The document discusses customer relationship management (CRM) as a vital strategy for B2B businesses to manage customer interactions and data in order to enhance retention and sales. It highlights key CRM tools and trends, along with the pros and cons of CRM software, emphasizing challenges such as data security and sales team resistance to data entry. The statistics reveal a growing reliance on CRM technology among B2B companies as they struggle with customer loyalty and engagement.

1. Marketing Automation
Customer Relationship Management

2. CRM:
Customer Relationship Management-
Refers to practices, strategies and tools that companies use to
manage and study customer exchanges and data
The goal is to grow business relationships with customers,
assisting in customer retention and driving sales
Comiled by author from source: bizible.com Image source: google Images

3. CRM:
Solving B2B Problems-
B2B Business Are
Driven by Buyers
Buyers are typically ¾
of the way through the
purchasing journey
before interacting with
suppliers
By 2020 More Than
85% of Decisions Will
be Made Without any
Human Interaction
How can organizations
win a sale with no
personal contact?
Compiled by author from source: the-future-of-commerce.com Image source: Google Images

4. CRM:
Solving Sales Problems-
Organize customer
interactions in a
central location
Track customer
habits, actions and
preferences
Measure success of
campaigns
Provide instant
metrics
Manage customer
service requests &
information
Track industry
trends
Helps Boost The
Business Goals of an
Organization
Delivers Personalized
Service
Provides a Central
Documentation
Location
Compiled by author from source: aptean.com

5. CRM:
Components-
Prospect Lead Opportunity Quote
Customer
Service
Case
Management
Approvals Dashboarding
Pipeline
Compiled by author from source: atginfo.com

6. CRM:
Tracking Calls Software-
Customer Dials Connects
Dial/Connect
Ratio
Dial/Opportunity
Ratio
Dial/Deal
Ratio
Brianna
Wells
3,844 384 10:1 349:1 3,844:1
Tim Chan 4,310 387 11:1 410:1 3,977:1
Brad
Cooper
3,973 342 12:1 199:1 728:1
Using RingDNA, call history is automatically uploaded to your CRM software:
Compiled by author from source: bizible.com

7. CRM Top 10 Tools:
Newest-
Streak Pipedrive Infusionsoft Zurmo
Infor
Epiphany
Intercom
Compiled by author from source: 10bestcrm.com Image Source: Google Images
2016

8. CRM:
Pros-
A B2B business
may hold
valuable
customer data
in a number
of places
A CRM stores
data in one
place,
creating a
single view of
the customer
Compiled by author from sources: the-future-of-commerce., wavecentric.com Image Source: Google Images
CRM software has the ability to
generate reports and give you
analytics that track sales and show
your progress in other areas
Today, you can get remote systems,
either web-based or cloud-based

9. CRM:
Cons-
Some CRM reflects the old model in
which the salesperson initiates the
action, so it is flawed
CRM charts a path from initial lead,
to phone communication, to the face-
to-face meeting finally negotiation
Today the buyer decides when they
want to engage the salesperson
A Large Company
May Find it Hard to
Handle Customer
Relations as the
Number of Customers
and Staff Grow
Everyone needs to
have access to this
information
CRM Puts all of Your
Customer Data in
One Place, But This
Can Pose a Security
Threat
If the system is
breached, all of your
customer data could
be compromised
Compiled by author from source: webinknow.com

10. CRM:
Sales Trends-
Most people in sales don’t like
CRM because it requires them to
log in and record every action
with a potential customer
This takes valuable time away
from their primary task—
selling—and diverts it toward
data entry and maintenance
Salespeople feel CRM software
should be focused on helping
them deliver a better buying
process
Compiled by author from source: webinknow.com Image Source: Google Images

11. CRM:
Statistics-
The B2B sector is finding it hard to
maintain customer relationships
68% percent of B2B executives feel
that customers are less loyal than they
used to be
95% of B2B companies are using CRM
technology just to stay in the game
Compiled by author from source: the-future-of-commerce.com

12. Contact Us for the Full Presentation:
Mediacontact USA Inc.
13575 58TH Street North #160
Clearwater, Fl. 33760
T: 727 538 4112
E: contact@mcusa.co
www.mediacontactusa.com

13. Sources Cited:
 " Advanced Technology Group. Web. 08 Feb. 2016.
http://atginfo.com/monetization-ecosystem/marketing-automation/
 "3 Problems Every B2B Brand Solves with CRM." The Future of Customer
Engagement and Commerce. 2015. Web. 02 Feb. 2016. http://www.the-
future-of-commerce.com/2015/08/03/crm-b2b-trends/
 "6 Ways B2B Marketers Use Their CRM To Achieve Dramatic Growth." 6 Ways
B2B Marketers Use Their CRM To Achieve Dramatic Growth. Web. 02 Feb.
2016. http://www.bizible.com/blog/b2b-marketers-crm-best-practices
 "10 Best CRM Software February 2016." 10 Best CRM Software. Web. 08 Feb.
2016. http://www.10bestcrm.com/software/

14. Sources Cited:
 "Definition of a CRM System - CRM System Defined - Aptean." Aptean. N.p.,
n.d. Web. 20 July 2016. http://www.aptean.com/additional-crm-and-erp-
related-links-pages/crm-resources-folder/definition-of-a-crm-system
 "The Hidden Dangers of CRM Systems and Sales Force Automation Platforms."
The Hidden Dangers of CRM Systems and Sales Force Automation Platforms.
Web. 08 Feb. 2016. http://www.webinknow.com/the-hidden-dangers-of-crm-
systems-and-sales-force-automation-platforms
 The Pros and Cons of Customer Relationship Management Software
http://www.wavecentric.com/the-pros-and-cons-of-customer-relationship-
management-software/