Complete crm

•Download as PPTX, PDF•

0 likes•345 views

Businesses need to put the C back in CRM. What does this mean? This means tracking, managing, and utilizing data from each and every touch point that you have with your leads and customers. From phone calls and ebook downloads, to website visits and social interactions, all of this data is useful for both your sales and marketing. Go even further by throwing Predictive Analytics into the mix, and you have a recipe for success.

Business Technology

Putting the C back in CRM
Take command. Create demand.

The times they are a-changin’
Bob Dylan, 1964
Figure it out
My Mom
Give me six hours to chop down a tree,
and I will spend the first four sharpening the axe.
Abraham Lincoln

What changed?
Information
Automation
Transportation
THINKING

Is this organization going to survive?
Millennials
Gen X
Baby Boomers Leadership
VP
Technical
Senior
Managers
Operations
Marketing
AE,
Creative
Sales Mgr
Sales Staff

The Difference
What endures a changing climate?

The Survivor
Innovation + Adaptation + Agility

Behavioral Change in Progress
Baby Boomers
Gen X
Millennials
Work socially
Do not like hierarchy
Connectors
& Translators
Leaders
Managers

What does this mean for CRM?
(or more importantly, for business)

You are not alone
70%
…of leads generated are not ready
to make a purchase
88%
…of business leaders know
they need to get closer to the customer
23%
Average reported incorrect data
in contact management systems
•Gartner, Jupiter, 2013

Changes in CRM
Collaboration Confidence
Competence Caring
COMPLETE
What does the “C” stand for, anyway?

How does your organization stack up?
Creative Order
•Personalized content
•Predictive analytics driven by integrated information
•Data-driven, collaborative culture, tests business model
Order
•Marketing automation in place, workflows used
•Scored contacts
•Measure online/offline ROI, ability to adapt strategy
Controlled Chaos
•Grouped contacts, custom data and processes
•Dedicated marketing team – email, social, mobile, events
•Sales team “uses” CRM
Chaos
•No accountability
•Lost / hidden information in departments
•Fragmented software

Do you have a relationship with your
CRM? Do your leads & clients?
Good relationships are two-way.

CRM Success Rates
Success
Fail
63% of CRM Implementations Fail
(80% of Sales Automations Fail)

Why Does CRM Fail?
0%
10%
20%
30%
40%
50%
60%
CRM Not a Priority Lack of Executive
Sponsorship
Lack of Mgmt
Bandwidth
Lack of Customer
Insight
* Merkle, 2013

Success or failure depends on the
ability of a company to adapt to the
modern business climate
- Me

COMPLETE CRM
Marketing
SalesOperations
Take command of sales and marketing with a single, powerful, efficient platform
Collaborate with your customers to create demand

What does success look like?
Complete
Collaborative
Customer-
Centric
Caring
Courageous
Competitive
Demand
Growth
Efficiency
Relevance
Software Leadership Success

Take Command of your Funnel
CRMSocial
Website
Offline
(Print, events)
Content
Marketing
SEO/PPC
Retargeting
Affiliates
Lead
Nurturing

Pipeline
Stage 1 Stage 2 Stage 3 (PAYMENT)
(FIRST
CONTACT)
7 days 19 days
71% 34%

Automated Lead Nurturing
Lead
Drip
Campaigns
Forms & Auto-
Responders
Web Content
& Tracking
Conversion
Tracking
CRM
Workflows
Email
Marketing
Meetings &
Demos
Tickets &
Chats Lead
Scoring
Predictive
Analytics
Personalization
Collaboration

Create Demand with Engagement
• Projects
• Tickets
• Service
• Events
• Newsletters
• Landing pages
• Webinars
• Content Mktg
• Events
• Webinars
• Surveys
• Social
• Newsletters
• Upselling
• SMS
• Affiliates
Re-
marketing
Collaboration
OperationsEducation
CRM

Evidence
Turnover down 50%
Revenues up 38%

Evidence
Sales management overhead time reduced 40%

This document provides 9 tips for improving the relationship between the CMO and marketing through better measurement and data quality. The tips include benchmarking analytics maturity, focusing on credibility over justifying budgets, adapting frameworks to specific needs, creating marketing forecasts, comparing marketing metrics to other factors, addressing common data issues, translating data into financial impacts, maintaining campaign continuity, and asking questions about business relevance. The overall message is that marketing should measure business results rather than just activities and focus on data quality as the key to successful measurement.

Crm done right for nzsug 20091111

Thomas Wieberneit

This document outlines steps for implementing CRM successfully: 1) Identify strategic and tactical needs by analyzing all initiatives to resolve business issues and portfolio management considering corporate, departmental, and IT strategies. 2) Categorize needs into compliance, strategic, efficiency, and growth initiatives based on factors like regulations, customer knowledge, cost reduction, and sales growth. 3) Prioritize CRM initiatives by business value using metrics related to business value, IT efficiency, and financial impact to create a balanced portfolio considering risks and success probability. 4) Integrate prioritized initiatives into a roadmap and execute while measuring results and revising the plan.

2017 SMB Cloud Summit: Scaling the Customer Acquisition Wall (Bredin)

Localogy

Strategies for high-value relationship marketing in the cloud era

James Darrall MSc

2017 SMB Cloud Summit: Investment Climate for Small Business SaaS – Temperatu...

Localogy

Can gamification increase roi of sales crm

CRM Gamified

Gamification techniques like leaderboards and progress tracking can help increase user engagement with customer relationship management (CRM) systems and improve their return on investment (ROI). Poor adoption of CRM software is a major barrier to ROI for many companies. Gamification addresses three key challenges to CRM ROI: lack of accurate and updated data, lack lack of engagement from busy sales teams, and lack of clear context around important metrics. By applying game elements to CRM activities through tools like live leaderboards and automatic recognition of achievements, gamification can boost user engagement, data quality, and a culture focused on key performance indicators to maximize the benefits of CRM systems.

CRM 101 – The Value of Implementing CRM Software

BAASS Business Solutions Inc.

The document discusses the value of implementing a CRM (Customer Relationship Management) software system like SageCRM. It defines CRM as a system for managing sales, marketing, customer service, productivity, processes and more. It explains that CRM is necessary for all organizations to track and analyze interactions with customers, prospects and partners. The presentation provides information on when organizations are ready for CRM, where to learn more, and how CRM can impact an organization by providing a central system to manage all customer relationships and interactions.

Sage e-Marketing and CRM

Sageukofficial

This document discusses how CRM (customer relationship management) and e-marketing are more effective when used together. It argues that e-marketing needs CRM to send targeted, personalized messages based on customer insights and data. Meanwhile, CRM benefits from e-marketing by having a way to automatically market to customers and feed new data back into CRM to keep the customer profiles up-to-date. The best approach is to integrate the two systems fully so marketing activities can drive sales and sales activities can inform marketing, creating a continuous feedback loop that qualifies leads and helps close more deals.

This document discusses how focusing on data, rather than just CRM applications, can accelerate sales transformations. It notes that 63% of CRM initiatives fail and outlines some common reasons why, such as having bad or incomplete data in the CRM. The document recommends taking a "data-first" approach by integrating all relevant customer data from across systems into the CRM using data management tools. This provides sales reps a single view of accurate customer information. It claims this can boost sales productivity by 15% or more. The document emphasizes that an organization's competitive advantage lies in its data and how it's used.

Modern CRM – So Much More Than A Sales Tool

Redspire Ltd

Modern CRM systems allow sales and marketing teams to better integrate and share customer data insights. This enables improved segmentation, product development, and use of multiple marketing channels. Modern CRM uses big data analytics to gain deeper customer understanding from various sources like web, mobile, social media. Effective CRM requires organizations to prepare teams through communication, training, and developing a collaborative culture before implementing new technology. Benefits include centralized lead management, aligned sales and marketing metrics, automated processes, and a single customer view to improve performance.

Eloqua; Modern Marketing

Michel Van Woudenberg

Modern marketing faces increasing complexity and challenges in engaging customers. While four out of five CMOs expect high complexity over the next five years, only half feel ready to handle it. Traditional approaches are no longer effective as the separation between sales and marketing breaks down and data floods in without insights. Measuring return on investment has become essential but few marketers have defined metrics. Customers now think differently, requiring a new approach based on detailed profiles and tailored engagement.

Breakdown the Silos in your Channel Sales

Marcus Tewksbury

The document discusses problems with the traditional insurance agent sales channel model and proposes solutions. Specifically, it notes that efforts are duplicated across carriers, distributors, and agents; data is not shared; and the sales cycle is lengthened. It also notes issues with inconsistent branding, lead handoffs extending the customer lifecycle, and duplication of efforts. The document proposes using technology to eliminate steps in the sales cycle and connect prospect behavior to marketing programs to close the loop. It also discusses squeezing partner margins by beefing up co-op marketing to eliminate distributor services.

Insightly productivity workplace_infographic_010716

Loretta Jones

Cloudforce Essentials 2012 - Intro to Salesforce CRM

Salesforce_APAC

This document introduces Salesforce CRM and provides a safe harbor statement for any forward-looking statements. It discusses how Salesforce CRM can help companies grow along major metrics like sales by over 27% on average, according to a customer survey. It notes that many companies struggle with issues like not enough pipeline, reps underperforming, and limited insights. Traditional systems are holding companies back with manual processes and disconnected systems. Salesforce CRM can help grow revenue through its cloud, mobile, and social capabilities by improving metrics like the sales pipeline by 32% and sales productivity by 32%.

Mobile CRM with Insightly

Loretta Jones

How Salesforce Enables a Unified View of Customers

HIC Global Solutions

With increasing social media and technology integration, there is an opportunity for businesses to tap into customer data. Consumers no longer want to be bombarded with irrelevant marketing message they expect a personalized and unified experience from the businesses they engage with. They are increasingly seeking a uniform level of engagement from businesses, regardless of their size. In order to meet these expectations, businesses need to enable all their customer facing teams to capture data and build insights. The importance of creating a comprehensive and accurate understanding of the customer is thereby increasing each day. Although building a complete customer view has valuable payoffs, it can become a major challenge for businesses today.

Social CRM

Sanjay Singh

How Programmatic Advertising Pulled The Trigger On (Dis)Trust

MediaPost

Driving Effectiveness Offer To Orderx

basaxby

Marketing automation solutions integrated with CRM systems can improve business efficiencies from offer to order by: 1) Allowing CEOs to monitor the entire process from marketing campaigns to orders. 2) Providing sales teams with up-to-date prospect profiles and behaviors to qualify leads. 3) Helping CMOs analyze marketing program effectiveness and target offers more easily. 4) Giving CFOs visibility into how marketing spend translates to revenue.

Presentation 4-mktg manualtoc

Limousine Expert Consulting

This document is a marketing guide that provides an extensive list of topics and strategies for marketing a transportation business. It includes sections on prospecting customers, online and offline marketing techniques, effective sales strategies, templates, and tips for performance excellence and success management. The guide offers advice on everything from email campaigns and social media to direct mail, trade shows, and developing strategic alliances to help transportation companies promote their brand and increase sales.

1. Introduction to CRM - Cloudforce Auckland

Stu Jones

Salesforce is the world's #1 sales application. It allows companies to grow revenue along every major metric by providing a cloud, mobile, and social platform. Customers report average improvements of 27% in sales, 32% in pipeline and lead conversion, 32% in sales productivity, 25% in rep performance, and 44% in completing insights when using Salesforce. The presentation provides a demonstration of Salesforce's capabilities. It thanks partners for their support.

Inspiredcog1

Apollo Valves, Manufactured by Conbraco Industries

This document describes the services offered by COG Solutions to help grow businesses. It lists their solutions in various industries like sports, healthcare, and education. Their core competencies include marketing strategy, creative design, data management, and targeted communications like direct mail, email, and social messaging. The document emphasizes that each of their solutions contributes to the larger goal of growing a business and that their marketing is a 24/7 conversation, implying they can help communicate with customers at all times. It claims their campaigns on average see a 38% conversion rate.

Webinar CRM ADOPTION

Doble Group, LLC

The document discusses factors that contribute to low adoption rates of CRM implementations, which studies show fail between 47-80% of the time. Key factors include: not engaging users in design/implementation; lack of alignment between CRM automation and user processes; lack of understanding around the CRM purpose; and low perceived value by management or users. The document provides tips to increase adoption such as understanding user inefficiencies, sharing best practices, and recognizing top CRM users.

Crm + Marketing in the cloud

Complete crm

Recommended

Recommended

More Related Content

What's hot

What's hot (19)

Viewers also liked

Viewers also liked (10)

Similar to Complete crm

Similar to Complete crm (20)

More from GreenRope

More from GreenRope (20)

Recently uploaded

Recently uploaded (20)

Complete crm

Editor's Notes