A CRM FOR WHAT YOU ACCELERATE SALES. BUILD CUSTOMER RELATIONSHIPS. DELIVER PROJECTS.

Transcription

1 A CRM FOR WHAT YOU VALUE MOST ACCELERATE SALES. BUILD CUSTOMER RELATIONSHIPS. DELIVER PROJECTS.

2 INTRODUCTION YOU VE OUTGROWN SPREADSHEETS. IS A BLACK HOLE. Your team may be feeling stretched thin by an expanding customer base that demands (and deserves) 24-hour attention. Congratulations! Growth is great but it can often feel like a burden, especially when a company doesn t take advantage of the right tools and technology. So, what s your next move? Many businesses - of all sizes, by the way - are turning to CRM (Customer Relationship Management) technology. CRMs are much more affordable than they used to be and take the tedium out of your busy workday. With a CRM that fits your business, you ll be able to convert more deals to paying customers and free up capacity for value-added activities. The big question is this: which CRM is right for your business?

3 Although there are many options, this ebook takes a look at how Insightly can be a game changer for your growing business. As our friends over at PC Magazine recently noted, our platform is a beautiful and powerful CRM tool that is not only affordable but loaded with team-friendly features. Our customers apparently agree, as evidenced by: 1.5 million users across 180 countries 67% of Insightly customers experience positive ROI within 3 months 63% believe Insightly helps them manage contacts more efficiently 54% experience rapid organizational improvements Let s take a closer look at what Insightly can do for your business.

4 CHAPTER 1 BRING YOUR PIPELINE TO LIFE VISUALIZE, CUSTOMIZE, & AUTOMATE YOUR SALES FUNNEL Your sales pipeline is packed full of awesome opportunities. Making sense of everything, however, can be tricky (to say the least!). Why do certain types of deals keep getting stuck? Are some products or services more likely to cause delays? Getting the answers you need can be nearly impossible - at least without a CRM. Insightly CRM brings your sales funnel to life - here s how:

5 See the Big Picture: Insightly repurposes your sales data into interactive reports and graphs, packed full of the business analytics that you so desperately crave. No more fumbling with spreadsheets or pivot tables - Insightly does the charting and analysis for you. See the big picture from any web-enabled device! Build Smarter Pipelines: Not everything fits neatly into the same sales pipeline. You need the flexibility to set up unlimited, customizable pipelines for every customer / product / service combination. Insightly delivers that flexibility - and much, much more. Unlike some CRMs that overcomplicate the matter, Insightly pipelines are easy to build and edit. Just name your pipeline, define the stages, and put it to good use. Automate Everything: Each pipeline stage can be associated with what we affectionately call activity sets. Think of an activity set as a batch of predefined tasks or events that Insightly creates (on your behalf) as a deal progresses through the pipeline. For example, if a deal moved into Quoting, Insightly could automatically tell your quoting manager to prepare the proposal. The possibilities are endless when you combine Insightly pipelines and activity sets!

6 CHAPTER 2 CONVERT MORE LEADS WIDEN THE FUNNEL WITH BETTER LEAD MANAGEMENT You ve invested significant time and resources into your marketing engine. Paid ads, blog articles, social media, and a revamped website are just a few of your recent investments. As a result, there s definitely been an uptick in lead volume. But, the big question is this: will it all pay off? Without a CRM, the answer is probably no. In fact, a recent Forbes magazine article (of companies not using CRM technology) discovered something rather shocking: 71% of sales leads your company generates are wasted (Forbes)

7 For a company like yours, that s a pretty scary reality. The good news, however, is that even a small reduction in lost or ignored leads could deliver tangible ROI. But how can you pull that off? Clearly, the addition of a CRM is one viable option: Companies that automate lead management see a 10% or greater increase in revenue in 6-9 months. (Gartner Research) Here s how Insightly can help you engage and convert more leads: Collect Leads from Anywhere: You re too busy to be manually updating lead lists. Insightly automates your lead collection workflow with easy-to-implement lead collection forms. Embed the form code on your website and watch leads roll into Insightly. Already using a third-party form builder? Check out our list of integrated form builders. Auto-Assign Leads: You love your sales team, but sometimes they forget to follow up. Create a more scalable lead engagement process with Insightly s workflow automation feature. As new leads arrive, Insightly will apply your lead assignment rules, ensuring the right rep is working on the right deal. Enable alerts or auto-assign tasks to create added layers of accountability. Engage Leads in Bulk: Insightly connects to your inbox, allowing you to engage more of your leads in fewer steps. Create and personalize your template, and then send it to one or more leads without ever leaving Insightly. Better yet, by reviewing open and click-through data, you ll always know who s most engaged and requires additional follow up. Insightly tracks the information that you need to make smart decisions.

8 Click-to-Convert: Ready to convert a lead to an opportunity? When you convert a lead in Insightly, the system automatically creates and links the matching opportunity, contact, and organizational records. Close the Loop: Not every lead converts into revenue for your bottom line. Insightly helps you close the loop on each lead managed in your CRM. Drill down into won, lost, and pending deals to quickly see which channels or sales reps yield the best leads. I spent $144 this year on Insightly and in my first six months using the solution, I was able to close an account that was worth more than $500,000. To me, that is beyond valuable. By having a CRM, I have streamlined processes and track leads effectively to close deals. Insightly has helped me improve project management and accelerate my sales funnel. (Christopher N., Hospital & Health Care Industry) Insightly allowed us to see the light. Our sales team is using Insightly to address the problem of where prospects & leads live (other than Excel Sheets) We can now share and manage this information better and it solve the issue of our company being geographically separated. (Gordon W, Food & Beverage Industry)

9 CHAPTER 3 BOOST PRODUCTIVITY KEEP YOUR TEAM FOCUSED ON WHAT MATTERS Facts: Only 33% of inside sales rep time is spent actively selling. (CSO Insights) 88% of missed opportunities were caused because sales couldn t find resources. (Qvidian) 71% of sales reps say they spend too much time on data entry (Toutapp)

10 Wow. That s staggering figures, especially when you consider the ever-increasing cost of your sales team. With everything you ve invested into your staff (salaries, benefits, retirement contributions, paid time off), wasting the majority of their time is simply unacceptable. With Insightly, your team will spend less time searching and more time selling. Left to Right: (1) Insightly s contact list, (2) voice notes and (3) business card scanner Here s how: Go Mobile: Some contracts fall into your lap, but most require multiple in-person meetings to seal the deal. Insightly is a mobile-friendly CRM and allows your reps to access timely information while on the go. Our smartphone app empowers your team with the information they need to sell, sell, sell. They ll also be able to collect leads, update records, and record in-depth voice notes with just a few taps.

11 For additional efficiency, try our business card-to-lead feature. Snap a photo, snag it into Insightly, and voila! The lead magically appears in your CRM - no manual data entry required. Get a 360-Degree View: Each business relationship has a unique story. Some start out slow and grow over time, while others deliver immediate impact to your bottom line. Either way, each relationship is bound to have dozens of linked contacts, opportunities, quotes, proposals, and note files to organize. Insightly puts the R back in CRM by showing you how each relationship has progressed over time. Since records and files can be linked to each other, your team easily gains a 360-degree view of each relationship - simply by clicking around in Insightly. Create Accountability: A friendly reminder can go a long way. Problem is, you re too busy to remind others how to do their jobs. Let Insightly create accountability for your sales team. As deals progress through the pipeline, Insightly can auto-assign tasks and reminders on your behalf. Automate your quoting, invoicing, billing, and lead nurturing with the click of a button. Insightly even helps you organize recurring tasks (such as the submission of time cards or expense reports). Once assigned, you ll be able to see who has overdue tasks - and, who is staying on top of things.

12 CHAPTER 4 CONNECT THE DOTS GET MORE FROM THE OTHER APPS YOU USE Stop and think about the many different cloud-based apps that your company uses each day. Documents and spreadsheets are also managed in a shared environment. In addition, your departments have their own role-specific apps. (As a perfect example, your marketing team leverages a dedicated marketing system and form builder tool, among other things.) Company-wide, you likely rely on dozens of software apps that perform a wide variety of missioncritical functions. Insightly integrates to more than 40 web-based tools, making it easier to align your technology footprint with the overall strategy. Here are a few examples of how CRM integration can be a winwin for your business.

13 Marketing Automation: Sales and marketing initiatives should complement each other - not compete with one another. If you re using marketing automation software, such as Hubspot, Mailchimp, Marketo, or Pardot, Insightly can help you achieve greater alignment with crossfunctional activities. Once connected, Insightly pulls in the marketing intelligence that you need most. No more wondering what marketing s they received or having to jump between two systems - everything happens like magic, every single time. Productivity & Workflow: Managing tasks, milestones, and workflows in Insightly is a great start. But, wouldn t it be nice to achieve additional efficiency by allowing other apps to trigger downstream activity? Insightly s integration with the Zapier platform opens up a world of possibilities. As things change in one app, Zapier can automatically assign tasks or add new records on your behalf. Save time, reduce typos, and free up bandwidth for more important activities. Custom Integrations: With Insightly s API, create custom integrations with your company s systems to save time and automate business processes. Or use Webhooks to send information from Insightly to another connected system when a specific action takes place. Larger enterprises utilize AWS Lambda functionality, to check, monitor, and update Insightly and other systems simultaneously. Everything Else: The examples we ve discussed so far are just the tip of the iceberg. With integrations available for accounting, human resources, sales, IT, and other back-office tools, you ll be amazed with what you can automate with Insightly CRM. Without Insightly, I would have to use multiple applications but instead I can access CRM and PM functionality from one application. As Insightly integrates with Google Apps for Work and Google Drive and Gmail, the process of managing communications and logging tasks and opportunities takes seconds. (Simon K. Director & Founder, IT Services Industry)

14 CHAPTER 5 KEEP YOUR DATA SECURE STATE-OF-THE-ART SECURITY FOR YOUR MOST IMPORTANT DATA Access without security is meaningless. And, in today s fast-paced business environment, privacy is becoming more than just a buzzword. Municipalities and regulatory bodies continue to pass increasingly stringent rules for storing and utilizing personal data. How can you ensure your company protects its most sensitive customer and lead data? Once again, Insightly is the safe bet for your business. Maintain Tight Control: For tighter control over user accessibility, try Insightly s Advanced Permissions. Create roles, sharing rules, and profiles that define each user s access levels. No more wondering who has access to what. Insightly gives your team access to what they need when they need it - no more, no less.

15 Stay Compliant & Secure: Insightly is SSAE 16 SOC 2 Type 1 and EU-U.S. Privacy Shield compliant, which (in plain English) means we ve gone above and beyond to protect your information. Our server farm is also SOC 2 compliant and staffed around the clock by the industry s top system and network engineers. Databases are backed up each day, encrypted, and then carefully transferred to multiple off-site locations for safekeeping.

16 ABOUT INSIGHTLY CRM Insightly provides customer relationship management (CRM) software for small, midsize, and enterprise businesses across a range of industries such as manufacturing, consulting, health & wellness, media, and others. With more than 1.5 million users worldwide across 25,000 companies, Insightly is the world s most popular CRM software for Google Apps, Gmail, and Office 365 users. Grow your business faster than ever before by building stronger customer relationships, accelerating sales, and managing projects at every stage of the customer lifecycle. Used by 1.5 million+ users 180 countries worldwide 67% of users report making back their investment in 3 months (TechValidate) TRY FOR FREE Copyright 2017 Insightly, Inc. Made in California sales@insightly.com