This is a summarized presentation about aspects of strategic business development for start-up companies. The presentation was delivered to a group of 8 startup companies under Ibtikaar project of Ministry of Communication and Information Technology of Government of Afghanistan by Aghaez Founder, Ahmad Fahim Didar.
Considering a CRM for your Professional Services Business?
Looking for ways to use your CRM more effectively as a Sales Leader?
Want tips on how to align marketing and sales processes?
Then we think you'll dig this presentation.
sales-i can help you overcome many business challenges in what has quickly become a competitive trading environment. Take 2 minutes to see how we could help you.
Whether you are a start-up, SMB, or a Fortune 500 company, high customer retention is crucial for surviving and thriving in this highly competitive business environment. This presentation focuses on importance of customer retention and gives 5 easy steps to getting the retention engine started.
The importance of customer feedback in customer service and supportSalesBabuCRM
Customer feedback is the personal experience shared by the customers/ clients about their satisfaction or dissatisfaction with the product or service they have received. The feedback can be positive or negative depending upon the customer’s experience.
Access the full presentation in the on-demand webinar: http://bit.ly/1PAiaCz
The average salesperson spends less than 35% of their time selling. Just think of what increasing the time spent selling – even by 10% – could do to our revenues. Watch the webinar here: http://bit.ly/1PAiaCz to learn:
- How to better guard your time
- How to focus on activities that drive revenue
- What routine tasks you should consider automating
A question that any businessperson is going to ask after closing that first sale is: How can I keep that customer now that I have them?
The answers to that question add up to account management. It is the set of activities needed to keep your customers once you have sold them.
http://www.pipelinersales.com/ A robust sales process can become a key driver to help you achieve your sales and revenue targets and grow your business.
In this presentation you will:
- Explore the reasons why scalability in your sales process is so important;
- Reveal some proven tactics you can deploy to achieve this.
Is your sales process scalable? What practices do you use to ensure your sales process copes with the growth of your business? Please let us know in the comments below.
--
Source: http://blog.pipelinersales.com/sales-process-management/scalable-sales-process/
Considering a CRM for your Professional Services Business?
Looking for ways to use your CRM more effectively as a Sales Leader?
Want tips on how to align marketing and sales processes?
Then we think you'll dig this presentation.
sales-i can help you overcome many business challenges in what has quickly become a competitive trading environment. Take 2 minutes to see how we could help you.
Whether you are a start-up, SMB, or a Fortune 500 company, high customer retention is crucial for surviving and thriving in this highly competitive business environment. This presentation focuses on importance of customer retention and gives 5 easy steps to getting the retention engine started.
The importance of customer feedback in customer service and supportSalesBabuCRM
Customer feedback is the personal experience shared by the customers/ clients about their satisfaction or dissatisfaction with the product or service they have received. The feedback can be positive or negative depending upon the customer’s experience.
Access the full presentation in the on-demand webinar: http://bit.ly/1PAiaCz
The average salesperson spends less than 35% of their time selling. Just think of what increasing the time spent selling – even by 10% – could do to our revenues. Watch the webinar here: http://bit.ly/1PAiaCz to learn:
- How to better guard your time
- How to focus on activities that drive revenue
- What routine tasks you should consider automating
A question that any businessperson is going to ask after closing that first sale is: How can I keep that customer now that I have them?
The answers to that question add up to account management. It is the set of activities needed to keep your customers once you have sold them.
http://www.pipelinersales.com/ A robust sales process can become a key driver to help you achieve your sales and revenue targets and grow your business.
In this presentation you will:
- Explore the reasons why scalability in your sales process is so important;
- Reveal some proven tactics you can deploy to achieve this.
Is your sales process scalable? What practices do you use to ensure your sales process copes with the growth of your business? Please let us know in the comments below.
--
Source: http://blog.pipelinersales.com/sales-process-management/scalable-sales-process/
This short slide deck explains Customer Success simply and concisely, so that you can communicate the benefits of a CS department to your executives, or explain to your clients why they should implement CS automation.
While qualifying a lead might be relatively simple, opportunity management is a bit more complex. Selling today requires flexibility, judgment, and a focus on results—not process. There comes a point when the salesperson knows best when to take a particular action. In other times, flexible, intuitive CRM solution is the backbone of your opportunity management.
Ways to Build an Award Winning Customer Service StrategyNaina Rajput
Businesses are continuously trying to deliver good services to their customers. As we all know, good customer service leaves a positive impact on customer mind and increases the chances of getting recommended. Here we have listed some ways through that you can create an award-winning customer service strategy.
Maria joined CIM in March 2016 taking responsibility for CIM’s Marketing, Product, Public Affairs and Digital activities.
Previously Maria was Marketing Director at PDSA and prior to this Marketing Director for National Express Group. Her experience spans a range of businesses in Travel, Transport, Retail, Automotive and Not for Profits with high profile brands such as TUI, Thomsonfly.com, Virgin Trains, Nissan and Dunlop.
Maria is an experienced Director, having worked across a range of disciplines including marketing, sales, e-commerce, customer experience and PR. She has led a number of brand and digital transformations.
She believes in combining customer focus with great marketing to grow businesses and deliver brilliant customer experiences.
Generic presentation on how to establish an Inside Sales (telephone sales) department, including determining team objectives, development of Inside Sales team, adapting marketing messages to Inside Sales delivery, sales call process, and evaluation of both team and individual team members.
Presentation is a sanitized version of one delivered to a specific company; budgets, specific marketing messages, and timeline implementation targets have been removed.
Presentation made by Diogo Rebelo at the DRI Marketing Automation event (http://marketing.automation.pt/) on October 30th 2014.
In this presentation, Diogo goes over the concept of Marketing Automation. Much more than a set of tools or a series of emails, Marketing Automation is a strategy that encompasses all the touchpoints between a company and a customer, throughout the whole customer lifecycle.
Marketing Automation is the most advanced way to speak to prospects and clients about your business services and products. Schedule emails and communications based on interest, don't just spam. Learn more!
Justifying the Investment for Customer Success TechnologyTotango
Traditionally, CRM systems were designed around sales and service. In the new realities of recurring revenue business models, in which customer value spans beyond a one-time sale, enterprises are now faced with challenges of retention, upsell and optimizing the entire revenue cycle.
In this webinar, Guest Speaker Kate Leggett, VP, Principal Analyst from Forrester Research and Guy Nirpaz, Totango Co-Founder & CEO and the author of “Farm Don’t Hunt - The Definitive Guide to Customer Success” discuss:
- A reality in which CRM systems need to span beyond sales and service in the subscription economy
- The emergence of Customer Success Technology that allows companies to focus on customers
- Ways to optimize the entire revenue cycle Customer Success, as a model and methodology, represents an opportunity for enterprises to break down the silos of customer data and business processes.
Learn how this will lead to operational improvements around customer centricity and growing recurring revenue.
In 2014, Twitter users tweeted 277,000 times every minute. Facebook users shared more than 2.4 million pieces of content. And Instagram users posted 216,000 new photos. Do you know how much of that digital information was created by your audiences about your brand or organization? And how much of it was in response to your marketing efforts? How can you sift through volumes of social data to tell which element of your paid, owned and earned campaign activity is the most effective?
Join this webinar to learn:
--How to stop being overwhelmed by the amount of social data out there by using the appropriate measurement tools.
--How to figure out which of your marketing efforts are actually paying off.
--How to use social listening to find out who is talking about your brand and on which platforms.
--How to move from data to actionable insights.
Simplifying the Complexities of Customer Success in the EnterpriseTotango
How do you manage customer success if your company sells multiple products into accounts? Across multiple regions? Or through a variety of resellers? All these variables can make your goal - delivering value to all product end-users - a challenge.
Watch this webinar to hear from customer success veteran, Catherine Blackmore, GVP of Customer Success at Oracle Marketing Cloud, to learn why so many enterprise organizations struggle with simplifying customer success processes, managing all customers, and being able to accurately forecast recurring revenue. She is followed by Guy Nirpaz, CEO of Totango, who shares how enterprise organizations can break down the complexity by gaining visibility into all levels of their account relationships to grow revenue and drive greater product value and adoption.
About Totango:
Totango is a customer success platform that helps recurring revenue businesses simplify the complexities of customer success by connecting the dots of customer data, actively monitoring customer health changes, and driving proactive engagements. Leading companies use Totango to reduce churn, grow predictable revenue, and maximize customer value over time.
An overview on how to ensure your CRM yroject will become an epic success. This presentation does not aim to cover all aspects, but focus on topics that have been important either in failure or success from my point of view, backed by research and business literature on relevant topics.
DOWNLOAD and read the speakers notes to get the full Picture, they are quite comprehensive on all slides
This short slide deck explains Customer Success simply and concisely, so that you can communicate the benefits of a CS department to your executives, or explain to your clients why they should implement CS automation.
While qualifying a lead might be relatively simple, opportunity management is a bit more complex. Selling today requires flexibility, judgment, and a focus on results—not process. There comes a point when the salesperson knows best when to take a particular action. In other times, flexible, intuitive CRM solution is the backbone of your opportunity management.
Ways to Build an Award Winning Customer Service StrategyNaina Rajput
Businesses are continuously trying to deliver good services to their customers. As we all know, good customer service leaves a positive impact on customer mind and increases the chances of getting recommended. Here we have listed some ways through that you can create an award-winning customer service strategy.
Maria joined CIM in March 2016 taking responsibility for CIM’s Marketing, Product, Public Affairs and Digital activities.
Previously Maria was Marketing Director at PDSA and prior to this Marketing Director for National Express Group. Her experience spans a range of businesses in Travel, Transport, Retail, Automotive and Not for Profits with high profile brands such as TUI, Thomsonfly.com, Virgin Trains, Nissan and Dunlop.
Maria is an experienced Director, having worked across a range of disciplines including marketing, sales, e-commerce, customer experience and PR. She has led a number of brand and digital transformations.
She believes in combining customer focus with great marketing to grow businesses and deliver brilliant customer experiences.
Generic presentation on how to establish an Inside Sales (telephone sales) department, including determining team objectives, development of Inside Sales team, adapting marketing messages to Inside Sales delivery, sales call process, and evaluation of both team and individual team members.
Presentation is a sanitized version of one delivered to a specific company; budgets, specific marketing messages, and timeline implementation targets have been removed.
Presentation made by Diogo Rebelo at the DRI Marketing Automation event (http://marketing.automation.pt/) on October 30th 2014.
In this presentation, Diogo goes over the concept of Marketing Automation. Much more than a set of tools or a series of emails, Marketing Automation is a strategy that encompasses all the touchpoints between a company and a customer, throughout the whole customer lifecycle.
Marketing Automation is the most advanced way to speak to prospects and clients about your business services and products. Schedule emails and communications based on interest, don't just spam. Learn more!
Justifying the Investment for Customer Success TechnologyTotango
Traditionally, CRM systems were designed around sales and service. In the new realities of recurring revenue business models, in which customer value spans beyond a one-time sale, enterprises are now faced with challenges of retention, upsell and optimizing the entire revenue cycle.
In this webinar, Guest Speaker Kate Leggett, VP, Principal Analyst from Forrester Research and Guy Nirpaz, Totango Co-Founder & CEO and the author of “Farm Don’t Hunt - The Definitive Guide to Customer Success” discuss:
- A reality in which CRM systems need to span beyond sales and service in the subscription economy
- The emergence of Customer Success Technology that allows companies to focus on customers
- Ways to optimize the entire revenue cycle Customer Success, as a model and methodology, represents an opportunity for enterprises to break down the silos of customer data and business processes.
Learn how this will lead to operational improvements around customer centricity and growing recurring revenue.
In 2014, Twitter users tweeted 277,000 times every minute. Facebook users shared more than 2.4 million pieces of content. And Instagram users posted 216,000 new photos. Do you know how much of that digital information was created by your audiences about your brand or organization? And how much of it was in response to your marketing efforts? How can you sift through volumes of social data to tell which element of your paid, owned and earned campaign activity is the most effective?
Join this webinar to learn:
--How to stop being overwhelmed by the amount of social data out there by using the appropriate measurement tools.
--How to figure out which of your marketing efforts are actually paying off.
--How to use social listening to find out who is talking about your brand and on which platforms.
--How to move from data to actionable insights.
Simplifying the Complexities of Customer Success in the EnterpriseTotango
How do you manage customer success if your company sells multiple products into accounts? Across multiple regions? Or through a variety of resellers? All these variables can make your goal - delivering value to all product end-users - a challenge.
Watch this webinar to hear from customer success veteran, Catherine Blackmore, GVP of Customer Success at Oracle Marketing Cloud, to learn why so many enterprise organizations struggle with simplifying customer success processes, managing all customers, and being able to accurately forecast recurring revenue. She is followed by Guy Nirpaz, CEO of Totango, who shares how enterprise organizations can break down the complexity by gaining visibility into all levels of their account relationships to grow revenue and drive greater product value and adoption.
About Totango:
Totango is a customer success platform that helps recurring revenue businesses simplify the complexities of customer success by connecting the dots of customer data, actively monitoring customer health changes, and driving proactive engagements. Leading companies use Totango to reduce churn, grow predictable revenue, and maximize customer value over time.
An overview on how to ensure your CRM yroject will become an epic success. This presentation does not aim to cover all aspects, but focus on topics that have been important either in failure or success from my point of view, backed by research and business literature on relevant topics.
DOWNLOAD and read the speakers notes to get the full Picture, they are quite comprehensive on all slides
Introduction to Customization in dynamics crm 2016Firoz Muhammed
To learn more about Dynamics 365 and Power Apps visit www.dynamics365academy.com.
Subscribe YouTube Channel: https://www.youtube.com/channel/UCMBU1f6rshoFVB90yGwRE0w| training@magnifez.com | +91 9739 222 782
Getting started with Microsoft dynamics crm 2016Firoz Muhammed
It was the slide deck I presented on the 'Microsoft dynamics CRM developers meetup- Hyderabad' on 13th August 16.
The Content of the presentations is:
What is CRM?
Intro to Microsoft Dynamics CRM
Microsoft Dynamics Stack
History of Dynamics CRM
Basic CRM Terminologies
Basic Modules in Dynamics CRM
New Features in Dynamics CRM 2016
Certification path for Dynamics CRM
To learn more about Dynamics 365 and Power Apps visit www.dynamics365academy.com.
Subscribe YouTube Channel: https://www.youtube.com/channel/UCMBU1f6rshoFVB90yGwRE0w| training@magnifez.com | +91 9739 222 782
Smarter Sales Process in Dynamics CRM 2015 - Part 1: Lead QualificationJukka Niiranen
Webcast notes from "A Non-Developer's Guide to Smarter Sales Processes in Microsoft Dynamics CRM 2015", as presented on MSDynamicsWorld.com on May 6th, 2015. This first part looks at the lead qualification process in Dynamics CRM and demonstrates a way how the process can be customized to support scenarios, where a new opportunity record should not be automatically created when qualifying a lead record. The customization tools used include branching Business Process Flow (BPF), Real-Time Workflows, Business Rules and Quick View Forms.
The Many Faces of Sales Enablement: How to Drive Revenue Through Retention Ma...Aggregage
In a pandemic, it’s more important than ever to focus on retaining and expanding current customers. So, how can sales and marketing support the retention effort? Join Ruth Stevens as she dives into this fast-paced session and reviews the 7 key strategies for current customer marketing, to enable sales and expand customer value.
Objectives:
1- introduction
2- Evolution of Marketing
3- CX Definition
4- Why is CX important for your business
5- The benefits of delivering a great CX
6- What is a good CX
7- The difference between CX & CS
8- The CX Cycle
9- Ways to Communicate your Customer
10- Measuring CX
11- Analyzing CX
3. Who we are
100% Afghan owned leading organization
trusted for business consulting services,
located in Kabul-Afghanistan
What we do
1. Marketing Consulting
2. Management Consulting
3. Information System Consulting
Clients
7. Customer
lifecycle
Customer life cycle is a term
used to describe the
progression of steps a
customer goes through when
considering, purchasing,
using, and maintaining loyalty
to a product or service
12. • Searching for prospects or
leads in data sources like:
– Magazines,
– Directories,
– Trade Shows,
– Cultivate Referrals,
– Internet
– Outdoors
– TV & Radio
– Or your own marketing efforts
1. Prospecting
13. • Deciding how to allocate
time among prospects and
customers by prioritizing
customers based on
– Demand
• Hidden
• Revealed
– Purchasing power
– Decision pattern
2. Targeting
14. • Communicating information
about the products/services,
– Decide on the best approach of
communication
– Select best timing to deliver the
information
– Plan an overall sales strategy for the
prospect
3. Communicating
15. • Approaching, presenting, answering
objections, and closing sales,
– Approach:
• Plan the relationship for a good start
• Understand the Need
– Presentation:
• Customer Oriented
• Select the best approach to present
– Canned
– Formulated
– Need – Satisfying
– Overcome Objections
• Clarify the objection
• Make the buyer to answer his own
questions
4. Selling
16. • Follow-up and maintenance are
necessary to ensure customer
satisfaction and repeat business.
– Immediate terms negotiations
– Providing various services to
customers
– Consulting on problems
– Rendering technical assistance
– Relationship calls
5. Follow-up
17. • Conducting market research and
doing intelligence work
– Analysis of information generated
in each step
– Finding out the best method
worked to close sales
– Finding out the worst practices
6. Information
Gathering
20. a system for managing a
company's interactions with
current and future customers.
It often involves using
technology to organize,
automate, and synchronize
sales, marketing and
customer service.
What is CRM?
21. • Marketing team hunts for
leads and prospects and
pass it on to the sales team
Marketing
22. • Sales team track the
opportunities, start to
approach, close the deal
and pass on the customer to
the technical and customer
service team
Sales
23. • The first sell is always result of
sales team, the subsequent are
result of CS efforts
• Customer service team arrange
to maintain the customer
through entertaining each and
every issue customer faces or
potential issue customer may
face
Customer
service
I am Ahmad Fahim Didar the CEO and Founder of Aghaez Business Consulting Company
I have done my bachelors in computer science from Preston Institute of Management Sience and Technology Karachi – Pakistan
I hold my MBA in Information Systems from Maniple University in Sikkim India
Through out my career I have worked as senior developer in MOF, Director of MIS MAIL, Executive Director in Toyota Motor Corporation, After Sales Director in Toyota Afghanistan
I have been working with several business in startup phases and in growth phases, I have also worked in re-engineering of business
Do anyone remember this slide? These are the stages a for development of a successful business
What plays the role of blood in these stages, especially the later two? It is the cash flow the money
To translate the cash flow in business terms it is really a customer
But do the customers come to you easily? If they came easily will they stay with you for longer time?
To make both possible you need to understand the customer lifecycle
Why value?
Because you cannot sell something which is not valuable for a particular person.
A piece of meat is never a value for a vegetarian, thus he will never pay for it, however it has a value for a non-veg.
This how a customer from unknown is changed to a loyal customer and your business is feed with it
That is not all that easy, you need to have proper and organized plan of actions to makes it happen
Here is the role being played by a system called the process of sales, lets see what it is
Why value?
Because you cannot sell something which is not valuable for a particular person.
A piece of meat is never a value for a vegetarian, thus he will never pay for it, however it has a value for a non-veg.
There are number of models developed by scholars and companies
Among them the two peak and the 7 step by Philip Kotler are the popular ones.
Regardless of what process you choose, These are the activities that you will be involved with when start selling
Take maximum out of the efforts with maximum efficiency
We will study each in detail
Prospecting and qualifying.
The first step in selling is to identify and qualify prospects. Companies can generate leads by examining data sources (newspapers, directories,
CD-ROMs, Web sites); exhibiting at trade shows to encourage drop-bys; inviting
customers to suggest the names of prospects; cultivating referral sources such as suppliers, dealers, and bankers; contacting trade associations; engaging in speaking
and writing activities that draw attention; using the telephone, mail, and the
Internet to find leads; and dropping in unannounced (cold canvassing). Companies
can then qualify the leads (by contacting them by mail or phone) to assess their
level of interest and financial capacity. The hottest prospects are turned over to the
field sales force, while the merely warm prospects are turned over to the
telemarketing unit for follow-up.
Resources are always limited, especially for the start ups
Y
You need to identify how to manage the resources strategically to get maximum benefiting from investing them
See you really is in needs and has the purchasing power, how soon the decision can be made
Decides how to get the relationship off to a good start. Find out similarities
When meeting with the prospect, the rep should open with a positive
statement and then concentrate on understanding the buyer’s needs through
careful questioning and active listening. avoid distracting mannerisms.
From the different types of presentation use the best one. The oldest is the canned approach, a memorized sales talk covering the
main points. It is based on stimulus-response thinking; that is, the buyer is passive
and can be moved to purchase by the use of the right stimulus words, pictures, and
actions. The formulated approach is also based on stimulus-response thinking but first
identifies the buyer’s needs and buying style and then uses an approach formulated
to this type of buyer. The need-satisfaction approach starts with a search for the
customer’s real needs, after which the salesperson takes on the role of a
knowledgeable consultant to help the customer save or make more money.
To handle these objections, the
salesperson maintains a positive approach, asks the buyer to clarify the objection,
asks questions that lead the buyer to answer his or her own objection, denies the
validity of the objection, or turns the objection into a reason for buying.
Follow-up and maintenance are necessary to ensure
customer satisfaction and repeat business. Immediately after closing, the salesperson
should cement any necessary details on delivery time, purchase terms, and other
matters that are important to the customer. The salesperson should schedule a followup
call when the initial order is received to check on proper installation, training, and
servicing. The purpose is to detect any problems, assure the buyer of the salesperson’s
interest, and reduce any cognitive dissonance that might have arisen. The salesperson
should also develop a maintenance and growth plan for the account.
Follow-up and maintenance are necessary to ensure
customer satisfaction and repeat business. Immediately after closing, the salesperson
should cement any necessary details on delivery time, purchase terms, and other
matters that are important to the customer. The salesperson should schedule a followup
call when the initial order is received to check on proper installation, training, and
servicing. The purpose is to detect any problems, assure the buyer of the salesperson’s
interest, and reduce any cognitive dissonance that might have arisen. The salesperson
should also develop a maintenance and growth plan for the account.