Business Stimulus Program: Take Action to Thrive in this Economy
 

Business Stimulus Program: Take Action to Thrive in this Economy

on

  • 1,074 views

How is the economy affecting your business, your customers – their purchasing behavior, their loyalty, the time to make decisions? ...

How is the economy affecting your business, your customers – their purchasing behavior, their loyalty, the time to make decisions?
Consider how you are currently handling customers, sales, and marketing in your organization. How can things be improved? What are the implications if you don’t improve it? What are the areas for biggest wins if you focus some energy on improving it?
Oftentimes, in a good economy, companies can win business despite themselves. Everyone’s buying! In a down economy, companies that have tight processes and leverage information – come up ahead. So it’s a perfect time to focus on getting more out of the budget you have, increasing your sales win ratio, improving your lead nurturing programs, training staff on the processes that will help you get MORE out of what you have.

Statistics

Views

Total Views
1,074
Views on SlideShare
1,073
Embed Views
1

Actions

Likes
1
Downloads
0
Comments
0

1 Embed 1

http://us-w1.rockmelt.com 1

Accessibility

Categories

Upload Details

Uploaded via as Microsoft PowerPoint

Usage Rights

© All Rights Reserved

Report content

Flagged as inappropriate Flag as inappropriate
Flag as inappropriate

Select your reason for flagging this presentation as inappropriate.

Cancel
  • Full Name Full Name Comment goes here.
    Are you sure you want to
    Your message goes here
    Processing…
Post Comment
Edit your comment
  • AngieOn another part of the Stimulus worksheet, you will see this section. So, given the goals and metrics that you define in the section previous, you define here what you want to be alerted of.These are simply ways to reverse engineer an effective use of CRM software and processes. Start with the end business goal in mind, then design your processes and metrics around that.Again, you will have the opportunity in your personal consultation to discuss these further.

Business Stimulus Program: Take Action to Thrive in this Economy Business Stimulus Program: Take Action to Thrive in this Economy Presentation Transcript

  • Business Stimulus Program: Take Action to Thrive in this Economy
    Angie Hirata
    Worldwide Director, Marketing & Business Development
  • Welcome to Your Business Stimulus Program
  • Revenue Per Employee: Companies Using CRM Outperform by 44%
    Source: AMI-Partners, 2007
  • Why are you here today?
    Not using a CRM system and want to see if it can improve my business
    Have a CRM system, but not using it effectively
  • Start by Asking Yourself…
    How is the economy affecting your business? Is it different than “business as usual”?
    What are 3 key areas of your business that you can improve to maintain and grow your top & bottom line? For example:
    Customer satisfaction & loyalty
    Incremental revenue from customers
    Improve win ratio against competitors
    Increase response on marketing campaigns
    Increase qualified leads
    Improve channel performance
    Significantly improve staff productivity and output
  • Then Set Your Goals, Monitor Progress: Dashboards, Alerts, Reports
    Specific, measureable
    Health check = Dashboards
    Critical issues = Alerts
    Detailed info = Reports
  • Be in the Driver’s Seat of Your Business…
    Dashboard: ongoing monitoring: speedometer, odometer
    Alerts: notifications that require action: maintenance, low oil, low gas, door ajar
    Reports: detailed information: mechanic diagnostic reports
  • Example 1: Customer Loyalty & Revenue
    Why? Because your customers are more likely to spend with you than new prospects
    How?
    Improve customer service
    Marketing more effectively back to customers
    Measured by:
    Resolution to customer issues within X hours/days
    Additional revenue from customers
    Alerted in real-time for:
    Service cases (from key customers) overdue
    Customer deals at 75% in sales cycle
  • Example 2: Increase Wins with New Prospects
    Why? Can’t grow business on existing customers alone; Finite # of leads
    How?
    Increase # qualified leads (prospect nurturing)
    Improve win ratio
    Measured by:
    # Qualified leads
    Win/loss ratios (based on competitor, rep or other)
    Alerted in real-time for:
    Leads not followed up
    New deals entered for X$ against X competitor
  • Your Example
  • Your Example
  • Your Example
    I need to be alerted whenever __________________ to be on track to reach this goal.
    I need to be alerted whenever __________________ to be on track to reach this goal.
    I need to be alerted whenever __________________ to be on track to reach this goal.
  • Your Example
    I need to be alerted whenever a service case is logged and is left unresolved for more than 24 hours to be on track to reach this goal.
    I need to be alerted whenever __________________ to be on track to reach this goal.
    I need to be alerted whenever __________________ to be on track to reach this goal.
  • 3 Requirements to Stimulating Your Business
  • Case: Production Automation Manufacturer
    Background:
    Market: Production Automation solutions for Manufacturers
    Sales cycle: 2 weeks to 5 years
    Business Goal:
    Improve customer service & loyalty
    Improve sales win ratios
    Business Challenges:
    No access to central customer information or issues
    Manual compiling of Excel spreadsheets for sales reports
    Inability to understand customer profitability, sales rep performance weaknesses, win/loss
  • Case Solution: Production Automation Manufacturer
    Consolidated accounts, sales deals/forecasts, and service cases into central system
    Enabled account managers to see status of service cases before meeting with clients
    Migrated former Excel templates into CRM system for sales deal tracking
    Enabled managers to see information to:
    Pipeline reports for revenue per month by various criteria to see ]underperforming areas of business by region, product sales rep and more.
    Understand sales cycles by rep from inception to close
    Provide sales coaching to improve sales cycle management
  • Case Solution: Production Automation Manufacturer
  • Case Solution: Production Automation Manufacturer
  • Case Solution: Production Automation Manufacturer
  • Case Results
    Improved management insight into sales performance
    Enabled managers to identify critical areas for coaching
    Enabled sales staff insight into service issues
    Improved service case resolution by improving efficiencies and visibility into status of cases
    Improved sales win ratios by understanding competitors, identifying sales process improvement opportunities
    Increased sales by identifying & focusing on most profitable products and customers
  • Other Examples to Stimulate your Business
  • Maximizer Mobile CRM
    Accounts & Leads:
    • Notes
    • Profile
    • Log Calls, Emails
    • Maps
    Sales & Service:
    • Sales forecasts
    • Service cases
    • Tasks
    • Calendar
    • Store data on device
    • Synchronize wirelessly
    • Real-time look-ups
    • Mobile Dashboard
    • Document Library
    • Integrated with BlackBerry
  • Dashboards
  • Alert Email:
    • Leads not followed-up (example)
    • Lead details
    • Sales rep assigned
    • Date lead entered
    • # of days since follow-up
  • Thank you! Next Steps
    Download the Business Stimulus Kit from Maximizerhttp://www.maximizer.com/crm-resources/crm.html?panel=3#crm-resources
    Call Maximizer to book a 1-hour Executive Consultation appointment
    Required attendees:
    Customer-facing or senior operations business executive and manager(s)
    Contact your Account Manager:
    1-800-804-6299
    sales@maximizer.com