Are Your Sales Suffering From Old CRM Software?
Posted by Jessica Sanders on September 7, 2012 in Sales 2.0 [ 6 Comments ]
While there are many aspects that go into a successful sales business, such as the people you employ and the product you sell, you cannot grow without the right tools.
One way to ensure that your business has the resources it needs, to not only evolve as a company but with customers and competition, is to upgrade your CRM software.
With old CRM you risk becoming unavailable to your tech savvy customers, and that is when sales begin to suffer. From marketing to customer relationships, old CRM may be the difference between a new customer and a lost one.
Key to any successful sales team is collaboration. Whether you’re delegating leads, transferring customer calls or doing an overall sales evaluation; your software needs to be encourage this, not stifle it. Often times, however, old CRM programs charge per user, and can limit the amount of people within the system. Yet, newer programs tend to encourage an extensive user base.
- Don’t cap your users: Your business is growing, but at what expense? If there are no more spots in your CRM user base, everyone loses out; the new employees, collaboration opportunities and the sales that a great new hire could be missing. Consider upgrading to a web-based program which allows you add unlimited users. These often cost a flat fee, making it easier for your company to grow AND sell.
The most important aspect of selling is managing relationships. Without the right resources, your sales people may be missing out on pertinent information from social and email interactions, and an older program may not be built for this technology. In order to maintain successful customer relationships you have to be available wherever they are.
TheSocialSkinny.com suggests, “83% of social media users have not completed an intended purchase because of poor customer service and will inform 53 people.” With the right CRM software, you can avoid this problem.
- Integrate social: Whether you’re following up on a lead or upselling a current customer, accessing their social media interactions with the company will be important. If a question wasn’t answered or a certain product was promoted on their page, you can reference this. Customers want to feel heard – especially on social media.
In order to make your marketing successful, you have to plan with correct and accurate information. From flyers to email marketing, it’s important that your message is targeted and relevant to the customers who are on the other end. Upgraded CRM can provide you with the right information to make the most of these opportunities.
- Modify based on ROI: Search Engine Journal suggests, “CRM systems allow you to marry actual sales and budget information with your AdWords and analytics data to show ROI down to keyword level.” A successful marketing campaign should be modified for great conversions, and you can only do that with the right information.
- Target based on purchases: New CRM systems will allow you to automate your marketing based on customer purchases – this ensures the right customers are getting the right information to optimize your conversion rates.
CRM software is critical to your business success, and therefore you want to be sure it’s up to date and geared toward your customer and sales needs. Take advantage of new software technology to make the most of each and every sales opportunity.
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