So many tools at your disposal in the new CRM culture
John has one of those catchall compartments in the front seat of his car. He lifts the lid and there it is – his car phone charger, his tire compression tool, a bunch of gum, his ipod (why, oh why do I still have that!) three bolts, two batteries and that napkin with the address for that new prospect he’s meeting in 45 minutes. Not sure how the ketchup pack got in there either.
He met this guy at the reception last week. They exchanged notes. His company was Teck something, tech global, tekk world, hmm…it’s all on the sheet of paper.
He can’t call back to the office. Nobody knows this company. He can’t remember exactly what they discussed either. He just knew he could sell this guy if he got in front of him.
Obviously John’s not the most organized salesperson. He could probably get in front of the client but then what? How much longer before that call – and that process would fall apart.
A well-developed CRM system can solve John’s problems and keep him on the road longer, stress-free knowledgeable and productive.
You can hear how a CRM system can improve customer interaction, sales productivity and opportunity management in NYC on Feb. 2. For all the details and to register for the Cloud Strategies sponsored event at Microsoft headquarters featuring Microsoft Dynamics MVP Rick McCutcheon, clickhere.
If John had a mobile CRM app, when he first met his potential client, he’d take his information and place it right into his CRM system. He’d rate him as a prospect, lead, hot or whatever the case may have been. He would set up the timing of a meeting and he would make notes on what exactly he had learned about the client – business needs, previous interactions with the company, even personal notes. Because once you leave that first encounter the nuances of that conversation are gone. Better record them while you can.
If the potential client already had an order history with John’s company that would already be recorded.
He would know every time the client called to complain, ask questions, etc. because the CRM is hooked up to the customer relations and service department.
It could all can be called up at a moment’s notice on his mobile app as well as his office computer.
When John goes to visit any potential client, his CRM would have filled him in everything he needs to know about the fellows business. He knows trends for the client’s industry. He knows who his other customers in that industry space are.
He would be knowledgeable, informed and confidently be able to build a game plan moving forward.
Sales staff carry larger lists than before. We’re doing business with people in our backyard, across the country, around the globe like never before. Competition is tough – so tough. But when you are prepared and have complete customer knowledge at your fingertips, your chances of success are that much greater.
If you are in NYC Feb. 10, come here Microsoft CRM MVP Rick McCutcheon speak on Planning for CRM success.