Converting Leads to Sales with CRM

Transcription

1 Converting Leads to Sales with CRM Branding? Marketing? Customers? Sales Process? Sales Cycle? Leads? Prospects? Presenter: Jeffrey Scott, CEO, Business Architect t

2 Presentation Agenda C-Level Management Overview CRM Overview (Salesforce CRM, Sage, Microsoft) Is There Life After Act, Goldmine or Spreadsheets? Leads vs. Opportunities Defining a Simple, Yet Effective Sales Process Converting Leads into Opportunities (Demo) Knowing Your Customers (Data, Data, Data) High-Impact Sales & Marketing Tools Open Discussion

3 About C-Level Management Business Strategy & Cloud Technology Consulting Firm Cloud Technology Solutions Business Optimization Services Force.com Application Development Branding, Web & Multimedia Services The C-Level Team Unique Approach to CRM & Business Architecture Proven Agile Implementation Methodology The C-Level Giving Back Program

4 What makes the C-Level Agile Approach Unique? Traditional Consulting Firms Risk esources / R n Internal Re Demand on Time to Return on Investment

5 What makes the C-Level Agile Approach Unique? Traditional Consulting Firms Competing Consulting Firms Risk esources / R n Internal Re Demand on Time to Return on Investment

6 What makes the C-Level Agile Approach Unique? Traditional Consulting Firms Competing Consulting Firms C-Level s Proven Agile Approach Demand on Internal Re esources / Risk Time to Return on Investment

7 2010 Giving Back Program Goals Issue in-kind consulting service grants totaling $125,000 to qualified non-profit organizations. Provide reduced rate consulting services for all qualified non-profit clients valued at over $75,000. Subsidize over $50,000 in professional service discounts to our clients. Each client is in turn required to donate the money to a C-Level approved non-profit organization. Use 50% of our salesforce.com com commissions to provide over $30, in cash donations. Raise $25,000 in additional funds to assist non-profit organizations in crisis. Never have I worked with a vendor partner that has demonstrated such commitment to the success in achieving our mission. At C-Level, Building Socially Conscious Companies is more than just a tag line. Your team demonstrates what it is to be one. Rod Brooks, CEO Stop Hunger Now

8 Questions for the Audience? How many are currently using a contact management tool (Outlook, ACT, etc.)? Sticky Notes? 3x5 cards? What CRM solutions are currently in use? Does your organization have a defined sales process? What lead sources or services are you relying on? Social Media, Web Ads, Lists, Tradeshows? Do you understand the concept of The Cloud? Will a CRM magically make orders appear? Why won t my CRM close my deal for me?

9 Contact Managers vs. CRMs? Typical Contact Managers Act Goldmine Outlook Excel Mainstream CRM Solution Providers salesforce.com Sage CRM (Saleslogix) Microsoft Dynamics CRM

10 CRM (Customer Relationship Manager)

11 Leads vs. Opportunities Lead: The identity of a person or an organization potentially interested in purchasing a product or service, and represents the first stage of a sales process. Opportunity: The qualification of a person or organization that has expressed interest in purchasing a product or service. Sales Pipeline/Funnel: The way that both direct sales persons and SFA systems visualize the sales process of a company.

12 Defining a Simple, Yet Effective Sales Process Lead Process New/Open Contacted Nurture Qualified Unqualified Dead TIP: Adhere to the KISS principle! Sales Process Prospecting Qualification Value Proposition Proposal/Quote Negotiation Closed/ Won Closed/Lost Dead No Decision (No Opp) Dead No Decision (Future Opp)

13 Typical Business Process Map Volunteer Intake Process Map

14 Knowing Your Customers (Data, Data, Data) What defines the right type of customer? Small, Mid-Market, Enterprise Are you regionally or nationally focused? What is the customer s problem that needs to be solved? Can you provide an effective service/solution to solve their problem(s)? Are you focused on more than one vertical? How are you tracking key customer information? Have you defined a marketing plan/budget? Are you tracking/following-up i on your leads?

15 High-Impact Sales & Marketing Tools How C-Level Management Leverages the Tools: Web-2-Lead with Intelligent Auto-Response Lead Management Campaign/Event Management Account, Contact t &O Opportunity Management Invoice & Account Receivables Commission Tracking Mass Marketing Advanced Content Messaging Variable Print Direct Mail 1-to-1 Dynamic Marketing Thank you notes, Holiday Cards, etc.

16 Open Discussion

17 Appendix

18 C-Level Management Services Overview Cloud Technology Solutions Technology Architecture/Selection Implementation Services (100% Success using Agile Approach) Cloud Solutions Desk (Outsourced Admin Services) Agile Business Optimization i Revenue Enhancement Profitability Improvement Cost Containment Force.com Application Development Full-service web/business application development offering Native Platform Fanatics! Branding & Media Services Brand Extension & Visual Enhancement (Web & Print Media) Communication Templates ( , Selling Sheets, Newsletters, etc.)

19 2009 Giving Back Program Goals Rescue (1) non-profit organization in crisis by providing in-kind turn around consulting services, fund raising services and full board participation. Issue in-kind consulting service grants totaling $100,000 to qualified non-profit organizations. Provide reduced rate consulting services for all qualified non-profit clients valued at over $50,000. Subsidize over $30,000 in professional service discounts to our clients. Each client is in turn required to donate the money to a C-Level approved non-profit organization. Use 50% of our salesforce.com commissions to provide over $15,000 in cash donations. Never have I worked with a vendor partner that has demonstrated such commitment to the success in achieving our mission. At C-Level, Building Socially Conscious Companies is more than just a tag line. Your team demonstrates what it is to be one. Rod Brooks, CEO Stop Hunger Now

20 Southern CA Cash Giving Programs

21 2009 Cash Giving Program (12/31/09) 2009 Program Goal = $15,000 Program funded by donating 50% of our Salesforce.com commissions Projection = $30,000 (Big Brothers Big Sisters Matches = 7 children)

22 2009 Client Subsidization Program (12/31/09) 2009 Program Goal = $30,000 Clients are required to reinvest the discounts given into the community Projection = $50,000

23 2009 In-Kind Grants (12/31/09) 2009 Program Goal = $100,000 Grants are issued against reduced consulting rates Projection = $125,000

24 2009 Giving Back Program Impact Report C-Level Program Goal Actual In-kind consulting services Reduced rate savings Cash donations Client subsidizations Additional fund raising * 2009 Total Community Impact * Program added in December 2009 $100,000 $50,000 $15,000 $30,000 $0 $195,000 $100,832 $90,031 $15,760 $46,500 $12,500 $265,623

25 Giving Back Program History 12/31/2009 Description Goal Gross Revenue $310,499 $426,059 $833,842 $1,710,000 Community Impact $11,500 $86,438 $265,623 $305,000 Total Results $321,999 $512,497 $1,099,465 TBD TtlCL Total C-Level Goal * $250, $500, $1,000,000 $2,000,000 Difference $71,999 $12,247 $99,465 TBD # of Employees/Consultants Impact per Employee/Consultant $11,500 $28,813 $37,946 $20,333 Impact % (Impact/Revenue) 3.70% 20.29% 31.86% 17.84% * C-Level measures gross revenue & community impact as a combined goal.