Getting real results with sales
          technology




 Brian Pickett           Andy Schultz
 PickettCRM                ...
What do you seek?
 New customers                                           Renewal & up-sells
                          Hi...
Sales Technology
 CRM (Customer Relationship Management Software)

                                     Website


Email


...
What is CRM?
How do you get results?
                   Goals



Strategies / Objectives    Actions
Goals
 Def.-What do you want in the long-term?
Carefree Catering Scenario
Goal 1                                    Goal ...
Strategies
 Def.- How are you going to reach your long term goals?
Carefree Catering Scenario
Goal 1
     Increase sales ...
Objectives
 Def.-What will you do to fulfill your strategies?
Carefree Catering Scenario
Goal 1
     Increase sales witho...
Measurements
 Def.- How will you know you are on track?
Carefree Catering Scenario
Goal 1
     Increase sales without inc...
Actions
 Def.-What steps will you take (The goals for your CRM!).
Carefree Catering Scenario
Goal 1
     Increase Sales, ...
Strategies
 Def.- How are you going to reach your long term goals?
Carefree Catering Scenario
Goal 2
     Make marketing ...
Objectives
 Def.-What will you do to fulfill your strategies?
Carefree Catering Scenario
Goal 2
     Make marketing dolla...
Measurements
 Def.- How will you know you are on track?
Carefree Catering Scenario
Goal 2
     Make marketing dollars go ...
Actions
 Def.-What steps will you take?
Carefree Catering Scenario
Goal 2
     Make marketing dollars go farther
Strategy...
CRM Goals
 Def.- How will your CRM get you real results?
Carefree Catering Scenario
Goal 1                               ...
Questions?

Brian Pickett          Andy Schultz
PickettCRM             Invoc
(832) 632-7343         (713) 240-3549
brian@p...
Getting real results with sales technology
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Getting real results with sales technology

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A unique approach using CRM to generate high quality leads, close sales prospects more frequently, keep customers coming back and contain costs.

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Getting real results with sales technology

  1. 1. Getting real results with sales technology Brian Pickett Andy Schultz PickettCRM Invoc (832) 632-7343 (713) 240-3549 www.pickettcrm.com www.invoc.net
  2. 2. What do you seek? New customers Renewal & up-sells High quality leads Increase market-share Grow Revenue Keep customers coming back Contain costs Close sales prospects more frequently Greater brand & reputation Higher profits
  3. 3. Sales Technology CRM (Customer Relationship Management Software) Website Email Social Media
  4. 4. What is CRM?
  5. 5. How do you get results? Goals Strategies / Objectives Actions
  6. 6. Goals  Def.-What do you want in the long-term? Carefree Catering Scenario Goal 1 Goal 2 Increase sales w/o increasing costs Make marketing dollars go farther
  7. 7. Strategies  Def.- How are you going to reach your long term goals? Carefree Catering Scenario Goal 1 Increase sales without increasing costs Strategy Make sales reps more productive (more leads, more sales, etc)
  8. 8. Objectives  Def.-What will you do to fulfill your strategies? Carefree Catering Scenario Goal 1 Increase sales without increasing costs Strategy Make sales reps more productive (more leads, more sales, etc) Objectives 1. Create more time for “selling” by freeing up time spent on admin & finding information. 2. Deploy and automate a drip marketing campaign
  9. 9. Measurements  Def.- How will you know you are on track? Carefree Catering Scenario Goal 1 Increase sales without increasing costs Strategy Make sales reps more productive (more leads, more sales, etc) Objectives 1. Create more time for “selling” by freeing up time spent on admin & finding information. 2. Deploy and automate a drip marketing campaign Measurements 1. Phone calls, meetings, etc. 2. Active prospects, Pipeline, 3. Sales & income
  10. 10. Actions  Def.-What steps will you take (The goals for your CRM!). Carefree Catering Scenario Goal 1 Increase Sales, without Spending More Money Strategy Make sales reps more productive Objectives 1. Create more time for “selling” by freeing up time spent on admin & finding information. 2. Deploy and automate a drip marketing campaign Actions: 1. Keep all information on a lead, prospect, client in one place & easy to update. 2. Build & run email drip campaigns & automate delivery where possible. 3. Make it easy to assign follow-up actions and automate where possible.
  11. 11. Strategies  Def.- How are you going to reach your long term goals? Carefree Catering Scenario Goal 2 Make marketing dollars go farther Strategy Continually redirect marketing spend to most productive outlets.
  12. 12. Objectives  Def.-What will you do to fulfill your strategies? Carefree Catering Scenario Goal 2 Make marketing dollars go farther Strategy Continually redirect marketing spend to most productive outlets. Objectives 1. Measure the results of marketing campaigns (leads, customers). 2. Measure the profitability of each customer. 3. Compare results of marketing campaigns to income and profits.
  13. 13. Measurements  Def.- How will you know you are on track? Carefree Catering Scenario Goal 2 Make marketing dollars go farther Strategy Continually redirect marketing spend to most productive outlets. Objectives 1. Measure the results of marketing campaigns (leads, customers). 2. Measure the profitability of each customer. 3. Compare results of marketing campaigns to income and profits. Measurements Results of individual campaigns: 1. Number of top-quality prospects 2. Income 3. Profits
  14. 14. Actions  Def.-What steps will you take? Carefree Catering Scenario Goal 2 Make marketing dollars go farther Strategy Continually redirect marketing spend to most productive outlets. Objectives 1. Measure the results of marketing campaigns (leads, customers). 2. Measure the profitability of each customer. 3. Compare results of marketing campaigns to income and profits. Actions: 1. Track leads & customers back to each marketing campaign. 2. Track actions affecting profit of each customer (effort-to-close, support needs). 3. Reports on effectiveness of every marketing campaign (leads, income, profits).
  15. 15. CRM Goals  Def.- How will your CRM get you real results? Carefree Catering Scenario Goal 1 Goal 2 Increase Sales, w/o Spending More Make marketing dollars go farther Money CRM Goals: CRM Goals: 1. Keep all information on a lead, 1. Track leads & customers back to each prospect, client in one place & easy to marketing campaign. update. 2. Track actions affecting profitability of 2. Build & run email drip campaigns & each customer (effort-to-close, automate delivery where possible. ongoing support). 3. Make it easy to assign follow-up 3. Reports on effectiveness of every actions and automate where possible. marketing campaign (leads, income, profits).
  16. 16. Questions? Brian Pickett Andy Schultz PickettCRM Invoc (832) 632-7343 (713) 240-3549 brian@pickettcrm.com aschultz@invoc.net www.pickettcrm.com www.invoc.net

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