Are you working your CRM or is it working you?
What’s the secret to accelerating sales growth? While people and process usually precede systems, sales is somewhat of an exception. The right Customer Relationship Management system (CRM) can actually help empower people and define process.
The internet allows you to research your buyers so you can know what is going on in their world. This allows you to have a relevant conversation with them.
- Search Engines- find out what message they are sending to their customers and what is important in their marketing.
- Linkedin- Company news and Key players.
- Company Website- Are they active in certain organizations? Do they have specific standards they follow?
Now that you have captured this vital information, how do you use it? Enter CRM management.
Many CRM's allow you to add custom fields that you can enter this information and this allows you to customize your emails and conversations around the prospects needs. Nobody cares about what you are selling unless it can solve a problem or meet a need they have.
It is unlikely that you will craft such a brilliant email that the prospect picks up they phone and is ready to buy after just 1 email. So how do you categorize your sales leads?
Defining your specific Sales Stages allows you to be more efficient by sending the right message at the right time to the right person. This is key to accelerate sales.
Defining your sales steps allows you to identify gaps in the sales stages. Do you need more prospects? Is it time to bring the decision maker into the conversation? Is your proposal just sitting out there getting cold?
Save Time and Increase revenue
Sending buyers relevant content throughout the sales process fosters trust between buyer and seller and positions the rep as a trusted advisor who is knowledgeable about the prospect’s business issues.