Surado Crm Increasing Sales

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The success of your business is largely dependent on your Sales Team‚ the lifeblood of any organization.
In an increasingly competitive environment, sales teams need to skillfully manage a range of
competencies and toolsets. Presentations, literature fulfillment, revenue forecasting, sales follow-up, lead
generation, cross-selling / up-selling and scheduling appointments and activities are all part of a day's
work. To achieve peak performance, Sales Teams need easy-to-master tools which provide consistent,
accurate and effective results that translate into increased revenues and profitability.
The Surado CRM Sales module empowers sales teams by providing an intuitive system that presents a
comprehensive single view of the customer across your entire organization. Combine this with a
powerful Knowledge Base and automated business rules to create a consistent sales methodology
throughout your entire team. With Surado CRM, your Sales teams are enabled to manage the complete
prospect to customer life-cycle with efficiency and effectiveness.

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Surado Crm Increasing Sales

  1. 1. Increasing Sales White Paper How Surado CRM Can Increase Your Sales A White Paper for the Sales Professional Preface The success of your business is largely dependent on your Sales Team‚ the lifeblood of any organization. In an increasingly competitive environment, sales teams need to skillfully manage a range of competencies and toolsets. Presentations, literature fulfillment, revenue forecasting, sales follow-up, lead generation, cross-selling / up-selling and scheduling appointments and activities are all part of a day's work. To achieve peak performance, Sales Teams need easy-to-master tools which provide consistent, accurate and effective results that translate into increased revenues and profitability. The Surado CRM Sales module empowers sales teams by providing an intuitive system that presents a comprehensive single view of the customer across your entire organization. Combine this with a powerful Knowledge Base and automated business rules to create a consistent sales methodology throughout your entire team. With Surado CRM, your Sales teams are enabled to manage the complete prospect to customer life-cycle with efficiency and effectiveness. This white paper only discusses the Surado CRM Sales module. For more information on other Surado CRM modules and product options, including Contact & Account Management, Marketing Automation, Customer Service and Integration, please visit www.SuradoCRM.com. Contents • Why Do You Need A CRM Solution? .................................................. 2 - Benefits of a CRM Solution for the Sales Team .................................2 • Surado CRM Solutions for Sales Teams ...............................................3 - Key Features .....................................................................................3 - Benefits ............................................................................................ 3 • Opportunity Assessment ................................................................... 4 • Opportunity & Pipeline Management ............................................... 4 • Quote and Proposal Management ......................................................5 • Up-Selling, Cross-Selling Automation ..................................................5 • Sales Methodology Using Business Process Automation ....................6 • Revenue Forecasting and Probability Assessment ..............................6 • Competitor Analysis - Recognizing Strengths and Weaknesses .......... 7 • Leads Management .............................................................................7 • Connect Your Mobile Staff ................................................................. 8 • Reporting and Analysis .......................................................................8 • Conclusion .........................................................................................8 • About Surado ......................................................................................9 - Surado CRM Solutions ......................................................................9 Copyright © 1996-2003 Surado Solutions, Inc. All Rights Reserved. Surado and Surado CRM Solutions are trademarks of Surado Solutions, Inc. 1
  2. 2. Increasing Sales White Paper Why Do You Need A CRM Solution? The Sales Process or Opportunity Life-Cycle is the manner in which you Generate Leads, Qualify an Opportunity, Review "A CRM Solution Competition, Develop and Present a Value Proposition, Secure that provides a Agreement Support, Order Fulfillment and not only maintain, but robust Sales Build the Relationship. Module can To successfully execute the Sales Process, a Sales Team has to provide insights secure a methodology that makes sense to the organization for the products and services they provide. It also must be flexible into inefficiencies for dynamic changes in business environments. A CRM Solution that can cripple that provides a robust Sales Module can not only help streamline an organization's Sales Processes but also provide insights into inefficiencies that can cripple an organization's growth. growth." Benefits of a CRM Solution for the Sales Team 1. Provide a consistent and coordinated sales process across the entire team. 2. Identify and track the real decision makers, focusing energy on those authorized to make the decision. 3. Target resources toward highly qualified opportunities. 4. The team gets a 360-degree view of each customer. 5. Create and track proposals that provide cost justification and customer-oriented value propositions. 6. Know your competition before proposing your solutions and structure your presentation to emphasize your strengths. 7. Empower sales teams with powerful research and reporting tools. 8. Increase efficiency by integrating with effective third-party applications. 9. Learn from your mistakes. 10. Enable "Bottom to Top" reporting with ease. 11. Maintain contact with your customers, even when on the road. Copyright © 1996-2003 Surado Solutions, Inc. All Rights Reserved. Surado and Surado CRM Solutions are trademarks of Surado Solutions, Inc. 2
  3. 3. Increasing Sales White Paper Surado CRM Solutions for Sales Teams Surado CRM provides an easy means of building an intimate profile of each customer account and managing every stage of an opportunity life-cycle, from initial contact to presentations to contract negotiations to sale, all the way through fulfillment and post-sales service and support activities. With Surado CRM, sales professionals can manage customer accounts and opportunity life-cycles with ease. Key Features • Opportunity Management • Forecasting & Pipeline Analysis • Lead Generation & Routing Contact & Account SALES • Sales Team Management AUTOMATION Management • Quotes & Proposals • Competitor Intelligence • Campaign Source Tracking • Automated Business Triggers • Sales Rep Productivity Analysis Marketing Customer • Knowledge Base Automation Service Benefits • Easy-To-Use Integration • Rapid Implementation • Easily Customizable • Simple to Forecast, Plan & Strategize • Fully Integrated with other Surado CRM Modules, including Marketing and Customer Care • Seamless Integration with Microsoft Outlook, Word, Excel • Integrates with Popular PDAs • Disconnected Solution for Mobile Sales Staff • Empower Sales Staff with Powerful Reporting tools • Web Access • Win/Loss Analysis • Literature Fulfillment • Cross-sell and Up-sell Analysis Copyright © 1996-2003 Surado Solutions, Inc. All Rights Reserved. Surado and Surado CRM Solutions are trademarks of Surado Solutions, Inc. 3
  4. 4. Increasing Sales White Paper Opportunity Assessment Before you embark on any opportunity, you must be sure of the potential sales volume and the reasonable probability of securing the sale. The first thing an Account Manager must do is to qualify the opportunity. Surado CRM provides the ability to customize even the most sophisticated assessment criteria. Answering the following questions early in the sales process will eliminate unnecessary risks before embarking on an expensive sales project with little or no return. • Do you understand the customer's needs? • Does your solution match the requirements? • Is there sufficient funding available to finance the project? • Are you going to be able to deliver in the time- frame requested? "Surado CRM provides • Is this project a high priority for the customer? • Do you know your competition for the opportunity? the ability to • Do you have a strong value proposition? customize even the • Do you have the necessary know-how and resources most sophisticated to execute? • Do you know the customer's decision criteria? assessment criteria." • Do you know who the decision makers are? Opportunity & Pipeline Management When a sales opportunity presents itself, it is important to be able to build an intimate profile of the opportunity, including complete visibility of sales history, milestones, probability and account manager(s) responsible for the successful closing. Once this has been done, sales opportunities can be reviewed in powerful ways: • Quickly forecast opportunities through pipeline visibility by sales stages. • Review opportunities by Account Manager, Sales Groups, Product Lines,Time Periods, Probability and other custom fields. • Analyze trends, cycle timelines and win/loss ratios. • Management can review and compare performances by Account Managers and Sales Teams. • Account Managers and Management can review quotas. • Provide efficient collaboration between team members by providing a clear and consistent approach to sales methodologies and customer information tracking. Copyright © 1996-2003 Surado Solutions, Inc. All Rights Reserved. Surado and Surado CRM Solutions are trademarks of Surado Solutions, Inc. 4
  5. 5. Increasing Sales White Paper Quote and Proposal Management Many CRM systems provide a means of tracking an opportunity but do not provide the ability to create and track detailed line items that form the basis for a proposal or quotation. Surado CRM provides a full- featured Quotation system with the ability to import thousands of products or part numbers that can make up a proposal. In the end analysis, your sales team should be able to quickly create a quote or proposal to be e-mailed, faxed or printed and mailed to the client. Surado CRM not only provides this ability, but also automatically creates opportunity records for quotes or proposals transmitted. Utilizing the Surado Integration Module, a sales proposal or quotation can easily be converted into a sales order and all relevant information transferred automatically into back-office financial systems. Up-Selling, Cross-Selling Automation Surado's Sales and Marketing Modules are tightly integrated. This enables Marketing and/or Sales Managers to quickly data mine existing clients for cross-sell and up-sell opportunities. Cross-sell and up- sell initiatives help maximize the value of existing clientele by analyzing their purchasing habits and targeting particular products or services. Surado's Marketing Module is closely tied to Sales Automation in order to generate the highest response. The goal is to be able to target the right audience with the right product or service followed by an aggressive follow-up either through automated e-mails and/or follow-up calls by Sales Executives. The end result is a high return on the initiative that " Target the can be tracked on a real-time basis during the campaign period. right audience with the right product or service followed by an aggressive follow-up." Copyright © 1996-2003 Surado Solutions, Inc. All Rights Reserved. Surado and Surado CRM Solutions are trademarks of Surado Solutions, Inc. 5
  6. 6. Increasing Sales White Paper Sales Methodology Using Business Process Automation Support of Sales Methodology, which guides account managers through each step of the sales process, can be useful to even the most seasoned salesperson. Methodologies also ensure a consistent and proven series of tested steps that ensure the highest possible closing rates. Surado CRM provides out-of-the-box sales methodologies that can be adapted to third-party sales methodologies. Business process automation not only allows sales team managers to define the various sales stages and the steps necessary to take the client to the next level, but Surado CRM also provides individual Account Managers the flexibility to add their own intermediate steps to those defined by management, to help them execute a winning strategy. Surado CRM provides a consistent, automated approach for streamlining sales operations. From capturing leads from your web site and automatically routing them to the appropriate sales team member for follow-up, creating business rule processes that automatically schedule distribution of literature to creating follow-up activities, Surado CRM will help provide you with the support you need to employ consistent, winning sales methodolgies across your entire team. " Surado CRM provides a consistent, automated Revenue Forecasting and approach for streamlining Probability Assessment sales operations." Once a sales opportunity presents itself, Surado CRM provides the ability to track every stage of the opportunity by client, vertical product or service, source, account managers, size of opportunity, potential closing date and current probability, and detailed line items. Once this information is entered into the system, Surado CRM empowers Account Managers to forecast revenue; review goal attainment levels, entire pipelines and sales cycles and target the most probable clients with the highest priority. The end result is being able to place the highest priority on follow-up of your best prospects. Powerful analytical tools allow managers to review customer leads and target the most profitable accounts. Integrated Internet Resources increase efficiency by researching customers and competitors. Research items can be easily linked to an account for quick and easy retrieval. At any moment, managers can review what is in the pipeline grouped by Account Manager, Sales Team, Sales Stage and/or Product Lines. This real-time information allows them to analyze forecasts and progress toward company goals to create a winning sales team. Copyright © 1996-2003 Surado Solutions, Inc. All Rights Reserved. Surado and Surado CRM Solutions are trademarks of Surado Solutions, Inc. 6
  7. 7. Increasing Sales White Paper Competitor Analysis - Recognizing Strengths and Weaknesses With Competitor Intelligence, identifying competitors is simplified. Track Competitor Strengths, Weaknesses, Ratings and Past Performance while monitoring Win/Loss statistics to better position you and your team in the future. Whether an opportunity is won or lost, standardized reason codes and descriptions can be established to track the results. Knowing your competitors, including strengths, strategies and solutions proposed for specific projects can be critical in helping you develop a winning proposal. It is not enough to have a good product and a fancy presentation--you must be able to address how your solution is a better fit to the customer compared to that of your competition. Reports monitoring won/lost opportunities help ensure optimum on-going results. Leads Management Leads can be generated by a variety of means, including from the Internet, referrals or purchasing targeted mailing lists. Once leads have been procured, it is critical to be able to quickly provide the leads to your Sales Account Manager based on their specialty, territory, etc. so they can follow-up when opportunities are hot. Managing the procurement and timely distribution of leads is extremely important in securing a sale. Surado CRM provides an essential tool that enables managers to automatically distribute leads based on various criteria and track the results. This tool provides managers a clear picture of who is harvesting and "Managing the making the most out of the leads distributed to procurement and timely them. With this knowledge, managers can automatically distribution of leads route leads to the best person on their team to is extremely important in maximize results. securing a sale." Copyright © 1996-2003 Surado Solutions, Inc. All Rights Reserved. Surado and Surado CRM Solutions are trademarks of Surado Solutions, Inc. 7
  8. 8. Increasing Sales White Paper Connect Your Mobile Staff Your sales team needs "anytime, anywhere" access to critical account, opportunity and product information in order to gain competitive advantage and close sales. Surado offers complete offline access to customer account information through a separate disconnected solution. Sales professionals "on the go" no longer have to deal with the frustration of partial or missing account information. Armed with complete customer data, sales professionals are always equipped to take advantage of unexpected opportunities. Easy synchronization features help keep your mobile staff up-to-date with the rest of your organization. Surado also synchronizes contact and schedule information using Palm™ and Pocket PC OS devices including PDAs and mobile telephones. Utilizing a patent pending synchronization technology called Surado Always-In-Sync, mobile sales staff are no longer required to manually synchronize their systems to corporate servers. It is done automatically the moment mobile staff connect their laptops to corporate servers. The end result is that managers always have real-time data at the corporate level from all sales account managers for accurate daily, weekly, monthly, quarterly and yearly performance and forecasting reports. For mobile staff, laptops are always up-to-date with the latest leads and opportunities, not to mention updated account information at their fingertips. Reporting and Analysis Empower your employees with tools that enable them to analyze their own performance on a real-time basis, resulting in improved customer service across all touch points. The power to measure performance not just for a selected few, but for all employees, allows them to be more responsive. Surado provides powerful next-generation business analytics and reporting tools necessary to provide a comprehensive view of your customers. The benefits are faster generation and distribution of reports, more informed decision-making, rapid deployment of changes, increased efficiency and ROI resulting in a reduction in total cost of ownership. Conclusion In today's competitive environment, Sales teams need to be armed with knowledge. Knowledge about their products, their customers, their opportunities, their competitors and the methodology behind a successful winning strategy. The next step is to be able to consolidate all of this knowledge in a way that is easy to access even for the most computer novice Sales Account Manager. The result is a winning combination - the power of knowledge and the ability to access it anytime. This is what Surado CRM Sales is all about; automating in ways that are not only efficient but also effective, enabling you to Know Your Customers and Keep Them for Life! Copyright © 1996-2003 Surado Solutions, Inc. All Rights Reserved. Surado and Surado CRM Solutions are trademarks of Surado Solutions, Inc. 8
  9. 9. Increasing Sales White Paper About Surado Surado Solutions, Inc., founded in 1995, is a privately held company that provides a full spectrum of products and services in Customer Relationship Management (CRM) and E-Business solutions. Surado Customer Relationship Management (CRM) Solutions As an emerging innovator in Customer Relationship Management (CRM) software, Surado is committed to providing powerful, versatile and sensible solutions that help companies know their customers and keep them for life. Surado’s CRM Solutions help organizations increase sales, build customer loyalty and reduce costs while providing better customer service. Our CRM solutions serve a wide range of vertical markets including financial services, healthcare, government and manufacturing. Surado’s Enterprise CRM Solution targets the mid-market and supports major functions as core components of its enterprise suite including sales, marketing, customer service and customer support. Product advantages include a high degree of customization, fast integration with third party applications and advanced security options. Designed to meet the expanding and changing needs of growing businesses, it provides flexibility, scalability, reliability, robustness and an open architecture while enabling fast and easy integration with third-party and customized applications through its powerful Integration Module. To give mobile users a real competitive advantage, Surado provides a powerful disconnected version that allows full and complete access to customer information—even on the road. And by simply connecting laptop to server, Surado Always-In-Sync™ automatically synchronizes both ways between mobile user laptop and server. For more information, please visit www.SuradoCRM.com, call 1-800-4 SURADO (1.800.478.7236), or drop us a note at suradocrm_info@surado.com. Surado Solutions, Inc. 2060 Chicago Ave. • Suite C5 Riverside, CA 92507 USA Surado, Surado CRM Solutions, Surado Enterprise CRM and Surado Always-In-Sync are trademarks of Surado Solutions, Inc. All other company and product names are trademarks or registered trademarks of their respective companies. 1-800-4 SURADO • www.SuradoCRM.com Copyright © 1996-2003 Surado Solutions, Inc. All Rights Reserved. Surado and Surado CRM Solutions are trademarks of Surado Solutions, Inc. 9

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