CRM Applications

CRM ApplicationsAn Introduction to Microsoft Dynamics CRM system

TeamSportsMarketing.com

Improving Sales Rep Productivity

When was the last time you had a customer service problem with a company (e.g., cable, phone, etc.)? Did they have a common

customer data base so that every time you talked with someone they knew what was going on?

What would you think about a company if more than one salesperson calls you—and that salesperson or customer service rep doesn’t know anything about the other calls you have received from that company? Or your answers?

Lack of central knowledge base on customers or prospects. No CRM.

What’s more important?

Efficiency Doing things right

Effectiveness Doing the right

Where can sales people waste (or save) time?

How can CRM help with information gathering, creating value, and growing relationships?

Old School//New School

Wouldn’t your dating be much more efficient and effective if you had better data in the first three stages?

The same is true in sales.

How do these three principles improve sales effectiveness?

Get more of the right prospects into the funnel to begin with.

Develop a trusted advisor relationship with the customer.

Take a holistic view of the client—including all of the contact points from the team. Avoids situations where the

customer thinks or says, “I just talked to someone from your organization yesterday. Didn’t anyone keep any records?”

Working Smarter & Faster

Bad example: Equinox Fitness

Index Cards

Imagine tracking customer objections from every sales call.

What could companies learn?

1. List the most likely objections people may have. 2.Create a short rationale paragraph for why each objection is not valid or any other ways to overcome these objections. 3.Practice saying these out loud so you are confident the next time you talk to a prospect with objections. 4.Sprinkle your presentation with these rationales to preempt objections.

Class Exercise

Avoiding Potholes1. Don’t use CRM just to check

up on sales reps. They’ll figure it out and

they don’t like entering data for data’s sake.

2. Don’t implement a system that’s hard to use. That’s why Microsoft

makes sense. It’s familiar.

3. Don’t ignore the core problems of sales reps. What info do they need

to gain insight, stay on track, make presentations, and close? Relevance matters.

Workflow Workflow (flow of work)

includes the information needed to get the work done at each stage of the sales process.

Effective and efficient workflow means that everyone who interacts with the client has access to the 360-view of the customer throughout the process. Source: Binaro.com

Our CRM System What suggestions do you have for tabs/fields that could be

added to a CRM system to facilitate the sale of tickets at your institution?

NFL Game Night

CRM Applications

Documents

CRM Applications Read Kalakota pp 169-202. What is CRM CRM (Customer Relationship Management) is a long term, customer-centric business strategy whose

Les Applications CRM mobile Tunisie Telecom Pour BlackBerry

SalesLogix2000 Planning Guide - CRM BI CRM SalesLogix Planning Guide.pdfRunning SalesLogix Applications on Citrix MetaFrame ... In addition to the Sage CRM SalesLogix Planning Guide,

Development of SAP Mobile Applications with … speaker...Development of SAP Mobile Applications with emphasis on SAP CRM using Sybase ... Request Management (IPAD and SAP CRM

OpenSpan for Oracle CRM SIEBEL CRM ORACLE CRM On · PDF filedata sheet Key features:: Access enterprise data directly from Oracle CRM applications:: Point-and-click integration with

Oracle Social CRM Applications Strategy Overview And Roadmap

Integration techniques for SaaS CRM applications

Integrating ERP and CRM Applications with IBM … · Integrating ERP and CRM Applications with IBM WebSphere Cast Iron 6 Scenario 1: Synchronizing customer data The account data is

Training CRM - brightoffice.co.uk · • Solicitors CRM • Chamber CRM ... Merseyside, WA12 0JQ ... For more information on our CRM applications, please telephone us on... Training

Rapid Application Development for Line of Business Applications using Microsoft CRM 2011 Chet Kloss CRM Customizations Architect chet.kloss@microsoft.com

Operating and Customizing Field Applications in SAP CRM...The CRM Middleware is a software component on the CRM Server providing, among others, various services to integrate mobile

Cinema Ribbon RevA3...Features • CRM-2 loudspeaker for front, surround, and back surround applications • CRM-2C loudspeaker for center chan-nel applications • Two-way high-pressure

Oracle Applications Das neue Oracle CRM Portfolio - doag.org · PDF fileOracle enters CRM market with Siebel, PeopleSoft acquisitions Oracle releases Siebel CRM Innovation Packs, updates

8913-En Applications in CRM Student Manual

PeopleSoft Enterprise CRM 9.1 Marketing Applications ... · PeopleSoft Enterprise CRM 9.1 Marketing Applications PeopleBook SKU crm91pbr0 Copyright © 2001, 2009, Oracle and/or its

Analytical Customer Relationship Management · 5 Analytical CRM Defined Analytical CRM is the focused analysis of data created by the operational side of CRM and legacy applications

ACCPAC CRMdocs.accpac.com/Products/crm/CRMbrochureCOEW001U1004_1004.pdf · Flexible, Adaptable CRM ACCPAC CRM has a proven, built-in ability to adapt to a wide range of business applications,

Oracle Applications Crm System Administrators Guide3447

Oracle Applications Das neue Oracle CRM Portfolio

LICENSING SIEBEL CRM - B.Lay Applications; Vertical Applications ; Analytics. The Horizontal Applications are industry independent solutions (e.g. Siebel CRM Base and Siebel Contracts)