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To Save Time in Your Sales Process

It would be nice if you could make a single sale and have the revenue sustain your company forever. But in order to grow your organization, a steady stream of income is required.

When a company first starts out, there probably isn’t much of a sales process, or team, in place. The one or two sales hires target prospects, introduce them to your company, and close deals according to their own preferred methods.

However, as your business grows, sales leaders will need to implement a repeatable, scalable process to turn a trickle of income to a steady, predictable stream. With all salespeople using the same systems and playbooks and adhering to the same process, the sales organization becomes a well-oiled machine instead of a Frankenstein-esque contraption stuck together with duct tape.

What’s the secret to accelerating sales growth? While people and process usually precede systems, sales is somewhat of an exception. The right customer relationship management system (CRM) can actually help empower people and define process.

Learn how a CRM system can accelerate your business’ growth, bring in profitable, happy customers, and enable your sales team to sell better and faster. 


Sell Better Faster

Sales today is a far cry from what it was just 20 years ago. The advent of search and social media means sales is now more about research and careful customization than knocking on doors and “spray and pray.”

But different doesn’t always mean better. Even though changing times necessitate new approaches, some salespeople merely transfer their old methods to modern channels.

It’s not totally their fault. Change is hard, and sometimes, scary. But not to fear -- in this bold, new world of sales, the right CRM system can not only enable salespeople to update their practices, but also give them a competitive edge.

Example: Swiftpage ACT! - Customer and Contact Management

Affordable and easy to use for the past 30 years! This trusted solution helps individuals and small business get started on using and adopting a CRM system. ACT! uses business apps like Zapier, that increase sales productivity.

Zapier Apps and ACT.gif


Consider and Explore Sales Outreach

CRM to the rescue. A CRM that integrates with your marketing automation system gives sales reps a comprehensive picture of the prospect’s recent interactions with your company. And the value of this knowledge is hard to overestimate.

Let’s say a prospect downloaded an eBook on a specific industry trend yesterday. Armed with this insight, the sales rep can then customize their cold email to mention this trend, and offer their expertise. Since the topic is evidently top-of-mind for the prospect, the sales rep stands a much better chance of grabbing their attention with this email and receiving a response.

On the other hand, the sales rep would take a much different approach if the same contact checked out the product’s pricing page in the last hour. A demo or free trial is a much more appropriate and interesting offer in this case.

A tight bond between marketing automation and CRM enables sales reps to layer context onto their outreach. And this, in turn, helps their emails and calls to stand out amidst a sea of bland, generic pitches.

 

bpm'online timeline history

Account history timeline bpmonline CRM

 


Using Existing CRM Functionality

The unrealized benefits of using existing CRM functionality can have a large impact on your sales team. There is a lot of 'bells and whistles' that can come with CRM and not all features are implemented right away. Don't forget about them 6 months or a year down the road! Effectively using your core CRM functionality and tweaking it to your unique business needs is why you choose that specific CRM in the first place.

Example: Infor CRM

Infor_CRM_Xbar_1.1_member_view.jpg

 


Drive Engagement and Conversation

InboxGuru is built to provide marketers of companies using Infor CRM with a tool that is simple to install and learn, yet powerful enough to facilitate the more complex campaigns such as drip, trigger and nurture. It does not require IT involvement and directly leverages the core Infor CRM database and related custom data as its data source.  This means that the solution eliminates troublesome synchronization routines that often fail when an external system has to account for custom tables.

One of the helpful and smart features of InboxGuru marketing automation system with Infor CRM is the "Daily Report Alert" that each person gets in their Inbox for the prior day's sent emails. This includes:

  • A count of the emails opened compared the number of emails sent to be tracked
  • A count of the embedded links what were clicked from within the email, such as a link to your web site product page.
  • A count of the number of PDFs viewed that were attached to the tracked emails sent out.   This can help to determine if that important proposal was viewed.
  • A count of the number of YouTube videos viewed.
  • A count of the number of web pages viewed on your web site.

Accelerate Your Sales

Example:Inbox Guru

Infor CRM Lead or Contact record shows that person's interactions under the History tab.

Email transactional history- 17 times.jpg

 

Snap shot of Lead Activity - Know what happened after you click send!

Lead Card- Kuvana.jpg

 


Reach out to us today! We can help determine which solution is best for your business.

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Related Articles:

Shortcut and Productivity Tips for Sales Reps Using Infor CRM

Close more sales deals with less work

Get daily insight into who your emails reach and when

Accelerate the Speed to Revenue - ACT! Integration with Zapier

Topics:   Inbound marketing Business Growth Enabler eMarketing Effectiveness Sales Productivity Improvements

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