A - Z Customer Relationship Management
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The #1 Way to Build Trust in Sales

The #1 Way to Build Trust in Sales | A - Z Customer Relationship Management | Scoop.it
Check out these tips and best practices for building trust with prospects, a critical component of sales.
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Talking With: Humm CEO Bernard Briggs on building the customer relationship

Talking With: Humm CEO Bernard Briggs on building the customer relationship | A - Z Customer Relationship Management | Scoop.it
The customer relationship requires knowing the customer, determining their needs and what they expect.
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Customer Relationship Management: 10 Ways to Know You're Doing It Right

Customer Relationship Management: 10 Ways to Know You're Doing It Right | A - Z Customer Relationship Management | Scoop.it
It’s one thing to have a database full of customers, but it’s another thing to have a database full of customers who actually like you.
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Don't lose the election... | Speaking of Business

I'm not speaking of any national or local governmental election, but rather one that is more important to you as a business owner - the election customers
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How do we do ‘customer intimacy?’

How do we do ‘customer intimacy?’ | A - Z Customer Relationship Management | Scoop.it
Last month, we attended a seminar in Singapore. It was a one-day seminar on “customer-centricity.” There were several models covered, but the most time was spent on the “customer intimacy
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7 tools every salesperson needs for success - The Business Journals

7 tools every salesperson needs for success - The Business Journals | A - Z Customer Relationship Management | Scoop.it
Today, technology and the tools that come with it provide such an enormous leap that we wouldn’t think of competing in business without them.
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6 Misconceptions That Will Drag Down Your CRM Strategy

6 Misconceptions That Will Drag Down Your CRM Strategy | A - Z Customer Relationship Management | Scoop.it
Industry experts and analysts explain how to break past inaccurate customer data and other challenges to move your organization’s CRM efforts forward.
Radhika Bhangolai's insight:

6 CRM Myths any business needs to be aware of: 

 

1. The data must be 'clean' - Well, this is quite impossible to have a CRM without any duplicate data unless the CRM restricts it.

 

2. The more data the better - The more relevant data which sales reps can consume the better.

 

3. CRM belongs only to certain departments - CRM is just not for sales teams. It's for your support and marketing teams as well.

 

4. Businesses are stuck with legacy systems - Traditional or big CRMs may not fit your business needs. Choose the that fits your organization.

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3 Ways To Make Your Sales Reps Actually Use Your CRM | Salespoint

3 Ways To Make Your Sales Reps Actually Use Your CRM | Salespoint | A - Z Customer Relationship Management | Scoop.it
Radhika Bhangolai's insight:

If you're thinking about implementing a CRM for your business but don't know how well your sales reps are going to take it, then here are some steps to make sales reps actually use your CRM.

 

1. Get them involved early - Even before you implement a CRM for your business, get your team involved in the decision to actually implement a CRM. After all, your sales reps are the one who are going to use the CRM, so get them involved in the selection process.

2. Training - Train your sales reps to use the system. It would be best to choose a CRM that is simple, easy to use and quick to start off. Also, train them to practice entering their data in the system.

3. Show them what it is capable off - Once your data is in the CRM, let your sales reps view the magic unfold - the analytic, reports which gives insights to make smarter decisions.

4. The Power of Mobile - Your sales reps are doing the rounds most of the time. And if they're just getting into the practice of entering data in CRM, then a CRM with a mobile app is a must!

5. Keep forms and data entry to the minimal - Sales like to sell. They like talking to people and closing deals faster. And they definitely don't like laborious data entry. Make sure you don't get so involved in updating everything in a CRM that you fail to notice that your sales reps are not very happy about it.

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CRM For Legal: Relationships Are Not Easy

CRM For Legal: Relationships Are Not Easy | A - Z Customer Relationship Management | Scoop.it
Please welcome Above the Law's newest legal technology writer, Sean Doherty, who today discusses platforms for customer relationship management (CRM).
Radhika Bhangolai's insight:

How is CRM used in a law firm?

1. Stores client data of all the firm's branches in one place. So they don't land up suing a client.

2. Notifies when someone at the firm interacts with your contact

3. provides restricted access to client information

4. identifies new client service opportunities

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5 Effective Ways to Reheat Cold Leads

5 Effective Ways to Reheat Cold Leads | A - Z Customer Relationship Management | Scoop.it
According to InsideSales.com, you are nine times more likely to convert web leads if you do a follow up within five minutes. And did you know that the best time to email any of your prospects is betw…
Radhika Bhangolai's insight:

My take away points to reheat a cold lead:

1. Personalize your conversations with them. Nobody likes a standard template.

2. Follow their work in Social media. If they have written a blog or posted a tweet, compliment or share your positive views with them.

3. Grab their attention. If you had any previous experiences with that company, craft an email talking about it.

4. If they don't want to switch to your product, tell them you'll contact them after a few months.

5. Don't spam them with emails! That's the last thing they would want from you.

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CRM for Small Personal Service Companies

CRM for Small Personal Service Companies | A - Z Customer Relationship Management | Scoop.it
Do you own a personal service company? Don’t miss out on the big benefits that customer relationship management software can bring to your business.
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​And the Worst CRM in the World Is…(Hint: It Is Not Salesforce)

​And the Worst CRM in the World Is…(Hint: It Is Not Salesforce) | A - Z Customer Relationship Management | Scoop.it
Excel. Excel is the worst CRM in the world. There is no competition. In the late 90s and early 2000s I remember using a CRM that had to sync across each computer from a master database daily. It took…
Radhika Bhangolai's insight:

So the worst CRM anybody can use is Excel. Why?

 

1. It's not feasible to collaborate with your team

2. It does not alert you for renewals and you can't track the progress of a prospect's evaluation.

3. You can't up-sell and you have no clue about your happy customer list to contact for success stories.

4. Your data is scattered. It's not in one place.

5. Excel reporting sucks!

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Small Business Spotlight: How Marketing and Sales Alignment Helped Us Grow More than 1000% in 2 Years

Small Business Spotlight: How Marketing and Sales Alignment Helped Us Grow More than 1000% in 2 Years | A - Z Customer Relationship Management | Scoop.it
If your Marketing team is traveling down a road at 100 miles per hour toward a brilliant campaign, and your Sales team is going down a path in the opposite direction, stopping regularly to scout for…
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Sales Prospecting: Tips, Techniques, & Tools to Succeed

Sales Prospecting: Tips, Techniques, & Tools to Succeed | A - Z Customer Relationship Management | Scoop.it
This sales prospecting guide outlines various tips, techniques, and key strategies to master the sales process.
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Bringing Predictive Analytics Into Your CRM Program

Bringing Predictive Analytics Into Your CRM Program | A - Z Customer Relationship Management | Scoop.it
Predictive Analytics isn’t all math; some of its basic concepts can deliver huge gains from any Customer Relationship Management program. Growth-focused SMEs, without enterprise-scale budgets, wan…
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Software Reviews: 6 Tips on Catering CRM to Millennials

Software Reviews: 6 Tips on Catering CRM to Millennials | A - Z Customer Relationship Management | Scoop.it
What it means to maintain a customer relationship with the informed, connected, "want-it-now" generation.
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Why Big Data Alone Is An Inadequate Source Of Customer Intelligence

Why Big Data Alone Is An Inadequate Source Of Customer Intelligence | A - Z Customer Relationship Management | Scoop.it
The big data market will exceed $46 billion in value by 2018. That’s according to a June 2015 report by the market research consulting firm MarketsandMarkets. With an estimated compounded annual gr…
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Implementing A Sales Process: 4 Classic Mistakes To Avoid

Implementing A Sales Process: 4 Classic Mistakes To Avoid | A - Z Customer Relationship Management | Scoop.it
The sales process is the backbone of a company’s sales operations. In this article, we describe the mistakes made by sales managers in the implementation of the sales process. So it is assumed…
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Your sales process probably isn't working - here's how you can fix it

Your sales process probably isn't working - here's how you can fix it | A - Z Customer Relationship Management | Scoop.it
As a salesperson today, you need a unique set of skills to be successful: working effectively on-the-go, collaborating with your team, and knowing what your
Radhika Bhangolai's insight:

How can you shorten the sales process?

 

If you're cold calling then make sure you're talking to the decision maker, or ask the prospect to direct you to the decision maker. The process is different in each companies so before you jump into the conclusion that there are chances to close the deal, ask them about the approvals and processes in the company, and what's the best way to get talking to the decision maker. 

 

If you're using multiple systems, then your data is definitely scattered across all these systems. You need to integrate it and get all the data in one single place. 

 

But that does not mean you need to swim through the enormous amount of data to get the information you need. Get only the relevant data you need to know about the customer and make sure you get that data instantly.

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How Businesses Choose and Use CRM Software

How Businesses Choose and Use CRM Software | A - Z Customer Relationship Management | Scoop.it
Customer Behavior - The most important factors that influence the purchase of customer relationship management (CRM) software are functionality and ease of use, according to a recent report from Capterra.
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Bizofitinfo's comment, August 11, 2015 2:04 PM
Bizofit provides the list of various CRM solutions. Its 4P Sugar Quadrant helps you evaluate the solutions including Salesforce, Dynamics & several others. Here are couple links that will help you navigate https://www.bizofit.com/business-directory/salesforce/, https://www.bizofit.com/business-directory/service-specialization/crm/
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When Your New Salespeople Get Comfy in Their Chairs: What Data Tells us About Onboarding

When Your New Salespeople Get Comfy in Their Chairs: What Data Tells us About Onboarding | A - Z Customer Relationship Management | Scoop.it
Reps need time to develop and build their skills, practice their pitch, and build relationships. How much time is enough? We took a data-driven approach to find out. The first few months on a new job…
Radhika Bhangolai's insight:

It takes about 9 months for reps to get comfy in their chairs. And it takes about one year to actually rate their performance.

 

So how to reps start off their sales career?

1. Observe - Look around you, observe your colleagues and see what's their day-to-day activities

2. Learn - Learn the product in and out. Believe it will solve the customer's problem. You can sell better if you believe in your solution.

3. Be the Hunter - Choose to be the hunter rather than the farmer. Find new opportunities and leave the nurturing part to the experienced guys. Why? So you'll know your audience and their needs.

4. Research - Get to know all about your potential opportunities before you pass it on to the next level. Research is the key to understand your customers' needs so you're ready with a solution even before they tell their problem

5. Sharpen your listening skills - You've just started off so you're obviously enthusiastic. But hold your horses... Selling is not about you, it's about the customer and their problems and needs. Get into the habit of listening to them before telling your solution.

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A new awakening

A new awakening | A - Z Customer Relationship Management | Scoop.it
A homebuyer enters into the sales pavillion of a Mohali-based developer.
Radhika Bhangolai's insight:

Buyers are now a step ahead of sales teams. They know exactly what they want. They have done their research before approaching you.

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How CRM software benefits business

How CRM software benefits business | A - Z Customer Relationship Management | Scoop.it
Customer relationship management is on target to be a $36 billion market by 2017, overtaking enterprise resource planning as the most significant enterprise tool.
Radhika Bhangolai's insight:

CRM to be a $36 billion market by 2017! CRM a must have if you're selling.

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What are the biggest mistakes salespeople make? | Sales Training | Leadership Training | Sales Training Blog | Attitude Training | Sales Trainer | Leadership Trainer | Jeffrey Gitomer’s Sales Blog ...

What are the biggest mistakes salespeople make? | Sales Training | Leadership Training | Sales Training Blog | Attitude Training | Sales Trainer | Leadership Trainer | Jeffrey Gitomer’s Sales Blog ... | A - Z Customer Relationship Management | Scoop.it
Salespeople make tons of mistakes. I could talk about giving their price too soon, following up incorrectly, trying to use time worn sales techniques, or not being friendly enough.

Via Daniel J Smith, Sergey Ruseev
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CRM acronym checklist - what do they all mean?

CRM acronym checklist - what do they all mean? | A - Z Customer Relationship Management | Scoop.it
CRM acronym checklist - what do they all mean? | Entrepreneurship | National | Bdaily UK | Business News
Radhika Bhangolai's insight:

The many acronyms of CRM

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