Eager for a Better Sales Efficiency- Avoid these Mistakes in CRM Implementation

Eager for a Better Sales Efficiency? Avoid these Mistakes in CRM Implementation

/in /by

B2B companies have different approaches in implementing their CRM programs for better sales efficiency.  Often, however, there is always a possibility of committing costly mistakes.

In an excerpt from his interesting articles in B2BMarketing.net, IT professional Rick Lyle has listed some pointers on identifying and correcting these common CRM mistakes.

1. Levelled By Legacy

CRM offers companies access to a vast range of new tools and skill sets, but old systems must work hand-in-hand with any new CRM platform.

The trouble is, is that some companies aren’t ensuring that the new and old systems have ‘tied the knot’. To ensure they don’t end up in the divorce courts:

a. Do a company-wide IT survey and learn how existing systems can be mated with the new CRM system.

Or at least be in a position to work together before the legacy system is phased out.

b. Do understand the impact that CRM will have on your entire IT structure – or you could pay dearly later.

c. Don’t jump in both feet first; run a pilot programme before full rollout so you can test that the new and the old will work together.

d. And most importantly, don’t simply migrate the data from your legacy system carte blanche, or else you could end up with…

2. Dirty Data

Ensure your database has been cleaned before you introduce the CRM solution. All entries should be standardised and any discrepancies dealt with.

These can include dealing with double entries, missing fields, gone-aways and non-compliant data. Remember – a CRM system is only as good as the data that’s fed into it.

3. Trials of the Unexpected

A company can change overnight; it may merge, be acquired, a department outsourced or a key stakeholder may be replaced.

Rolling out a CRM system needs to take such potential changes into account, so ensure you have the right budget and schedule contingency plan in place.

4. Those Damn Damning Doomsayers

To ensure that CRM is successful, it has to be embraced by everyone in the company:

a. The C-Suite needs to be on board – executive sponsorship is vital to promoting the new system across the company.

b. A CRM advocate is required from a department – say, the marketing manager – who can show results quickly and prove to other departments that CRM works.

c. A full training programme must be rolled out for all employees so they can grasp CRM’s benefits immediately.

5. DIY Disaster

The idea of carrying out a CRM implementation in-house might sound appealing – even cost effective. A CRM implementation is, however, a big job.

  • It needs specialists who can:
  • Help design and implement the CRM system.
  • Provide that all-important training to employees.
  • Aid in legacy system migration and management.
  • Offer support during and after the implementation process.

Want to know how we handle CRM? Contact us now.

Top Reasons Why your Clients don’t Buy

Top Reasons Why your Clients don’t Buy

/in /by

It is not every day businesses encounter a declined purchase. But when they do, it has the effect of a sledgehammer to the face.

We’re exaggerating of course. But it brings an uncomfortable feeling that despite your best branding and lead generation efforts, there are clients who suddenly decide to back away from your offers.

For goodness’ sake, why?!

Don’t hit the bars just yet. Writing for About.com, here’s Laura Lake with the “Top 5 Reasons Customers Don’t Buy From You.”

They are not aware of your product.

Consumers cannot purchase products they are not aware of. If you are marketing, but consumers still don’t know about your product it may be time to evaluate why it’s not working. It’s important to remember that the solution is not always more marketing, because the problem may lie with where you are marketing at, and what marketing vehicles you are using.

They don’t understand the benefits of your product.

Consumers don’t buy products solely based on price. Now, this does not mean that they don’t factor in price, they do. Consumers buy based on the benefits your product brings them. Create a list of the top three benefits of your product and use those in your marketing message.

They don’t feel your product has perceived value.

Consumers will not buy products that they perceive as having no value. Why should customers value your product? You can use the benefits of your product to create a perceived value and it is that perceived value that helps in the sales of your product. If a customer cannot see value they will simply pass your product by. You must create that perceived value in your marketing message.

They don’t see how your product meets their needs.

We’ve talked about benefits and perceived value, now let’s talk about needs. Do consumers know how your product meets their needs? Does it make their life easier, save them time, make them feel better? What need does your product satisfy? You have to tell consumers that, don’t make them guess or come up with the answer on their own tell them and help educate them on why they need your product.

Your product is not accessible to them.

Consumers cannot buy what is not available to them. If they hear about your product but it is not accessible, forget it. Consumers want ease in obtaining and using your product. Evaluate the accessibility of your product and see if you need to make changes.

Do you want to upsize your sales efficiency? Have us handle your B2B lead generation and appointment setting. We’re just a phone call and a fill form away.

Cost-Effective Ways to Acquire Quality B2B Sales Leads in Australia

Cost-Effective Ways to Acquire Quality B2B Sales Leads in Australia

/in /by

Generating high quality B2B sales leads is top priority among solutions providers in Australia. From financial services to health care, companies in the Land Down Under are constantly seeking to improve acquisition of high level prospects. They also find a need to do so for less.

At present, leads that express a high likelihood to convert to a sale are in the spotlight of the B2B market because they obviously represent revenue. No other type of lead equates to a profitable opportunity than one that actively engages you within the buying cycle. Hence, every effort has to be exerted towards such leads or else risk financial waste.

But in a study by the B2B Technology Marketing Community, at least 61% of marketers consider the acquisition of quality sales leads as a huge challenge. In Australia, companies face these particular issues:

1. Locating high quality leads;

2. Nurturing them; and

3. Convincing them to set an appointment with an agent.

Efficiency in these areas can be obtained through a combination of wise strategizing, up-to-date lead management infrastructure, and a dedicated team of marketing and sales staff. But in terms of maximizing expenses, these practical options come to mind.

Effective web presence

A majority of B2B companies are doing their best to maintain an effective web presence. This is reflected by a need to stay current as more and more B2B buyers depend on online content for scouting and purchasing solutions. Effective web content in this case is highlighted. Using a diverse mix of blog articles and informative resources, companies can provide highly interested individuals to their sales agents.

Social media penetration

The idea that social media is less effective in B2B than in B2C is a misrepresentation of actual facts. Currently, B2B companies are using social media platforms for a better connection with their audience. Facebook, Twitter and LinkedIn now have applications that allow these companies to initiate effective advertising campaigns.

Automated marketing software

The B2B industry is saturated by marketing automation software, each with its own set of advantages and features. Whatever your preferences, you are assured of better support for your lead generation and appointment setting and improved revenue.

Outsourcing

While some Australian companies prefer to implement technological upgrades, others opt to employ the services of a lead generation company. In fact, analysts are anticipating a spike in off-shoring this year. For many of these enterprises, business outsourcing is seen as an effective way to cut costs in manpower training and database maintenance.