training & support
● Integrate into processes
How to Successfully Implement a CRM
Sales & Marketing Alignment is the largest opportunity in most organizations for improving business performance.
The result is significant improvement in:
● Marketing ROI● Sales Productivity● Top-line Business Growth
Source: Marketo
Want to improve business performance?
Any collaboration starts with COMMUNICATION
1. Create Mutually Agreed Upon Buyer Profiles (Personas)
2. Develop a Content Creation Process
3. Agree on Metrics and Definitions
4. Define a ‘Sales-Ready Lead’
5. Establish a Service Level Agreement
6. Define Process for Handing Off Leads
7. Use One Shared Pipeline for Both Marketing & Sales
How to Align Sales & Marketing
Source: G2 Crowd
Most Popular CRM Systems● HubSpot CRM● Nimble● Pipedrive● Salesforce CRM● Salesnet● Zoho CRM
Let’s Review...1. CRMs = better efficiency, communication & organization
2. Implementations need to be planned carefully
3. CRM + Marketing and Sales Alignment = Business Growth!
● If you don’t already have one, implement a CRM, using success guidelines
● Attend our July 19th workshop on Sales & Marketing Alignment
● If you’re not sure, ask us!
I want more! What can I do next?
http://www.denamico.com/services/crm-consulting-minneapolis
[email protected] WashingtonMinneapolis, MN 55401