The following are the key areas that can benefit by the capabilities your business can achieve by having a customer-centric business development strategy and having a CRM system – to equip yourself and your team.
- Lead generation:
- Increase the quality of qualified leads
- Increase the quantity of qualified leads
- Decrease marketing costs
- Increase the flow of leads to sales force for follow up and provide talking points based on the leads’ interests
- Determining which marketing campaigns produce results
- Lead Conversion:
- Improving the conversion of a lead to a more qualified sales opportunity
- Identifying the key talking points of interest and tracking the conversations for later use and analysis.
- Decrease selling costs
- Nurturing the lead through a drip marketing campaign – ideally one that is automated AND is focused on their specific interests.
- Gaining experience on the key buying habits of the ideal prospect.
- Selling Velocity:
- Increasing top line revenue faster and more effectively
- Decreasing the sales cycle time
- Increasing the conversion rates
- Increasing the size of the sale
- Connecting higher up in an organization on relevant business issues.
- Reducing administrative tasks and increasing time for relationship building.
- Decreasing the ramp up time for new sales people.
- Winning more battles with competitors
- Moving the prospect to the real value of your products and services.
- Customer Retention
- Staying ‘top-of-mind’ with prospects and customers with topics of interest to them
- Increasing customer life-time value
- Increase the quality of the knowledge about the customer and their business drivers
- Increasing time to profitability
- Expanding the depth of your contact relationships within each customers’ business
- Customer Service:
- Decreasing rejects, defect, and service related costs
- Staying informed of top customer service issues
- Identifying trends that are opportunities for service improvements and product enhancements
- Updating sales account manager of contact issues so they are informed
- Enhanced employee engagement with tools and resources to produce a memorable customer experience.
- Supplying valuable resources to help the customer such as white papers, best practices, tips.
- Updating sales account manager with those contacts who have not been in communication with your business for awhile by email, phone, meeting, letters, etc.
- Business Decisions
- Quickly determine what important phone calls, meetings and conversations you need to make today and this week.
- Determining the top sales opportunity priorities for sales personnel.
- Gaining insights on advances from competitive forces.
- Finding the key service issues and product performance issues that will drive improved product development.
- Clarifying the future forecasted revenue and thus future investments and/or cost controls.
- Access to knowledge to be more Proactive instead of Reactive!
- Feeling good about the direction your business in going!
Related web site resources:
Articles on Results gained with CRM……
Business issues CRM helps to solve.
Improve the customer experience.
Importance of a customer-centric view.
Supercharge Sales and Build a Stronger Relationship
These are common business drivers our clients have come across and we have helped to equip them to solve.
Specifics to your key business roles- found here.
Reasons to Believe – comments and testimonials.
Get started now with an initial phone conversation, here.
What are other business drivers have you found that are helped by a customer centric business strategy and having a CRM system?
