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What’s a CRM?
A customer relationship management (CRM) tool helps businesses sell better by organizing contacts and accounts, tracking contact interactions, and tracking potential sales opportunities.
When using a CRM, businesses have one central location for their contacts, know what was last communicated to a customer, can track the number of
sales that will close each week, and can see business data in reports.
Today’s sales context
• Customers communicate through various methods (email, phone, IM, SMS, social media, in person, online meetings), making it challenging to keep track of what was said, when and in what medium.
• High employee turnover in sales. It’s inevitable that reps will move on. But, when they do, you risk having your sales relationships walk out the door with them.
• Today, businesses increasingly conduct business globally. Tracking customer information like time zones, languages, business preferences and more is key to success.
Selling in today’s business climate is challenging.
Success Story: Brandtree
Kris is a managing director at a marketing agency called Brandtree, which provides professional services to travel-related businesses. Brandtree’s specialty is search and social media marketing. Not only do they help clients with their search ranking, but they also help them manage their online reputations on social media.
Success Story: Brandtree
The challenge?
Different teams within the company were finding it difficult to stay organized with the conventional systems and solutions in place. They were relying on a cocktail of Google Drive, meetings, email and Excel spreadsheets to track contacts; however, there was no method in place for linking all of the information or managing projects. The company researched a multitude of potential solutions, but found that many were too expensive, would not integrate into existing work flows, or simply didn’t offer the right functionality.
Success Story: Brandtree
Kris and her team decided to solve the problem with a CRM tool. The results were immediate. Brandtree saw an improvement in project tracking, staying ahead of client deadlines, providing better customer service, and facilitating clear communication between teams.
Now, the entire Brandtree team uses CRM to track client projects from any location using their CRM’s mobile apps. In just a few weeks Kris, and her team saw a 50 percent reduction in meetings and 20 percent increase in productivity.
Common problemssolved by CRM
• Prospects, Leads and Contacts are stored in various places - smartphone, Google accounts, tablets, email, in spreadsheets
• No one knows what was said to whom and when since it’s not captured in any system or business process
• With no system to track opportunities and values, it’s a multi-week project to find out how many sales will close this week, month, or quarter.
More efficient contact management: Everyone has access to the most current contact information.
Improved sales processes and organization: Know what prospect needs a follow up, what was communicated and when it was communicated.
A better view of your sales pipeline: Generate a report to see anticipated sales by week, month or quarter.
Companies that use a CRM experience a multitude of benefits, such as:
Benefits of using a CRM?
1)2)
3)
Better support for business growth: Once you can better forecast sales, you can better forecast inventory, sales costs, margins, and more.
Better understanding of what’s driving sales: Businesses that use CRM and track leads know the source of their best customers and can focus their efforts accordingly.
Improved productivity by providing a view into day-to-day-tasks: The best CRM tools help your sales team stay on top of the activities they need to complete the sales process.
Benefits of using a CRM?
4)5)6)
Streamlined communications: When every member of your team can see all of your company’s leads, contacts, organizations and opportunities, no emails or calls need to be sent.
Reduction of repetitive activities: Using a CRM’s email templates, reps can quickly and easily send out personalized emails to prospects at every stage of the sales process, which means less time spent on administration and more time spent on selling.
Benefits of using a CRM?
7)
8)
Success Story: EvergreenFurniture Design
Bob is a sales manager at a company called Evergreen, which designs sustainable furniture made from eco-friendly materials and designed to fit small spaces. Interest in Evergreen is growing rapidly; however, Bob’s seven-person global field sales team is missing opportunities due to an uncoordinated sales effort.
The challenge?
Customer information is stored in various places – spreadsheets, email, and reps’ heads.
The bottom line is that Bob needs to solve this problem before it gets out of control.
Success Story: EvergreenFurniture Design
The solution? Bob and his team started using a CRM tool to help them store all prospect information, track customer interactions (calls, meetings, emails), and track opportunities. With a CRM in place, reps are now spending more time selling and less time tracking down information. Within weeks, Bob sees an increase in closed deals and fulfilled orders, and an improvement in customer satisfaction.
Improved Productivity:
41% of surveyed customers improved productivity or organization with Insightly.
Improved Productivity:
45% of surveyed customers improved productivity or organization with Insightly.
Return on Investment:
67% of surveyed CRM users paid back their Insightly investment in 1-3 months or less.
CRM usage stats
41% 45%
Insightly is the easiest customer relationship management solution (CRM) to use for managing deep customer relationships. Customers use Insightly’s tightly integrated CRM & project management features to close new business, track post-sale customer interactions and drive repeat purchases.
Businesses use Insightly to manage contacts at every stage of the sales process, track relationships, monitor their sales pipeline, and more. With Insightly, all your critical sales and business info – leads, contacts, emails, events, projects, tasks, sales opportunities and biz reports – are organized and available on your devices. And, when all your teammates have the most current customer info at their fingertips, your company sells more and satisfies customers better.
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