Aligning Teams & Driving Growth Using CRM. Ledgeview Partners ledgeviewpartners.com

Transcription

1 Aligning Teams & Driving Growth Using CRM

2 Agenda CRM as The Hub Lessons learned on alignment journey What s in it for the End User Step 1: Finding leads Step 2: Working leads/prospects/customers Step 3: Qualified opportunities - the sales process Step 4: Measuring success and Making adjustments How to get started

3 C R M a s T h e H u b

4 Why CRM? One place for full insight customer/prospect interactions Real time access anytime / anywhere Consistent messaging to leads and customers Ensure new leads get contacted immediately Manage all relationships Team collaboration Consistent sales process Measure success

5 A l i g n m e n t J o u r n e y

6 Alignment Journey It s a journey Ongoing and consistent collaboration with Sales and Marketing Managers Measure it and adjust Data segmentation continues to evolve Different messaging: Leads, Prospects, Customers, Partner Define a multichannel approach Different needs based on end user role: SDR, ISR, AE, AM Ongoing training is critical Use Dashboards and lists to direct users activities Leverage automated workflows and notifications

7 W h a t s i n i t f o r t h e E n d U s e r

8 Benefits of Alignment for the End User Focus Working on the right things Visibility Can see how someone is reacting to marketing activities and adjust Insights Easy access to research information and activity history Preparedness Having a 360 degree view prior to a call Productivity All of the above improves productivity

9 R e l a t i o n s h i p f o r L i f e

10 Relationship for Life Alignment between Sales and Marketing should address the entire customer lifecycle o New Customer Acquisition o Pipeline Velocity for Target Accounts o Account Expansion: Upsell and Cross Sell

11 S t e p 1 : F i n d i n g L e a d s

12 List Building Strategies Who = persona, title, department What = industry, revenue, employees Where = Territory, zip code, area code, state, etc. How = content, delivery method Past results = what messaging worked

13 List Building Tools Data.com for Salesforce Insights for Dynamics CRM

14 Data Integrity

15 Marketing List Segmentation

16 S t e p 2 : Wo r k i n g L e a d s / C o n t a c t s

17 Lead Management Process

18 Lead/Contact Scoring

19 Workflows and Triggers

20 Focus on the Best Leads/Contacts

21 Who/When to Call?

22 Insight and Research

23 Marketing Interactions

24 Activity Tracking

25 Access Anywhere/Anytime

26 T h e S a l e s P r o c e s s

27 Opportunity Tracking for Marketing Why? Revenue results by Campaign Length in each sales stage Success by: Industry Territory Sales person Product or Service Primary contact Customer vs. prospects Repeat past success

28 The Sales Process

29 The Pipeline

30 Salesforce1 Pipeline Management

31 Dynamics Mobile Pipeline Management

32 M e a s u r i n g S u c c e s s

33 KPIs to Measure Campaign Analysis and Success

34 The Power of Dashboards

35 Salesforce1 Mobile

36 Dynamics CRM Mobile

37 W r a p U p

38 About Ledgeview Partners CRM Analysis & Design CRM Implementation CRM Support All Consultants CRM Certified 350+ Customers 1,000+ CRM Projects 98% Customer Retention Inside Sales & Marketing Consulting Microsoft Dynamics CRM Gold Partner Salesforce.org Partner Salesforce Silver Partner Microsoft Office 365 Partner

39 Ledgeview s Alignment Services Define and Document: Current State and Future State Requirements Gap Buyer Personas Customer Journey Map Content Alignment Lead Management Process Automation of processes Key Performance Indicators

40 Marketing Analysis

41 Additional Resources The Ledgeview Partners Blog Recorded webinars: Dynamics vs. Salesforce, CRM A-Z to name a few Customer Success Stories Whitepapers Microsoft and Salesforce community sites

42 Q u e s t i o n s? A N N E B E N S O N o r D A N I E L D I B B L E or A B E N S O L E D G E V I E W P A R T N E R S. C O M D D I B B L L E D G E V I E W P A R T N E R S. C O M