Our CRM daily update.
Here are some of the latest stories from across the web relating to CRM
Using CRM to boost Q3 sales
Although it is often the fourth quarter that gets
all the attention, Q3 is just as important when it comes to a company’s
sales. Competitors, investors, and
customers might see how the business does from July to September as an
indication of how the company will end the year.
Reaching and surpassing sales goals while the year
is still progressing is critical to a business’s overall success. How can business managers be sure that their
organisation is on the right track? The
answer is simple: customer relationship management (CRM).
Here are five ways that Q3 can be helped by CRM:
productivity. The small
details can often slow productivity, and having a solid CRM strategy can
help prevent this. The CRM system
makes actions such as finding leads, customer assistance, and sales much
the focus on customers. The
relationship between the customer and the business is perhaps one of the
most vital aspects of a company’s continued success. After all, there is no company without
the customer. CRM, as the name
attests, helps sales teams and customer service representatives stay in
contact with customers, analyse data, and provide actionable conclusions.
up response time. When
assisting customers, expedience must be the top priority. A good CRM platform will be able to
organise and compile user data and synchronise it with different
communication tools, which will help speed things up.
leads. Leads are
essential, but if they don’t convert into customers, they can be
worthless. The CRM system can help
organise leads and make the journey from lead to customer easy, efficient,
salesperson knows just how easy it is to get buried underneath an
avalanche of things to do. When
every task is essential, it can be overwhelming and hurt
productivity. The CRM system can
help prioritise tasks and get a more accurate overview of what is going
CRM to maximise subscription economy
Anyone who is
familiar with the notion of software as a service (SaaS) is probably familiar
with the idea of subscription economy.
However, simply being aware of subscription economy doesn’t necessarily
mean that a business is good at it.
A key factor in
solid subscription economy is keeping engagement high. Content marketing, for example, is part of
the sales funnel that leads readers toward being informed, clarifies their
needs, and ultimately leads to a purchase.
However, subscription economy goes beyond the basic principles of
content marketing and focuses on the on-going relationship and retention of
customer who is dissatisfied with a service, product, or subscription service
is more likely to stop engaging with it, which ultimately translates to the
loss of sales. This is precisely why
content marketing efforts shouldn’t be stopped once a subscription is locked
down; the relationship must be constantly nurtured. In other words, regular communications with
customers are critical.
Using the data
from one’s CRM system is a good way to create groups of customers within
similar markets or with similar needs.
It is also possible to categorise customers based on where they live,
how they use the products, or just about any other criteria. This helps to keep the content fresh and
relevant, and customers will stay satisfied with the subscription, services,
The key is that
businesses not go dark on their customers.
Content that is too sales-oriented, filled with marketing language, or
too self-serving is a turn-off for clients.
If the content is relevant and useful, customers will be happy.
reasons why CRM fails
Companies of every size
typically have a customer relationship management (CRM) system and
strategy. Every business wants to
maintain a solid relationship with its customers because the customers are
their bread and butter. However, more
often than not, many companies fail at CRM and end up losing clients and
money. Why is this?
There is not usually just one
thing that any particular company does wrong.
The failure of a CRM strategy is usually caused by a couple of different
factors, but there is a common thread.
Here are five common areas in which CRM starts to fail.
- Organisational silos. An
organisational silo is what happens when decisions made by humans limit
the success of the CRM strategy.
This is often caused by a misunderstanding of the data, failure to
address support issues, and the inadequate preparation of the sales
department. For example, if the
marketing department launches a spectacular campaign and the sales and
operations departments are overwhelmed, an organisational silo may be the
- Competing interests. When one part of the company claims CRM as its responsibility
over any other department, the strategy may be doomed. This often comes to a head when the
marketing and sales departments clash over how to handle leads. The key to CRM success is that each
department works together to analyse and utilise the data as effectively
- Processes that go nowhere.
When CRM data is used properly, the benefits
can be amazing. However, problems
arise when the data is collected, put into a report, and delivered, only
to be ignored until the next report comes out. It is important to be aware of why the
data is needed. This will help
others understand why it is being collected and perhaps how to use it more
- Confusing customer lifecycles.
CRM isn’t done when the sale is closed or
when the lead is generated. The
fact is that CRM is an on-going process that evolves with the customer
base. Remember, landing that first
sale is important but not as important as the returning, long-time, happy
- Poor employee performance.
If the employees who deal with the
customers on a daily basis aren’t performing, the CRM strategy is going to
fail. One bad experience with a
staff member can undo all the hard work others have done to bring that
client in. The first step is to
provide ample training and keep up with quality control, especially when
it comes to the team.
Here at my CRM
we offer our customers http://www.mycrmgroup.com/customers.aspx the best solutions to help them drive business forward and gain real
benefits from implementing Microsoft Dynamics CRM.
We are in our 5th
year of trading as a business and have seen incremental growth year on year in
profits, our team are based in the Isle of Wight, UK and we maintain
relationships with customers in 26 countries.
If you need
help, support or advice with your Microsoft CRM then we are waiting for your
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