As we know, in today's high-pressure business environment, performance is very important. This statement rings true as we see companies requiring
more sales output from their sales staff and their sales departments even more than ever before. Anyone who says selling is easy has never tried it.
Sales in a recession are possible, actually if done correct you can actually prosper. The good thing about a recession is eventually it will cease and the companies that survive will
be the ones that have a good product/service that really is relevant and has a tested sales process in place. So, be prepared to listen to the customer and be flexible enough to
meet their requirements, prove the stated ROI is attainable and more significantly have a product or service that does what it says it does.
CRM systems offer real-world tools for high-performing salespeople. These tools will challenge your sales force to work smarter, streamline sales operations and grow your organization.
Sales Activities 101 - back to basics using a Customer Relationship Management system in a recession.
1. Cold Calling:
New Lead Generation - cold calling can be reasoned to be the most effective and efficient target marketing technique. Leads are generated when inside sales representatives
acquaint your company's product/service to a potential customer and/or book future appointments for senior Account Executives.
Predictable Results - cold calling has the potential to be a fully defined, repeatable, measured and managed process with predictable results. Since there are clear metrics that
exists for dials, touches, leads, and deals, this operation can be consistently improved until the succeeding pattern is determined.
Produces Immediate Sales - with Customer Relationship Management tools, many companies have found that cold calling outcomes using direct sales feature a much lower
cost than traditional, face-to-face, outside sales.
Cost-effective Marketing - Even when a lead or sale is not returned from a cold call, value can be expressed in the shape of inexpensive marketing. A thorough inside salesperson can
make over 200 calls per day and send out 10-20 "product/services overviews" or other affirming collateral materials that improve brand & product/service awareness.
Sales Skill Development - People with limited or no sales experience can be quickly taught how to powerfully introduce your organization, and develop their sales skills very quickly
given the volume of calls per day.
2. The CRM Module's assisting in your Cold Calling efforts:
Making sure you fully apply all the options of a Sales Force Automation System: With the top CRM systems you can enhance your direct sales functions by tracking all of your leads
through a fully customizable sales pipeline. Also inside a top Web-based Contact Management Software system, important statistics of the sales effectiveness must be
provided in a simple to use dashboard. The sales opportunities pipeline, lead sources and event outcomes must all be seen from a thorough graphical dashboard. This dashboard
must generate a summary view of the top opportunities, appointments, open cases, leads, open tasks, sales pipeline graph, monthly calendar, and a quick contact view. This
functionality must also have the power to set up sales teams, automatically distribute leads and build automatic triggers into your sales process to ensure that your leads are
being gone through properly and on time. It is critical the information about the customers and prospects are organized within a one central database. Key facts about the sales
opportunities, accounts, and individual business contacts can be obtained from the central database. The incoming and outgoing email messages and appointments are automatically
linked with the business contacts, business opportunities and accounts. The tasks, notes, files and phone logs can be attached to the accounts, business contacts or sales
opportunities, giving the functionality to be retrieved quickly. * Feature Set Rating for effectively improving Customer Retention in a Recession for top CRM Systems: 5 Stars out
of 10 Stars ** Component Set Rating for effectively executing Five (5) Step CRM Implementation Process for top CRM Systems: 5 Stars out of 10 Stars *** Feature Set
Rating for effectively improving CRM Implementation Success Rate & Reducing Risk & Why Projects Fail Rate for top CRM Systems: 5 Stars out of 10 Stars
Effective Account Management in a CRM Sales Software: A good CRM Sales Software must provide the ability to coordinate and sort all key account data. The account management
sales software system will put all key accounts in one safe, secure, reportable database structure. The key account functionality lays the foundation for a first-rate Contact
Management Software solution. Users need to have the ability to add new account records manually or by import. The account management CRM system must make a key account
strategy easy to build. This offers the sales account management and customer account management performance factors so that all new leads, opportunities, documents and
contacts are correlated to the key account record and are visible, editable and reportable. * Feature Set Rating for effectively increasing Customer Retention in a Recession for top
CRM Systems: 7 Stars out of 10 Stars ** Component Set Rating for effectively executing Five (5) Step CRM Implementation Process for top CRM Systems: 5 Stars out of 10 Stars
*** Feature Set Rating for effectively increasing CRM Implementation Success Rate & Reducing Risk & Why Projects Fail Rate for top CRM Systems: 5 Stars out of 10 Stars
3. Following up on Sales Leads:
If you are part of your company's marketing team, you likely spend a lot of time attempting to generate sales leads. Whether you are utilizing direct marketing strategies, attending
trade shows, marketing by way of the Internet or using other courses of advertising, you may be spending a lot of time generating leads. Once you get these leads, however, are
you certain you are putting them to use effectively? Customer Relationship Management tools supply a strong assistance to the sales lead management process.
The reality is that many businesses do not get the most out of their sales leads for one simple reason: inadequate internal business procedure for lead follow-ups. If your firm
neglects to control its sales leads properly, it fails to form those all-important relationships with potential customers. As a consequence, your company misses out on the possible
action of converting that sales lead into a customer. By identifying the problems that stand between you and properly overseeing your sales leads, you will be more likely to
produce the most out of your leads while helping your business. Contact Management Software can literally help pay for itself.
4. The CRM Module assisting in your Sales Lead follow-up efforts:
Calendaring within the Customer Relationship Management Sales Software System: Effectively designed calendar integration could be the most vital part of an excellent CRM
system. Tasks are the driving influence of the sales software strategy and the calendar is the conduit that the tasks flow through. Calendars need to be shared across the company
for the system to be used the most effectively. Calendar reports should be a one click report for optimal use. Through the effective use of a tasked based calendar system, the
sales individual can facilitate the buying process and close more sales. When CRM users create events, put in contacts, or add clients, all the data should be shown and shared
within the calendar. When the user rolls over the particular day, multiple icons should reflect the specific activity or event of the day. This will minimize the number of clicks and
pages loads needed to view the information of that day. Minimizing clicks means a more productive sales force. All of this information appears in the calendar and provides a fast
view of events scheduled for that day. Leads and Clients that enter the system are also on exhibit for quick access to critical knowledge to eliminate multiple clicks. * Feature Set
Rating for effectively improving Customer Retention in a Recession for top CRM Systems: 8 Stars out of 10 Stars ** Component Set Rating for effectively carrying out Five (5) Step
CRM Implementation Process for top CRM Systems: 6 Stars out of 10 Stars *** Feature Set Rating for successfully improving CRM Implementation Success Rate & Reducing Risk &
Why Initiatives Fail Rate for top CRM Systems: 5 Stars out of 10 Stars
5. Negotiating Prices with your Customer/Prospect:
Have a plan to overcome the new crop of recession driven price objections. Discover how to handle typical recession stall tactics by utilizing consultative selling methods which will
facilitate you in managing your margins, even in a recession. These activities include:
When asked for a better rate, think before you speak - For instance, what value-add can you offer that doesn't cost you much, rather of reducing your rate.
Don't believe everything you hear - Especially in larger client corporations, those charged with talking terms purchases are very skilled and are able to tell a persuasive story of woe.
Recognize that it may not all be true! Interpret the negotiation as a dance: you have products they want and they have things you want. Be inclined to tell your own stories
and stand secure on your product offering's quality and value.
Just say no, and then be silent - Say "no" and then deliver a logical, compelling argument why you won't reduce your fees, and then stop speaking. Be comfortable with the
resulting silence. Often, salespeople are uncomfortable with the silence and therefore offer up a deduction, thinking they'll lose the business if they don't. Alternatively, you may find
that your prospect considers the conversation over and accepts your argument.
Be prepared to pass - Acknowledge what you want and how far you're prepared to yield on price - beforehand. This knowledge presents you a negotiating edge; don't be afraid to use
it. Your commitment will show and you will be negotiating with forcefulness.
6. The Web-based Contact Management Software Module assisting in your Price Negotiating efforts:
A Great Web-based Contact Management Software will help you understanding your customer and assist in constructing a thorough customer profile: Most all Contact
Management software sales systems have sales process development options within the core system. It is up to your group to determine the stages and facts tracked inside the
new Customer Relationship Management system. As we already recognize, when meeting with a potential buying customer, they have already been thinking about their internal
business troubles that are keeping them from reaching their goals. To attain a level of awareness of your customer needs when making a purchase, this will require far more
research and multiple meetings. Instead of cutting the market research budget, try to learn even more about how your customers are reacting to the recession. Determine their
wants and motives when they make their purchases. Make sure your new CRM system can accommodate this required detail information. Your sales force needs to be aggressive and
make sure they know how to ask questions. Focus your sales team's efforts on what makes money. * Feature Set Rating for effectively increasing Customer Retention in a
Recession for top CRM Systems: 6 Stars out of 10 Stars ** Component Set Rating for effectively carrying out Five (5) Step CRM Implementation Process for top CRM Systems: 5
Stars out of 10 Stars *** Feature Set Rating for effectively improving CRM Implementation Success Rate & Reducing Risk & Why Projects Fail Rate for top CRM Systems: 6 Stars out of 10 Stars
7. Closing New Deals:
With fragmented marketplaces and economic uncertainty, closing business deals can be tougher than ever, as prospects are more and more cautious with expenses. Nevertheless,
observing the correct selling approach can give assistance and close more deals even during recessions.
With proper training geared toward CRM sales pipeline management with a focus on senior corporate leaders, you'll find established ways to build and extend your prospect base.
Just like selling, sales pipeline development is tough. But for those with courage, smarts and the desire to succeed, a well developed CRM system will help you get to the top.
The number one theme today for corporate leaders is how to save money not spend money! Businesses will continue to buy new products and service during recession the only
departure is that the sales cycle will call for more decision making and take twice as long. If you can demonstrate your service or product can help your client make more money or save money people will still buy.
4. The CRM Module's helping in your Closing New Deals efforts:
Pipeline Management as part of a CRM Sales Software System: Pipeline management can be every sales person's nightmare or every sales person's dream. A solid sales software
system must make pipeline management a sales persons dream. If you deal in complex solutions or big-ticket items, your customers most likely don't possess a distinct approach
for ordering what you sell. The better we can recognize our customer's buying process, or the things that have to occur before they can buy, the better we can manage our pipeline
. A managed pipeline is aligned with our customer and works with them where they truly are. * Feature Set Rating for successfully improving Customer Retention in a Recession for
top CRM Systems: 7 Stars out of 10 Stars ** Component Set Rating for effectively executing Five (5) Step CRM Implementation Process for top CRM Systems: 5 Stars out of
10 Stars *** Feature Set Rating for successfully enhancing CRM Implementation Success Rate & Reducing Risk & Why Initiatives Fail Rate for top CRM Systems: 5 Stars out of 10 Stars
Quote/Proposal Generation within a Customer Relationship Management Sales System: As we all know, a quote or proposal with selling complex solutions or big-ticket items is one of
our last sales activities within our established sales system. Within a good sales methodology, we will need to keep in mind; we should try never doing "something" for
"nothing". Everything we do should be done with the precise intent of helping our client to do something they need to do in their buying process. Once we have the facts we need
documented and detailed in our sales software system, we can take the next action and generate a quote or proposal. * Feature Set Rating for effectively increasing Customer
Retention in a Recession for top CRM Systems: 5 Stars out of 10 Stars ** Component Set Rating for successfully executing Five (5) Step CRM Implementation Process for top CRM
Systems: 7 Stars out of 10 Stars *** Feature Set Rating for effectively increasing CRM Implementation Success Rate & Reducing Risk & Why Initiatives Fail Rate for top CRM Systems: 5 Stars out of 10 Stars
8. New Sales Lead Creation by the Marketing Department with select marketing operations:
Within marketing departments the days of spending tons of money promoting products and services that acquire little or no leads or revenue for the company are done. These types
of disbursals in the past have always been written off as brand recognition. Brand identification today will be the companies that endure during these tough times. So it
makes the best business sense to centralize on providing highly qualified leads to your sales team, spending the money on what is proven to work, making sure you have the ROI
to defend your purchases, and if you do all this efficiently, you can be confident your organization will prosper.
5. The CRM Module's assisting the Marketing Department in their New Sales Lead efforts:
Marketing Investment and Strong ROI: Within a first-class Customer Relationship Management system it should have features that allows tracking of important information
such as position of sales opportunities, revenue potential, probability of closing, and expected close date for securing a sound sales forecast. Further, it sorts and filters the
most important contacts and sales opportunities. Instantly track your marketing investment and designate dollar amounts to advertising campaigns and individual Marketing
Templates. Track how much you spend on marketing to individual prospects, how much it costs to convert a prospect to a customer, and how much a sequential marketing or follow
-up campaign costs you to execute (including the advertising, direct mail pieces, faxes, voice broadcasts, live phone calls, etc.). * Feature Set Rating for effectively increasing
Customer Retention in a Recession for top CRM Systems: 5 Stars out of 10 Stars ** Component Set Rating for successfully executing Five (5) Step CRM Implementation
Process for top CRM Systems: 6 Stars out of 10 Stars *** Feature Set Rating for successfully enhancing CRM Implementation Success Rate & Reducing Risk & Why Initiatives Fail Rate for top CRM Systems: 5 Stars out of 10 Stars
Web Based Lead Capture Forms: With this feature in a first-class top CRM system you can turn your brochure-style internet site into a lead generating machine! Using a top
Customer Relationship Management System's unlimited web forms functions, you can capture lead data from your website(s), automatically section your leads and customers,
and initiate marketing sequences and other automatic actions. Standardize the flow of data thorough your business more efficiently. The users can be assigned tasks through
automatic email notification. Offline response forms can be used to secure offline reactions to your advertising and marketing and will also automatically segment your contacts and
initiate automatic activities, marketing sequences and other automated actions. * Feature Set Rating for successfully increasing Customer Retention in a Recession for top CRM
Systems: 6 Stars out of 10 Stars ** Component Set Rating for effectively carrying out Five (5) Step CRM Implementation Process for top CRM Systems: 5 Stars out of 10 Stars
*** Feature Set Rating for successfully increasing CRM Implementation Success Rate & Reducing Risk & Why Initiatives Fail Rate for top CRM Systems: 7 Stars out of 10 Stars
9. Don't Neglect Your Current Customer Base:
Concentrating on new prospects is crucial, but don't push aside or leave out your current clients or accept that they're safe and golden. Make sure you let them know their business
is treasured, and spend as much effort reaching out to them as you do touching potential new clients. Remember, it's your present customers who will carry you through a recession
. Losing your present clients for the sake of new business will only cost you more in the end.
10. The Customer Relationship Management Module helping in efforts to Not Neglect your Current Customer Base:
Effortless Email Administration: Make use of email as a beneficial application to market your business enterprise. Control newsletters, auto-responders and more with strong email tools
should come with the system. The users may compile HTML emails and send them to specified records from the a top Web-based Contact Management system. Take
advantage by using the top CRM system's advanced email deliverability applications to ensure emails bypass spam filters and get delivered instantly to the inbox! Stay in front of
your prospects and customers with automated and personalized follow-up marketing campaigns and sequences through the top CRM Systems. * Feature Set Rating for
effectively increasing Customer Retention in a Recession for top CRM Systems: 5 Stars out of 10 Stars ** Component Set Rating for effectively executing Five Step (5) CRM
Implementation Process for top CRM Systems: 5 Stars out of 10 Stars *** Feature Set Rating for successfully improving CRM Implementation Success Rate & Reducing Risk & Why
Initiatives Fail Rate for top CRM Systems: 5 Stars out of 10 Stars
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