Business Stimulus Program: Take Action to Thrive in this Economy


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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.

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  • 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

    1. 1. Business Stimulus Program: Take Action to Thrive in this Economy<br />Angie Hirata<br />Worldwide Director, Marketing & Business Development<br />
    2. 2. Welcome to Your Business Stimulus Program<br />
    3. 3. Revenue Per Employee: Companies Using CRM Outperform by 44%<br />Source: AMI-Partners, 2007<br />
    4. 4. Why are you here today?<br />Not using a CRM system and want to see if it can improve my business<br />Have a CRM system, but not using it effectively<br />
    5. 5. Start by Asking Yourself…<br />How is the economy affecting your business? Is it different than “business as usual”?<br />What are 3 key areas of your business that you can improve to maintain and grow your top & bottom line? For example:<br />Customer satisfaction & loyalty<br />Incremental revenue from customers<br />Improve win ratio against competitors<br />Increase response on marketing campaigns<br />Increase qualified leads<br />Improve channel performance<br />Significantly improve staff productivity and output<br />
    6. 6. Then Set Your Goals, Monitor Progress: Dashboards, Alerts, Reports<br />Specific, measureable<br />Health check = Dashboards<br />Critical issues = Alerts<br />Detailed info = Reports<br />
    7. 7. Be in the Driver’s Seat of Your Business…<br />Dashboard: ongoing monitoring: speedometer, odometer<br />Alerts: notifications that require action: maintenance, low oil, low gas, door ajar<br />Reports: detailed information: mechanic diagnostic reports<br />
    8. 8. Example 1: Customer Loyalty & Revenue<br />Why? Because your customers are more likely to spend with you than new prospects<br />How?<br />Improve customer service<br />Marketing more effectively back to customers<br />Measured by:<br />Resolution to customer issues within X hours/days<br />Additional revenue from customers<br />Alerted in real-time for:<br />Service cases (from key customers) overdue<br />Customer deals at 75% in sales cycle<br />
    9. 9. Example 2: Increase Wins with New Prospects<br />Why? Can’t grow business on existing customers alone; Finite # of leads<br />How?<br />Increase # qualified leads (prospect nurturing)<br />Improve win ratio<br />Measured by:<br /># Qualified leads<br />Win/loss ratios (based on competitor, rep or other)<br />Alerted in real-time for:<br />Leads not followed up<br />New deals entered for X$ against X competitor<br />
    10. 10. Your Example<br />
    11. 11. Your Example<br />
    12. 12. Your Example<br />I need to be alerted whenever __________________ to be on track to reach this goal.<br />I need to be alerted whenever __________________ to be on track to reach this goal.<br />I need to be alerted whenever __________________ to be on track to reach this goal.<br />
    13. 13. Your Example<br />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.<br />I need to be alerted whenever __________________ to be on track to reach this goal.<br />I need to be alerted whenever __________________ to be on track to reach this goal.<br />
    14. 14. 3 Requirements to Stimulating Your Business<br />
    15. 15. Case: Production Automation Manufacturer<br />Background:<br />Market: Production Automation solutions for Manufacturers<br />Sales cycle: 2 weeks to 5 years<br />Business Goal: <br />Improve customer service & loyalty<br />Improve sales win ratios<br />Business Challenges:<br />No access to central customer information or issues<br />Manual compiling of Excel spreadsheets for sales reports<br />Inability to understand customer profitability, sales rep performance weaknesses, win/loss<br />
    16. 16. Case Solution: Production Automation Manufacturer<br />Consolidated accounts, sales deals/forecasts, and service cases into central system<br />Enabled account managers to see status of service cases before meeting with clients<br />Migrated former Excel templates into CRM system for sales deal tracking<br />Enabled managers to see information to:<br />Pipeline reports for revenue per month by various criteria to see ]underperforming areas of business by region, product sales rep and more.<br />Understand sales cycles by rep from inception to close<br />Provide sales coaching to improve sales cycle management<br />
    17. 17. Case Solution: Production Automation Manufacturer<br />
    18. 18. Case Solution: Production Automation Manufacturer<br />
    19. 19. Case Solution: Production Automation Manufacturer<br />
    20. 20. Case Results <br />Improved management insight into sales performance<br />Enabled managers to identify critical areas for coaching<br />Enabled sales staff insight into service issues<br />Improved service case resolution by improving efficiencies and visibility into status of cases<br />Improved sales win ratios by understanding competitors, identifying sales process improvement opportunities<br />Increased sales by identifying & focusing on most profitable products and customers<br />
    21. 21. Other Examples to Stimulate your Business<br />
    22. 22. Maximizer Mobile CRM<br />Accounts & Leads:<br /><ul><li> Notes
    23. 23. Profile
    24. 24. Log Calls, Emails
    25. 25. Maps</li></ul>Sales & Service:<br /><ul><li> Sales forecasts
    26. 26. Service cases
    27. 27. Tasks
    28. 28. Calendar
    29. 29. Store data on device
    30. 30. Synchronize wirelessly
    31. 31. Real-time look-ups
    32. 32. Mobile Dashboard
    33. 33. Document Library
    34. 34. Integrated with BlackBerry</li></li></ul><li>Dashboards<br />
    35. 35. Alert Email:<br /><ul><li>Leads not followed-up (example)
    36. 36. Lead details
    37. 37. Sales rep assigned
    38. 38. Date lead entered
    39. 39. # of days since follow-up</li></li></ul><li>Thank you! Next Steps<br />Download the Business Stimulus Kit from Maximizer<br />Call Maximizer to book a 1-hour Executive Consultation appointment<br />Required attendees:<br />Customer-facing or senior operations business executive and manager(s) <br />Contact your Account Manager:<br />1-800-804-6299<br /><br />