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CRM Software: Using Data Correctly

By Steve Stroz on Aug 2, 2019 4:30:00 PM

CRM Software

Data plays a critical role in regard to CRM software. It's the key to nurturing leads, sending personalized emails, and getting in touch with customers right when they're about to place an order.

Of course, to enjoy all these benefits, you need to know how to use the data correctly. This applies not just to your analytics and applications, but to the way you input it as well.

Business 2 Community explains why so many businesses don't know how to input CRM data correctly. According to the article, because many employees have access to the software, it only takes one person to mix up information:

 

"If you don’t know how to use your CRM as best as you can, it could result in staff aimlessly plugging in data. One of these common CRM mistakes involves putting in data incorrectly. Wrong or misplaced data inevitably becomes useless data (especially if you can’t find it). Don’t let that happen to you, or your employees could seriously confuse customer information, ultimately risking losses."

 

CRM data is specific to each individual customer. It's essentially worthless if it all gets scrambled. To avoid this, you need to teach each employee how to input the data correctly. It's a simple process, but there's no room for error. In addition to the initial round of employee training, you should also host regular sessions so they remember the exact steps.

The analytics and applications are a different story. It's up to management to decide what to do with CRM data and how to incorporate it in their marketing strategy. If you're not sure what to do, then you can always reach out for help in this area.

Data is everything when it comes to CRM software. If it's inaccurate, misplaced, or not used correctly, then you won't enjoy the benefits you should. To talk more about CRM software, or anything else, contact us today.

 

 

Topics: CRM Software
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Are You Struggling To Get Emloyees To Use CRM Software?

By Steve Stroz on Mar 26, 2019 4:30:00 PM

CRM Software

If you use CRM software the right way, it can be an essential tool for helping your business with the following:

•obtaining access to customer data easily

•increasing the efficiency of the sales

•improving marketing campaigns

•improving customer satisfaction by providing better customer service

•creating and maintaining better relationships with current customers and future customers

In order for you to get the most out of your CRM software, there are some things you will need to do.

Get Your Employees Prepared

Since your sales team and other employees will be the ones using this software, you have to make sure you train them well enough.

You will need to have the budget, time, and energy to make sure they are getting the best training sessions you can provide. You may need to spend months on getting your employees adjusted to the software so they will feel comfortable when it is actually time to put it to good use.

Put The Software To Good Use You are not going to spend your time and money on a software and not actually use it, are you?

You will need people to actually use the software if you want to improve your business.

We understand that some of your employees may be a little hesitant to use something different, but once you implement the training session you can ensure them it is for the best. You can even offer rewards to the employees who agree to use the software. You can also offer more rewards to those who actually use it and constantly improve their sales with the software.

Have you been wanting to use a CRM software, but are not sure which one will work for your business? Contact us today to find out how you can find the best CRM software for your business operations.

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3 Things to Look for in CRM Software

By Steve Stroz on Mar 20, 2019 3:30:00 PM

 

CRM Software

There are lots of different CRM software out there and it can be hard to know what's right for your business. Here are a few things you should look for regardless of your goals:

Easy access

CRM software, like ACT! or HubSpot, should be easy to access in multiple ways. First of all, it shouldn't take lots of training for your employees to learn the software. They should be able to find their way around it easily enough. In addition, employees should be able to access the software from their mobile devices. The greater access there is, the more data they'll input, and the more effective the software will be.

Clear reports

Data is one of the best things about CRM software, provided that you can actually understand it. It's important to have software that produces clear reports.

According to this Event Industry News article, you should choose CRM software that helps you visualize your results:

"In-depth statistics and analysis can offer huge support for driving your hire business forward. However, if the reporting functionality of your chosen CRM system is difficult to understand or interpret, it’s useless. Be sure to choose a CRM that easily visualizes your results in a way that’s digestible and, most importantly, usable."

Don't just look for statistics and analytics. Make sure there are graphs that can help executives understand your findings.

Good support

Finally, there are going to be issues at some point with your CRM software. When these occur, it's important that you have good support to fall back on.

Good support goes beyond basic troubleshooting. An agency should also explain what went wrong and how you can avoid it in the future.

Other examples of support include helping you understand your CRM reports, providing employee training material, and scheduling regular maintenance. This will all vary from agency to agency. To talk more about CRM software, or anything else, contact us today. 

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4 Signs You Should Consider Implementing CRM Software

By Steve Stroz on Mar 15, 2019 4:30:00 PM

CRM Software

Some businesses stand to gain more from CRM software than others. Not all business owners know which signs indicate that they should implement sales software, so we came up with a list for you:

Your sales have plateaued

Plateauing sales is never a good sign for growing businesses. It could mean several things, including that you've already maxed out your market or that you're not attracting new customers to your business.

Either way, your business won't be able to grow for long if your revenue is fixed. One way to increase your sales is to implement CRM software. It gives sales representatives more chances to communicate with past and prospective customers.

You don't when your customers are due for another order

The time when a customer realizes he needs another order is crucial for businesses. If he's a past customer of yours, then you want to bring him back before he even considers your competitors.

If you have no way of knowing when your customers are ready for their next order, then you can't prevent them from going to your competitors. With CRM software, you can track patterns in their order history to predict new purchases.

Your brand has minimal customer loyalty

Your business can only grow for so long without developing customer loyalty. It's cheaper to bring customers back as opposed to recruiting new ones, so it's imperative to foster customer loyalty from the start. With CRM software, your sales representatives can manage relationships with customers better. This plants the seed for customer loyalty.

Your sales and marketing teams are out of sync

Discord between marketing and sales teams is detrimental for businesses. By implementing CRM software, your marketing and sales teams will refer to the same data, and will therefore be more aligned than they were in the past.

To talk more about CRM software, or anything else, contact us today.

Topics: CRM Software
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How You Can Improve Your Marketing Process

By Steve Stroz on Nov 30, 2018 3:00:00 PM

It's common to see businesses struggle with their marketing process today. The rise of digital marketing and data and analytics hasn't been easy for everyone to adjust to. If you find yourself in this position, then consider trying out these three things: 

Incorporate CRM software

One of the best ways to improve your marketing process is to incorporate CRM software (ACT!, HubSpot, Salesforce, Zoho). If your company has already done this, then just make it a point to involve the marketing team. If not, then strongly consider implementing CRM software. In addition to improving your marketing process, your sales team will also benefit from it. 

Work together with sales

The gap between marketing and sales teams is a black hole for productivity. There's just no reason to keep these two teams separate anymore, and if you do, then you're just hindering your own success. 

According to a recent Business 2 Community article, you can blend the two teams together by implementing CRM software: 

"As Sales and Marketing departments come closer together, they are both beginning to learn new things. Sales are deepening their understanding of the brand equity of good communications, while Marketing adopt the precise metrics used by the sales team. Both teams are using CRM to manage the entire customer relationship, from first tickle to project engagement. That’s the way the future of CRM should be. "

Base your strategy on data

There are two kinds of people: those that love data and those that don't. Even if you want to keep its role small, there's no denying that data can improve your marketing process. You'll rely less on intuition and more on statistic evidence. At the very least, your marketing efforts will become more consistent. 

Don't let your marketing process hold your business back. Incorporate CRM software in your process for better efficiency and consistency. 

To talk more about your marketing process, or anything else, please contact us. Thanks. 

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How Much Employee Training is Necessary for CRM Software?

By Steve Stroz on Oct 26, 2018 3:00:00 PM

Employee training for CRM software is important, but there's a limit as to how much training is really necessary. For CRM software to be effective, it's true that employees need to understand the system and incorporate it in their daily tasks. Yet with all of the different CRM software providers on the market today, there's no reason not to choose a system that's intuitive and easy to grasp.

A recent Enterprise Apps Today article discusses several mistakes that businesses make with CRM software. According to the article, many businesses waste too much time and money on employee training, when they could have just selected a more straightforward system instead:

"Though many analysts emphasize the importance of upfront user education, Wettemann advises buying CRM software that is intuitive enough that most users won't require a great deal of training. Then rather than scheduling mass classroom training sessions, conduct small-group sessions with individuals or groups that need a little extra help, offering usage tips geared to their specific roles."

There are many important aspects to consider when selecting CRM software (ACT!, Salesforce, HubSpot) and employee training certainly isn't at the very top of the list. Businesses first need to consider the size of their company, their client base, and their budget.

But how intuitive a CRM system is should definitely have an impact on a business' final decision. CRM software is designed to make customer relations easier for the company and sales representatives in particular. There's no need to make them go through months and months of training to try and understand a complicated system.

When considering how much employee training for CRM software is necessary, keep the cost-benefit relationship of the purchase in mind. If training is starting to seem too costly and strenuous, then search for a more straightforward program.

If you would like more information about CRM software that doesn't require extensive employee training, contact us.
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Using CRM Software to Treat Clients as Individuals, Rather than Numbers

By Steve Stroz on Oct 2, 2018 4:00:00 PM

When doing business with your company, clients want to feel as if they're respected individuals, rather than faceless numbers. Unfortunately, as sales grow and companies expand, businesses sometime struggle to give clients the individual attention they desire. In fact, there are many companies that unknowingly treat their clients as if they're faceless numbers.

It's not that businesses intend to lose track of their customers; oftentimes they just don't have the technology to stay organized. Using sales and marketing software helps businesses to stay organized and keep track of their customers. This ultimately allows companies to give more attention to clients and have more-tailored marketing campaigns.

CRM software is a type of sales software that keeps businesses organized by collecting and sorting its customer data. With CRM software, sales representatives have more access to information about clients and are more prepared to close sales.

A recent Top Tech News article discusses CRM software and explains how it can improve businesses' sales process. The article references Mike Gualtieri, an analyst at Forrester Research, who asserts that CRM software can improve customer engagement efforts:

“Effective CRM analysis enables marketing managers and customer service workers to treat people as individuals rather than faceless members of market segments, Gualtieri said. That kind of customer knowledge can lead to more-tailored marketing campaigns and improved customer engagement efforts.”

Without CRM software, sales representatives essentially have no concrete information about their clients. They're simply going off their memories and past experiences with the clients and hoping their intuition can help them land a sale.

CRM software provides sales representatives with data and information so they don't have to rely on memories and intuition. Sales representatives are therefore more informed and educated about their clients, ultimately leading to more sales.

If you would like more information about CRM software, contact us.
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Sales Process Improvement with CRM Software

By Steve Stroz on Sep 26, 2018 3:00:00 PM

When your business depends on making a sale, whether it is a product or a service that you provide, a lot of your time and attention is spent on the process of closing the deal. Sales Process Improvement can help your company spend more time building relationships with your clients and prospects, leading to increased customer satisfaction and repeat business, as well as referrals. One of the easiest ways to improve your sales process is by using CRM (customer relationship management) software.

A CRM system (ACT!, Salesforce, Hubspot) can help ensure that you are giving your clients and prospects more attention, while reducing the amount of time wasted by poor record keeping. By having all the client's or prospect's information in one place, along with your notes, tasks, and status of the deal, you are better able to focus on what you do best: closing the deal.

CRM software can also keep track of the number and type of deals in your sales pipeline, so that your company is better prepared to estimate the value of the sales pipeline, to control your delivery obligations, and to make sure that your customers' needs are met in a timely manner.

Depending on the system that you choose, individual orders can be tracked from lead through sale through delivery, sales tracking will also allow trends and purchase patterns to be analyzed for trends, again to better meet customer's needs and orders. Your company can also use the information to develop marketing initiatives and other forms of business development.

Sales tracking allows each individual salesperson's performance to be evaluated on objective criteria. Keeping this information in one place will also ensure continuity in the face of employee turnover.

Need more reasons to use a Customer Relationship Management system? To talk more about this, or anything else, please Contact us. Thanks.
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CRM Software: An Investment Your Sales Representatives Will Appreciate

By Steve Stroz on Aug 24, 2018 4:00:00 PM

Relationships between sales representatives and customers are crucial for businesses. While it's more of an old-fashioned strategy, some companies still rely on these relationships for future sales.

It's okay if companies have this strategy, but they have to invest in order to fortify it. Placing the entire weight of a business' sales on the shoulders of sales representatives just isn't fair. You can't expect them to memorize each little detail about clients and close every sale.

You can, however, support sales representatives to lighten their burden. Sales tools, such as ACT!, Hubspot, or Salesforce (CRM software), make it easier for sales representatives to stay organized. This way, they can look back on information about the past sales of a client and utilize it in future negotiations.

A recent Small Biz Trends article talks about the benefits of CRM software. The article explains how the software can help keep representatives organized by creating a contact list and making information easily retrievable:

“When dealing with hundreds or even thousands of customers, it’s easy to become disorganized and overwhelmed. Fortunately, the right CRM software makes it simple and intuitive to keep customer information organized and retrievable. By maintaining a contact list, it gives you quick access to a wealth of information like customer email, telephone, buying history and birthday.”

CRM software takes some of the weight off of sales representatives' shoulders. They no longer have to memorize and record each sale or order. The information is organized and presented in a way that's easy to interpret and understand.

Companies can still rely on their representatives for sales. An investment in CRM software simply hedges this bet. Sales representatives are better equipped to do their job, which should translate to more sales for the company.

If you are interested in CRM software or would like to keep your sales representatives organized, contact us.

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Why CRM Software is Beneficial for Financial Advisors

By Steve Stroz on Aug 22, 2018 3:00:00 PM

CRM software is particularly effective in the financial advising industry. Now more than ever, financial advisors rely on statistics to make the most prudent decisions. CRM software makes this possible by collecting, organizing, and presenting data.

A recent Tech Page One article discusses the benefits of CRM software for financial advisors . According to the article, CRM software improves the overall business process while still reducing costs.

“These systems boost productivity and reduce costs. They allow advisors to store data so that it’s easier to access and analyze, to monitor communications with clients within their practices, and to execute transactions. Some leading firms in the advisory space say that they’re handling four times their previous workload with the same-sized staff. Others say that they’ve linked their CRMs to dramatic growth in assets under management and revenues.”

Data collection is the most important benefit for financial advisors. They not only have access to more data, but it's also presented in a way that's easy to access and understand. This gives advisors a significant edge over their competitors.

Improved communication also comes with CRM software. Nowadays, clients want to consistently be in touch with their financial advisors. Communication now plays a more important role than ever, and financial advisors have to respect this. CRM software like ACT! or Hubspot make communication with clients easier and more organized.

CRM software also can be integrated into the transaction process. This makes transactions easier for both advisors and clients. The system is easy to monitor so businesses can instead focus on the data and communication aspects.

All of these benefits combined make CRM software an essential component of a financial advisor's practices. Despite all of the services offered, CRM software is a long-term investment and will even reduce expenses.

If you are a financial advisor and would like more information about CRM software, contact us.
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