I recently picked up this interesting article on Information Age which relates broadly to the new age of CRM, but is it really a new age or are these just key points that every business in some way should be implementing.
Below I’ll cover some of the points as they are key to successful CRM and Sales.
One of the key points to overall sales success is ensuring that communications reach their fullest potential. Here I’m going to take a look at how communications can be improved and how CRM software can become part of the overall process.
It's vital to ensure that the modern customer feels like he or she is being catered to exclusively. Effectively targeting customers in a personalised way means that they are far more likely to invest due to the fact that they are being presented with products and services that suit them. The days of one advert going out to every single customer are long gone.
Ensure CRM is in place
CRM software and management systems in general are the standout tools in the modern sales world because they enable companies to manage and make use of a wide range of different data so they can ensure that the sales process is managed effectively. This can have a huge effect on the quality of communications, as it ensures that the customer never feels bombarded with information and only ever receives genuinely useful information.
Everyone has seen the images taken from social media of automatic "bot" accounts delivering irrelevant replies to legitimate questions from customers. It is vital to ensure that if a company does decide to invest in social communications, they really do take it seriously. CRM can help by providing a set of relevant data on the customer to ensure that the replies sent are both relevant and consistent with their previous communications with the company.
Source: The Information Age
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