THE MOBILE OPPORTUNITY CRM FOR ON-THE-GO SALES TEAMS 1
A DEVICE-DRIVEN WORLD FOR THE NEXT GENERATION Mobile devices, smartphones and tablets have surpassed desktops as the leading digital platforms. 60% 68% 87% of digital media time is spent on smartphones / tablets of smartphone users check their phones within 15 minutes of waking up of Millennials always have their smartphones at their sides... in many countries, including the U.S., more searches take place on mobile devices than on computers. (Think with Google Report, 2015) 2
THE MOBILE OPPORTUNITY: CRM FOR ON-THE-GO SALES TEAMS TODAY S SMB LANDSCAPE REVENUE SMBs are focused on growing revenue by: Getting new customers Keeping as many customers as they can Deepening relationship with customers 43% of SMB principals say improving customer experience and retention is preferable to investing in customer acquisition. (State of Small Business Report, 2015) 3
TODAY S SMB LANDSCAPE TECHNOLOGY SMBs are embracing the cloud as IT infrastructure. 80% 19% Medium-sized Businesses More than 80% of medium-sized businesses say technology solutions help them improve outcomes or run their businesses better. Small Businesses Just 19% of small businesses employ full-time dedicated IT staff.... cloud solutions are poised for hockey stick growth as more SMB decision-makers turn to a cloud-first approach that not only supports existing business models, but also enables them to develop innovative new products, services and business models. (SMB Group, Top 10 SMB Technology Market Trends for 2015 ) 4
THE MOBILE OPPORTUNITY: CRM FOR ON-THE-GO SALES TEAMS TODAY S SMB LANDSCAPE CUSTOMER RELATIONSHIP MANAGEMENT Even with this focus on deepening customer relationships and acquiring new customers, only: 44% of SMBs use CRM to manage customers 31% use word-processing for spreadsheets as their CRM systems 25% report having no CRM system at all 5
WHY MOBILE CRM INCREASED SALES EFFECTIVENESS AND PRODUCTIVITY Get the most current prospect and customer information Plan and prepare for meetings more effectively Advance prospects to the next stage in the sales process Provide customers with value-added products and services Improve customer experience Providing mobile access to CRM boosts sales teams productivity. 20% More than 20% productivity increase with mobile CRM. (nearly one-third of respondents, Nucleus Research, The Value of Mobile and Social for CRM ) 6
WHY MOBILE CRM UP-TO-DATE PROSPECT AND CUSTOMER INFORMATION View the most current information, all the time Easily call, email or see customers relationship details Stay in touch with prospects Prepare for and plan sales meetings on the go Coordinate sales efforts for field reps Improve relationships 7
THE MOBILE OPPORTUNITY: CRM FOR ON-THE-GO SALES TEAMS WHY MOBILE CRM EASILY SHARED PROSPECT AND CUSTOMER INFORMATION Directly close opportunities as soon as they are won Let the rest of the sales team know about new deals Start post-sale activities, like delivering products or sending the first bill Add contacts from your device as you add them to your phone Scan business cards so everyone knows who to contact 8
THE MOBILE OPPORTUNITY: CRM FOR ON-THE-GO SALES TEAMS WHY MOBILE CRM ACCURATE VIEWS OF SALES PERFORMANCE Capture changes to outstanding proposals or quotes from meetings in the field Update sales forecasts and pipeline expectations immediately Quickly update quotes or terms Give stakeholders a near real-time view into sales performance 9
WHY MOBILE CRM CUSTOMER FOCUSING Ensure customers get love regularly Proactively manage relationships with every prospect or customer Keep up with customer projects Manage post-sale activities Create projects and tasks to get the fulfillment process started, so deliveries go out on time and customers stay happy Watch how projects develop and prepare for upsell opportunities 10
CONSIDERATIONS FOR YOUR MOBILE CRM Device usage: Field reps need mobile CRM that runs on their OS. Contact syncing: Add or edit contacts on mobile devices and sync them automatically. Card scanning: Business cards are useless if no one follows up; make sure you can scan and digitize cards. Event syncing: Easily schedule meetings and sync with device calendars. Filtering and searching: What good is storing hundreds or thousands of contacts if no one can find them? Filter and search for what you need. Set up push notifications: Get alerts for new assignments, record updates and task reminders. 11
CONSIDERATIONS FOR YOUR MOBILE CRM Audio notes: Add notes about anything just by speaking to your device. Internet access: If you won t always have Internet access, consider a mobile CRM that can always search and view all your data. Define relationships between leads, contacts organizations and opportunities: Track every relationship from the contact s boss to how the contact was refered. 12
ABOUT INSIGHTLY Insightly s CRM and project management platform helps SMBs sell better. With Insightly, you can manage contacts at every stage of the sales process, track relationships, monitor sales pipelines and more. All your critical sales and business information leads, contacts, emails, events, projects, tacks, opportunities and reports are organized and available on your devices. All your teammates have the most current customer information at their fingertips, resulting in improved sales and customer satisfaction. Try Insightly for FREE 13