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Sales Tips: How Any Industry Can Use CRM Software to Massively Increase Sales

Guest post by Dave Lawrence, Head of Growth at Follow Up Boss

How do you manage an army of experts?

No, we don’t mean scientists. We’re talking about customers.

Businesses are fast learning that today’s customer is internet savvy, information hungry, and willing to do the research.

As a consequence, relationship selling is dead. Thanks to the internet, customers don’t need suppliers or reactive problem-solvers anymore. But, what the internet doesn’t offer is market insights and tailored problem-solving solutions, the type of which only professional sales rockstars can provide.

If you want to stay ahead of the game, win long-term customers, provide value for money and keep revenue streams healthy —  you need to be super organized, consistent, authentic and committed.

CRM software is your answer.

crm increase sales

What is CRM?

CRM stands for ‘Customer Relationship Management’.

According to Zapier, “Customer relationship management software are tools to organize your contact info and manage your relationship with current and prospective customers, clients, and other contacts. They’re address books on steroids—the modern version of old-fashioned Rolodex.”

But more than a glorified Rolodex that’s undergone a digital makeover, CRM software has evolved into a tech companion that no sales professional can live without.

It can reach every corner of your business from lead tracking, sending personalized emails, uploading contracts, making appointments, and even preparing complex forecast reports (to name a few!).

CRM software exists in every sub-niche imaginable, from real estate CRM software like Follow Up Boss, to Healthcare CRM like Pega. The goal is the same – manage your relationships and make your business more efficient.

Without a CRM, 79% of leads fail to convert. Competition is getting tighter and tighter. At the end of the day, if you want your business to stand out, you can’t afford NOT to use a CRM.

How does it work?

These days, customer information is gold. Don’t waste it.

Your prospect intel must be organized properly, and a static spreadsheet won’t cut it. According to a study from Forrester Research, organizations who use lead nurturing can generate 50% more sale-ready leads, at 33% less cost. Here’s how a CRM does what a spreadsheet can’t.

Imagine you get a message from Jane Doe who is browsing new enterprise software.

Once you plug into your CRM, you’ll have instant access to a range of data that can tell you:

  • If she’s already a customer
  • What her needs are
  • How to solve her problems
  • How to turn her into a lifelong customer

An integrated CRM system can improve everything from sales productivity to brand reputation. It can even change how you operate your business, helping you automate and systematize your operations and free up more time to woo your prospects.

Here are 9 brilliant ways a CRM can help. 

  1. Take your leads to go

This is a real game changer. Mobile CRM systems are nimbler and boast way more cost-effective features. In fact, 65% of companies that used a mobile CRM solution met or exceeded their sales quotas.

  1. Know your hottest markets

A smart CRM will help you qualify leads and identify the leads that are most likely to buy. CRMs that come with visualization and analytics features can give you a bird’s-eye-view of what works so you can invest resources into the most lucrative lead gen and follow up activities.

  1. Get golden business insights

CRM systems help you operate more strategically and efficiently. For instance, you can monitor data to identify new areas of revenue, problem solve issues in the sales funnel and analyze business performance data. The most profitable sales strategies are rooted in systems, not techniques. Your CRM helps you optimize your system to make the most of every call or email.

  1. Market like you mean it

CRM software can help you understand the type of content your ideal prospects love. Building a clearer picture of what your prospects really want (not what you think they want) can help you craft value-driven marketing plans, specifically aimed at your various prospect groups.

  1. Accurate resource planning

A CRM can help you understand when and why targets are (or aren’t) being reached and give optimal insight into which activities your sales teams may need additional training and support for. Planning your sales approach based on clear data is always better than engaging in a costly guessing game.

  1. Faster follow up

A stellar CRM will alert you to lead activity in real-time so you can quickly respond to prospects. These days, it’s hard to close deals overnight, but the person who is the most responsive over time will win.

  1. Boost lead ROI

Let’s not forget that sales is still a numbers game. If you want to boost your company’s profitability index you need to generate and manage your leads more effectively. CRM software will keep you on top and make sure you don’t miss a single opportunity.

  1. Keep your customers

Shiny object syndrome is a real problem in sales. But in order to maintain a secure revenue stream, businesses need to invest in long-term clients. In fact, 80% of a company’s future revenue often will come from just 20% of its existing customers. A great CRM enables you to create follow up and nurture sequences for everyone in your digital Rolodex, even those who have already become clients.

  1. More credibility = more sales

Consistency builds trust. Give your customers what they want, every time, without issue and the sales will follow. The more credible your approach, the stronger your brand identity, and the more customers you’ll attract in the future. A CRM helps you stay consistent and credible in the eyes of every lead on your list.

A great CRM brings you closer to your customer

At its heart, CRM is about helping you know your customer better. And we all know loyal customers are central to helping any business thrive. In fact, companies that are customer-centric are 60% more profitable than organizations who aren’t as customer focused.

Give your customer the love and time they deserve, and you’ll be the first one they think of when they’re ready to make a move.

Dave LawrenceAbout the Author
Dave Lawrence is the Head of Growth at Follow Up Boss, a CRM for real estate teams. In his role he spends his time ‘under the hood’ of many of the top performing real estate sales teams in North America, helping them leverage technology and process to become more effective at delivering value and service to their clients. You can follow him and Follow Up Boss on Twitter: @FollowUpBoss or visit www.followupboss.com

Sales Tips: The Quality of CRM Data Is the Keystone to Competitive Advantage

By Connie Schlosberg, Primary Intelligence

Recently, The Economist published an article titled “The World’s Most Valuable Resource Is No Longer Oil, But Data.” That article focuses on the market domination of internet giants like Facebook, Amazon, and Google (among others). These profitable titans use their vast stores of data to capitalize on their size and maintain their market advantage. “Google can see what people search for, Facebook what they share, Amazon what they buy.”Their market intelligence comes from the quantity they collect, with quality being a lot less important.

Quality of CRM DataFor the hundreds of thousands of businesses that aren’t one of the internet behemoths, organizations that face a treacherous competitive landscape and possess far fewer data points to rely on, the quality of data is the key to using it to your advantage.

We think of Customer Relations Management (“CRM”) system’s primary purpose as being the facilitation of the sales process. Your sales reps need something to keep track of their deals in a manner that is superior to a spreadsheet. But, the truth is, if we just want to keep track of things, a spreadsheet would work just fine.

Another, better way to define a CRM is: “CRM aligns business processes with customer strategies to build customer loyalty and increase profits over time.” That’s a pretty inclusive definition that is clearly more than just tracking a transaction. And yet, how many sales professionals treat the CRM as a tracking tool?

High Quality CRM Data is the Key to Competitive Advantage

The pitfall with treating the CRM as a tracking tool is that the data loses any perceived value once the lead gets closed out as a loss. Once the sales rep knows there is no deal to be made, there is no more value.

CRM data is, and should be treated as, an asset in and of itself. It should be validated, cleaned up, monitored, nurtured, and treated with every bit as much respect and deference as your customers. The revenue brought in by your sales department is not merely the dollar value of the deals they close, but the monetization of the data they collect and maintain. And if that data is treated with disregard, disrespect, and neglect, you will lose that revenue just as you would lose a customer who was treated in the same manner.

For example, marketing departments routinely run campaigns using CRM data to drum up leads for sales initiatives – new products, special deals, etc. These campaigns take time and money to put together and track. For every outreach that goes to an incorrect email address or telephone number in the CRM, the organization is wasting that time and money. In addition, because the correct contact information is missing, the company misses out on an opportunity that might have been profitable had the campaign reached the correct person.

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Sales Tips: How to Grab and Keep Your Buyer’s Attention

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<a href=”http://blog.customercentric.com/blog/sales-tips-how-to-grab-and-keep-your-buyers-attention” title=”” class=”hs-featured-image-link”> <img src=”http://blog.customercentric.com/hubfs/man-holding-goldfish.png?t=1489093932032″ alt=”sales tips for grabbing buyer attention” class=”hs-featured-image” style=”width:auto !important; max-width:50%; float:left; margin:0 15px 15px 0;”> </a>
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<p><span style=”font-size: 24px; font-family: arial, helvetica, sans-serif;”><strong><span style=”color: #152d53;”>Sales Tips: How to Grab and Keep Your Buyer’s Attention</span></strong></span></p>
<p><span style=”font-family: georgia, palatino; font-size: 14px; color: #152d53;”><em>By John Holland, Chief Content Officer, <a href=”http://www.customercentric.com”>CustomerCentric Selling®</a></em></span></p>
<img src=”http://track.hubspot.com/__ptq.gif?a=22968&amp;k=14&amp;r=http%3A%2F%2Fblog.customercentric.com%2Fblog%2Fsales-tips-how-to-grab-and-keep-your-buyers-attention&amp;bu=http%253A%252F%252Fblog.customercentric.com%252Fblog&amp;bvt=rss” alt=”” width=”1″ height=”1″ style=”min-height:1px!important;width:1px!important;border-width:0!important;margin-top:0!important;margin-bottom:0!important;margin-right:0!important;margin-left:0!important;padding-top:0!important;padding-bottom:0!important;padding-right:0!important;padding-left:0!important; “>

Sales Tips: How to Go from the Underdog to the Favorite

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<a href=”http://blog.customercentric.com/blog/sales-tips-underdog-to-favorite” title=”” class=”hs-featured-image-link”> <img src=”http://blog.customercentric.com/hubfs/underdog.jpeg?t=1489093932032″ alt=”Underdog” class=”hs-featured-image” style=”width:auto !important; max-width:50%; float:left; margin:0 15px 15px 0;”> </a>
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<p><span style=”font-size: 24px; font-family: arial, helvetica, sans-serif;”><strong><span style=”color: #152d53;”>Sales Tips:&nbsp;Winning Sales – How to Go from Underdog to the Favorite</span></strong></span></p>
<p><span style=”font-family: georgia, palatino; font-size: 14px; color: #152d53;”><em>By Mike Brose, <a href=”https://www.primary-intel.com”>Primary Intelligence</a></em></span></p>
<img src=”http://track.hubspot.com/__ptq.gif?a=22968&amp;k=14&amp;r=http%3A%2F%2Fblog.customercentric.com%2Fblog%2Fsales-tips-underdog-to-favorite&amp;bu=http%253A%252F%252Fblog.customercentric.com%252Fblog&amp;bvt=rss” alt=”” width=”1″ height=”1″ style=”min-height:1px!important;width:1px!important;border-width:0!important;margin-top:0!important;margin-bottom:0!important;margin-right:0!important;margin-left:0!important;padding-top:0!important;padding-bottom:0!important;padding-right:0!important;padding-left:0!important; “>

Sales Tips: How to Clean Your Pipeline

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<a href=”http://blog.customercentric.com/blog/sales-tips-how-to-clean-your-pipeline” title=”” class=”hs-featured-image-link”> <img src=”http://blog.customercentric.com/hubfs/cleaning-yard-pipeline.png?t=1489093932032″ alt=”Sales Tips: How to Clean Your Pipeline” class=”hs-featured-image” style=”width:auto !important; max-width:50%; float:left; margin:0 15px 15px 0;”> </a>
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<p><span style=”font-size: 24px; font-family: arial, helvetica, sans-serif;”><strong><span style=”color: #152d53;”>Sales Tips: How to Clean Your Sales Pipeline</span></strong></span></p>
<p><span style=”font-family: georgia, palatino; font-size: 14px; color: #152d53;”><em>By&nbsp;Frank Visgatis, President &amp; Chief Operating&nbsp;Officer, <a href=”http://www.customercentric.com”>CustomerCentric Selling®</a></em></span></p>
<img src=”http://track.hubspot.com/__ptq.gif?a=22968&amp;k=14&amp;r=http%3A%2F%2Fblog.customercentric.com%2Fblog%2Fsales-tips-how-to-clean-your-pipeline&amp;bu=http%253A%252F%252Fblog.customercentric.com%252Fblog&amp;bvt=rss” alt=”” width=”1″ height=”1″ style=”min-height:1px!important;width:1px!important;border-width:0!important;margin-top:0!important;margin-bottom:0!important;margin-right:0!important;margin-left:0!important;padding-top:0!important;padding-bottom:0!important;padding-right:0!important;padding-left:0!important; “>

Sales Tips: Does CRM Just Speed Up the Mess?

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<a href=”http://blog.customercentric.com/blog/sales-tips-crm-speeding-up-the-mess” title=”” class=”hs-featured-image-link”> <img src=”http://blog.customercentric.com/hubfs/crm-input-data.png?t=1489093932032″ alt=”Sales Tips: Does CRM Just Speed Up the Mess?” class=”hs-featured-image” style=”width:auto !important; max-width:50%; float:left; margin:0 15px 15px 0;”> </a>
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<p><span style=”font-size: 24px; font-family: arial, helvetica, sans-serif;”><strong><span style=”color: #152d53;”>Sales Tips: Does CRM&nbsp;Just Speed Up the Mess?</span></strong></span></p>
<p><span style=”font-family: georgia, palatino; font-size: 14px; color: #152d53;”><em>By John Holland, Chief Content Officer, <a href=”http://www.customercentric.com”>CustomerCentric Selling®</a></em></span></p>
<img src=”http://track.hubspot.com/__ptq.gif?a=22968&amp;k=14&amp;r=http%3A%2F%2Fblog.customercentric.com%2Fblog%2Fsales-tips-crm-speeding-up-the-mess&amp;bu=http%253A%252F%252Fblog.customercentric.com%252Fblog&amp;bvt=rss” alt=”” width=”1″ height=”1″ style=”min-height:1px!important;width:1px!important;border-width:0!important;margin-top:0!important;margin-bottom:0!important;margin-right:0!important;margin-left:0!important;padding-top:0!important;padding-bottom:0!important;padding-right:0!important;padding-left:0!important; “>

Sales Tips: Dig Deeper on Your Competitors with Win Loss

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<a href=”http://blog.customercentric.com/blog/sales-tips-use-win-loss-to-learn-about-competitors” title=”” class=”hs-featured-image-link”> <img src=”http://blog.customercentric.com/hubfs/competitors-boxing.png?t=1489093932032″ alt=”sales tips for competitive intelligence” class=”hs-featured-image” style=”width:auto !important; max-width:50%; float:left; margin:0 15px 15px 0;”> </a>
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<p><span style=”font-size: 24px; font-family: arial, helvetica, sans-serif;”><strong><span style=”color: #152d53;”>Sales Tips:&nbsp;Dig Deeper on Your Competitors with Win Loss</span></strong></span></p>
<p><span style=”font-family: georgia, palatino; font-size: 14px; color: #152d53;”><em>By Carolyn Galvin, <a href=”https://www.primary-intel.com”>Primary Intelligence</a></em></span></p>
<img src=”http://track.hubspot.com/__ptq.gif?a=22968&amp;k=14&amp;r=http%3A%2F%2Fblog.customercentric.com%2Fblog%2Fsales-tips-use-win-loss-to-learn-about-competitors&amp;bu=http%253A%252F%252Fblog.customercentric.com%252Fblog&amp;bvt=rss” alt=”” width=”1″ height=”1″ style=”min-height:1px!important;width:1px!important;border-width:0!important;margin-top:0!important;margin-bottom:0!important;margin-right:0!important;margin-left:0!important;padding-top:0!important;padding-bottom:0!important;padding-right:0!important;padding-left:0!important; “>

Sales Tips: Nick Saban and Sales – What’s the Connection?

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<a href=”http://blog.customercentric.com/blog/sales-tips-nick-saban” title=”” class=”hs-featured-image-link”> <img src=”http://blog.customercentric.com/hubfs/Nick.jpg?t=1489093932032″ alt=”sales lessons from Nick Saban” class=”hs-featured-image” style=”width:auto !important; max-width:50%; float:left; margin:0 15px 15px 0;”> </a>
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<p><span style=”font-size: 24px; font-family: arial, helvetica, sans-serif;”><strong><span style=”color: #152d53;”>Sales Tips: Nick Saban and Sales – What’s the Connection?</span></strong></span></p>
<p><span style=”font-family: georgia, palatino; font-size: 14px; color: #152d53;”><em>By Gary Walker, EVP of Channel Sales &amp; Operations, <a href=”http://www.customercentric.com”>CustomerCentric Selling®</a></em></span></p>
<img src=”http://track.hubspot.com/__ptq.gif?a=22968&amp;k=14&amp;r=http%3A%2F%2Fblog.customercentric.com%2Fblog%2Fsales-tips-nick-saban&amp;bu=http%253A%252F%252Fblog.customercentric.com%252Fblog&amp;bvt=rss” alt=”” width=”1″ height=”1″ style=”min-height:1px!important;width:1px!important;border-width:0!important;margin-top:0!important;margin-bottom:0!important;margin-right:0!important;margin-left:0!important;padding-top:0!important;padding-bottom:0!important;padding-right:0!important;padding-left:0!important; “>

Sales Tips: Reality Check for Sales Management

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<a href=”http://blog.customercentric.com/blog/sales-tips-help-your-underperforming-sales-team” title=”” class=”hs-featured-image-link”> <img src=”http://blog.customercentric.com/hubfs/sinking-ship.png?t=1489093932032″ alt=”sinking-ship.png” class=”hs-featured-image” style=”width:auto !important; max-width:50%; float:left; margin:0 15px 15px 0;”> </a>
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<p><span style=”font-size: 24px; font-family: arial, helvetica, sans-serif;”><strong><span style=”color: #152d53;”>Sales Tips: Reality Check for&nbsp;Sales Management</span></strong></span></p>
<img src=”http://track.hubspot.com/__ptq.gif?a=22968&amp;k=14&amp;r=http%3A%2F%2Fblog.customercentric.com%2Fblog%2Fsales-tips-help-your-underperforming-sales-team&amp;bu=http%253A%252F%252Fblog.customercentric.com%252Fblog&amp;bvt=rss” alt=”” width=”1″ height=”1″ style=”min-height:1px!important;width:1px!important;border-width:0!important;margin-top:0!important;margin-bottom:0!important;margin-right:0!important;margin-left:0!important;padding-top:0!important;padding-bottom:0!important;padding-right:0!important;padding-left:0!important; “>