If you ask any Sales person what they really want the answer
is usually more money. Failing that its more
leads for the business they are working for so they can make more money and
there is nothing wrong with that. If you
ask a marketing person they would probably say more data without spending a
fortune.
In this post I’m going to look at bringing 3 unique
technologies together into a cost effective solution that empowers Sales and
Marketing teams.
But first I want to highlight a common scenario that anyone
who works in a field sales role will recognise. In this example we use a Sales
Person that is selling to software related companies.
Scenario 1 (The
Current Way)
A Sales person books
an appointment with a client at their office.
The sales person attends the meeting to find the prospect is on a pretty
standard business park with many other business located at the same location.
The sales person arrives in good time so has a drive around
to see which other businesses are on the park, and probably will take notes in
CRM or as text to write up later.
The meeting takes place the Sales person leaves and might
depending on the business park do some cold calls by knocking on doors and
leaving information about services.
Most people working
in a field Sales role will have done this at some point in their career and can
probably relate.
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Scenario 2 (A Better
Way)
A Sales person books an appointment with a client at their
office though his Microsoft Dynamics CRM, he then opens the client account
record and navigates to the eMap section from MyCRM and zooms in on the customer
location.
In this scenario and as an example the client is on Stockley Park London
The client record is pinpointed on a Map in yellow or whatever
colour has been selected for CRM Accounts
The sales person adds “Software” to the local search on the
Map. The map returns 10 company records that are on Stockley Park that match the
search term.
The data returned is
not currently in the CRM and is from an external data feed. The data feed is global and contains access
to more than 63 million individual business records.
Each icon in Blue (Above) is a pin point of a Business
address that has a category of Software.
The Sales person can now review the record displayed convert
the data to a Lead record in CRM and research the company.
If the research is successful then the Sales person books
another appointment with another company in the same location.
Depending on travel time the Sales person may want to book
several appointments or work with the marketing team on a bespoke campaign for
the location.
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The technologies in question here are Microsoft Dynamics CRM,
Bing Maps and a Factual Data Source. The
solution that brings all this together and allows both marketing and sales to
research organisation is eMap from MyCRM.
A full trial of eMap can be taken here http://downloads.mycrmgroup.com/eMap2013.aspx
with the solution supporting CRM 2011 to CRM 2016.
Below is an aerial view of the same area which is Stockley Park London but this time no
filter has been applied the view is a standard Map view with the local data
switched on returning 17 company records in total.
eMap is available from MyCRM on a subscription basis based
on a per user count cost. Subscriptions can
be Monthly, Annual or Bi-Annual and discount may apply for volume and length of
subscription.
To find about more on how to add eMap to your CRM
implementation please contact sales@mycrmgroup.com
or register for a trial here http://downloads.mycrmgroup.com