MY SALES PEOPLE WON'T USE MY CRM! WHAT YOU CAN DO ABOUT IT.
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Join Sales Growth Hub co-founder, Craig Klein, for a presentation on why sales people resist using CRMs, why CRM success is crucial to your business’ future and how to build a CRM your sales people love and your business can thrive with.
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MY SALES PEOPLE WON'T USE MY CRM! WHAT YOU CAN DO ABOUT IT.
- 1. Craig Klein Co-Founder – Sales Growth Hub Founder and CEO – SalesNexus Sales Growth Hub Webinar Series
- 2. What is the Sales Growth Hub? Trusted Experts in Growing Businesses! Webinars, Videos, Articles, eBooks, all FREE! Community where businesses and sales and marketing leaders meet.
- 3. Areas of Expertise • Lead generation • Search engine optimization • Social media • Web design • Web development • Sales consulting • Sales coaching • Sales tools and software • Customer relationship management • Sales training • Sales management • Marketing consulting • Email marketing • Branding • Video production • Public relations • Pay-per-click advertising • Digital marketing
- 4. Hub Members
- 5. Webinar Schedule 12/17: 5 Must Do’s to Boost Pay per Click and Online Ad Results Fair Marketing Web Marketing Team
- 6. My Sales People Won’t Use the CRM! Craig Klein, CEO SalesNexus.com
- 7. I Can’t Use It! Busy… meetings, making calls, sending emails, traveling, working on proposals, blah, blah, blah…
- 8. Natural Resistance Structure is their natural enemy! Corporate goals – structure and systems and procedures When systems don’t work, we tear it down and create a new one Need to focus on the people Search Youtube.com for “Dave Blanchard Stress and Structure”
- 9. CRM Failure Failed to sell it to sales Failed to close the loop
- 10. CRM Success 1. How to sell it to sales! 2. How CRM leads to 10% sales increase MINIMUM!
- 11. CRM Attempts Time constraints Path of least resistance No process defined No clear expectations of sales communicated “Let’s just start trying to use it”
- 12. CRM Success Sales Buy in Consistent Input Defined Process Re-enforcement - measurement
- 13. Is CRM strategic? • Is your Internet presence important? • Are your competitors generating leads in ways you’re not? • Can you identify which marketing spending is most profitable? CRM is the P & L statement of your marketing and sales process
- 14. Process
- 15. Process
- 16. Process
- 17. Process • Enable Communication • More specific • Teachable • Coachable • Actionable
- 18. Goals Lead flow by source – get more leads that buy Lead qualification – get leads your sales people can close
- 19. Goals Proposals, Presentations, Demos, etc. – forecast sales
- 20. Goals
- 21. Goals • Repeat Best Practices – do what works every time • Automate – right message at the right time; more time closing, less time prospecting • Sales Training and Coaching – know what works and what’s not working
- 22. How to do it? 1. Identify Sales Process 2. Sources of Leads 3. Identify Metrics and Goals 4. Design CRM for optimum efficiency of data capture to drive measurement 5. Create campaigns - New web lead, New Lead, New Client, Previous Client 6. Build Processes and Automate 7. Migrate data – accounting, sales, marketing, operations, etc. 8. Training - Admin, Management, Marketing, Sales. Define required use, metrics and goals and how to measure/analyze 9. Tune Up - (after 2 to 4 weeks) - debrief with key users to identify challenges and limitations and identify solutions.
- 23. Quick Tip Try SalesScripter.com 1. Calling Scripts 2. Qualifying Questions 3. Objection Responses 4. Pre-call, post call, follow up emails 5. Content Marketing Outline – Lead Nurture topics! 6. Much more!
- 24. What is my sales process? 1. Sources of leads 2. Actions • 1st step and on-going for each source • Sales engagement steps 3. Qualification requirements for each step 4. Quantification – proposal, estimate, etc.
- 25. Lead Nurturing
- 26. Lead Nurturing 250000 350000 450000 550000 650000 Current w Lead Nurturing Sales 10% increase in sales!
- 27. Lead Nurturing Web Leads? 25% or more!
- 28. Case Studies Lead nurturing – Better Business Bureau • Growing online Ad spend • Conversions not closing • Automated lead nurturing solution • Increase sales 25%
- 29. Lead Nurturing 10% increase in sales! • New Web Lead • New Lead • New Client • Past Client • 3 to 5 emails per campaign • FAQ Style
- 30. Lead Nurturing 1. Write down 5 to 10 questions that potential clients ask sales people most often 2. Each question becomes an email. Examples: Are you spending money on expensive maintenance? If so, take a look at this recent article, “5 ways to reduce maintenance costs.” Are you wondering what will happen if your pump systems fail? If so, take a look at this recent article, “3 simple backup plans for pump systems”
- 31. Lead Nurturing
- 32. Lead Nurturing
- 33. Selling it to Sales Talk to them – get input, make them part of the process What can we do to make your life easier? To help you sell? What work would you rather not have to do? Emphasize the strategic importance and opportunities Better leads / More leads Crucial aspect of new initiatives – new products, new markets, etc. Lead Nurturing – show them the math! Automation Define the requirements clearly What does the sales person HAVE to do at each step in the sales process? Train and support them as they learn and adapt
- 34. Selling it to Sales Give them what they want! Rewards • Contests • Incentives • Cash • ‘at a boys! Leads • Web leads • Other New Leads – call ins, referrals, etc. • Lists • Purchased • Trade Shows/Associations
- 35. Your Questions Find Questions in the GotoWebinar control panel and type them in!
- 36. What Next? Register at www.salesgrowthhub.com/event
- 37. What Next? Sales Process Optimization Program 1. SalesScripter.com Walk Through 2. Identify Sales Process 3. Document Sources of Leads 4. Identify Metrics and Goals 5. Create Dashboards for Management, Sales, Marketing, Others 6. Design CRM for optimum efficiency of data capture to drive measurement 7. Create campaigns - New web lead, New Lead, New Client, Previous Client 8. Build Processes and Automate 9. Migrate data – accounting, sales, marketing, operations, etc. 10. Training - Admin, Management, Marketing, Sales. Define required use, metrics and goals and how to measure/analyze 11. Tune Up - (after 2 to 4 weeks) - debrief with key users to identify challenges and limitations and identify solutions.
- 38. What Next? Sales Process Optimization Program 1. SalesScripter.com Walk Through 2. Identify Sales Process 3. Document Sources of Leads 4. Identify Metrics and Goals 5. Create Dashboards for Management, Sales, Marketing, Others 6. Design CRM for optimum efficiency of data capture to drive measurement 7. Create campaigns - New web lead, New Lead, New Client, Previous Client 8. Build Processes and Automate 9. Migrate data – accounting, sales, marketing, operations, etc. 10. Training - Admin, Management, Marketing, Sales. Define required use, metrics and goals and how to measure/analyze 11. Tune Up - (after 2 to 4 weeks) - debrief with key users to identify challenges and limitations and identify solutions.