5 Ways to Maximize the Effectiveness of Your CRM Software

Buying CRM software is just the tip of the Customer Relationship Management iceberg. You’ll need to conduct additional planning if you want to utilize this software to its optimum potential. We understand it can be difficult to accept change and learn about a whole new system, but it’s true that this type of software is supposed to provide an ease of use for relationship management within your company. Check out these five tips and tricks to explore the full benefits of the process.

CRM Tips and Tricks

Develop a roadmap. It’s crucial to put a plan into action prior to buying your CRM software, so you must know ahead of time what your plan is for software implementation as well as your long-term goals. Put it all on paper and brainstorm some actionable items for your CRM approach before implementing it.

Keep the whole team in the loop. If your CRM plan is to be successful, you’ll need to be fully committed, and this means all of your teammates, too. Train all employees in the use of the software and invite them to strategy discussions to keep everyone updated. Your team should understand that this process should eliminate unnecessary work for them over the long haul, with a goal to maximize communication through a central hub of activity where everyone knows all parts of the conversation taking place.

Track important information. It’s too easy to get overwhelmed in tracking the minutiae of customer information. Instead, track the most important information across the board with a standardized template within the software. To tap into the full potential of CRM software, you must track every communication you make with a potential customer so your team is always on the same page at all times.

Determine metrics for tracking on your dashboard. As the eyes and ears of your campaigns, the CRM dashboard helps you determine what works and what doesn’t. The metrics you select are highly dependent on the overall goal of each campaign. For instance, when it comes to lead generation campaigns, track the number of leads you receive and where they originated. Engagement metrics like click through rates are the focus of lead-nurturing campaigns.

Provide consistent updates. To keep track of sales growth, it’s essential that you update all customer information as it happens, noting each move your clients take throughout the sales lifecycle. Don’t forget about those prospects who eventually turned into customers and what they bought. Sales leads will also need to be tracked so your team can make the appropriate calls at the right time.

Implementation of CRM software may sound difficult at first but you will reap the benefits over the long run if you follow these tips and explore the advantages this process provides your company.

3 Reasons to Look Externally for Sales Coaching

It’s well known that sales coaching can have a positive effect on the results a sales team garners. However, you have two different options when it comes to delivering on that coaching need. Either the management team can offer one-on-one coaching sessions in-house, or it can look outside the organization to outsource a sales coach to work one-on-one with each sales person. You’ll see below why the latter could be an advantageous option for your company.

1. Open Communication

In order to have effective coaching, you must maintain an open line of communication between client and coach. If the sales person feels uncomfortable opening up to the coach, the results will not be as positive and the effectiveness of making improvements will diminish. This often happens when an internal manager and sales person are paired together for coaching, as the sales rep may not want to divulge all his vulnerabilities to that in-house manager.

When you provide external sales coaching, the lines of communication typically open up because there is no fear of retribution or competitive drive. It also helps that there’s usually a confidential agreement signed between coach and client to keep everyone honest and willing to open up freely.

2. Internal Exploration

More challenges exist when you have a sales manager providing sales coaching, as a sales manager and a sales person will usually share the same goals – generate more business, close more deals, etc. This share-goal element makes it difficult for the sales manager to be objective throughout the duration of the coaching session.

For example, it natural for a sales managers to often feel the need to correct the sales person when they are doing something wrong. And this desire can easily and frequently arise during a coaching session. But it’s important to hold back on the direction and instead let the sales person use self-reflection to learn what’s the best course of action. With the specter of the chain of command looming over their heads, this can be challenging when an internal manager is providing coaching.

3. Coaching Expertise

Most sales managers have several areas of knowledge they are proficient in, mostly due to many years of experience in managing sales teams. They also typically possess deep knowledge of the products, policies and processes of the company.

However, even though there knowledge and experience is likely impressive, it can be very possible that they may not have a lot of knowledge and experience in the field of sales coaching. Coaching is a skill and this may be one that might not have been taught or developed by the sales manager.

To perform powerful and productive coaching,  there can be elements of discovery, active listening, brainstorming, action planning, progress tracking, etc. This can be difficult for someone that has not deep knowledge about sales coaching. Even is a sales manager has been trained on coaching, they still might not get in enough practice in that area to become really effective in breaking into the minds of the people he or she is coaching.

Going External for a Sales Coach
When you look at those three factor, you can see how the utilization of an external sales coach can have some positive benefits. By having someone that is an expert in coaching with that being all they do, and having the ability to bring down the walls around a sales person and establish very powerful and productive discussions, you can create a coaching program that is better positioned for noticeable performance improvements.

Email Marketing: 8 Best Practices to Consider

Email marketing has gone through an evolution of sorts over the last 10 years, as evidenced by the strength it offers when it comes to your arsenal of marketing tools. Check out this recent survey by iContact that illustrates how much of the small business budget is spent on email. As such, email marketing stands head and shoulders above other forms of marketing thanks to its unique personalization of content that can be directed right to the inbox of the consumer. When you know how to craft compelling emails, you can make even more of an impact and ensure your email is not only opened but read as well. The downside is that email marketing is not always executed well and thus remains one of the most under-optimized marketing channels around. Ensure a max investment in your email marketing campaign by employing the use of these top eight email marketing best practices.

1. Make sure your content offers a value to the recipient.
To develop trust and make it known that you are at the forefront of subject matter expertise in your industry, you must make sure your email offers value. It’s simple, really: your customers are short on time — if you send them a sub-par email that does not address their needs, you risk them deleting your email the next time something from you pops up.

2. Keep the reader’s interest going.
You can achieve this through writing an email to your customers that encourages them to visit your website for further information. Email content is good, but if you can actually get readers to click on your site to learn more, you have a better chance of making the sale. Always remember: sales and marketing work together.

3. Conduct a review each month.
This is the time to take a look at your open and click-through data utilizing your findings to determine the areas in which you excel and areas in which you stand to improve.

4. Cool it with the calls to action.
Sure, you want to encourage your visitors to contact you for more information, but if you give them too many options, they may take their time in their decision making.

5. Be discriminating when adding recipients to your email base.
Send emails to those consumers who have already expressed interest in what you have to offer. Respect your consumers’ needs and never send them email when it’s not wanted.

6. Craft compelling subject lines.
That old saying “you never have a second chance to make a first impression” is never truer than in the development of subject lines. The subject line is the single most determining factor in whether the reader will open or simply delete the email, so make it count. Remember: iPhones will shorten messages automatically to 32 characters.

7. Create appealing content.
When creating content, be sure to customize it to your readers’ interests. To do this, compile their purchase history and previous inquiries to come up with content that makes them more likely to read what you have to say.

8. Limit the number of emails.
Sending too many emails will overwhelm your readers and turn them off, resulting in lots of deleted mail and a waste of time on both sides. However, if you don’t send enough, readers may move on to other companies for their needs. Find that delicate balance by testing frequencies and results.

You may think the reasons why email remains at the core of small business marketing are obvious, but perhaps you didn’t realize just how important this is. As a cost-effective resource, email marketing can bring in lots of positives for your business — provided you execute it well. Share your email marketing best practices with us now!

Components of Good Cold Call Scripts

Making good cold call scripts stand head and shoulders above the rest can be easy provided you know how to go about it.

Value Statement

Take a look at your value statement and then consider your cold call script. Is it included? Is there a statement that speaks to the value you offer? This only needs to be one sentence — enough to communicate your service. Because most call scripts contain an introduction statement, you may be tempted to include details about what your company sells or provides. Here are two examples:

“We sell software to help with your systems management.”
“We are number one in risk management consulting.”

While these statements say something about what you offer, these aren’t technically value statements because they don’t touch on the value you plan to deliver to the client. You need to explain briefly how your client’s processes will improve when they utilize your services.

When beginning cold call scripts with a specific value statement, you achieve a couple of key results. First off, because you’re not mentioning the product or service immediately, you’re reducing any guardedness your client may have. Second, you are generating a little mystery around your product, with the goal to pique the client’s interest and curiosity further.

Pre-Qualifying Questions

Oftentimes, when considering what to say when dialing the phone, you may wonder how you should describe the product so the prospect will want to buy it. This poses a challenge because you have a lot to impart but not a lot of time to do it — one or two minutes at the most. This is also a very selfish way of thinking because it’s only describing what you offer, not how the prospect will benefit from it.

Instead, consider some insightful questions you could ask that will draw out responses from the prospect. When you do this, you are engaging the person on the other end of the phone and you actually end up with some pretty great information. Therefore, you should come up with questions that pre-qualify the prospect by finding out if they are running into problems in their daily operations that your product or service could provide a solution for.

Examples of Common Pain
Your goal with pre-qualifying questions must be to detect the pain your prospect is currently dealing with. However, this isn’t as easy as it sounds, because often times, prospects don’t give up that information readily. You have to work for it. In this case, provide the prospect with example of problems that other companies go through. By sharing these common pain points, you are encouraging the person to sympathize. Have these examples ready before you make that call.

Build Points of Interest

At some point in the call, you’ll have to work to build up interest in the prospect so that you can progress to the next step in the sales lifecycle. This is when you typically may bring up the features and functionality of your product or services. However, to really have the most impact, create statements in your cold call script that illustrate how you have helped previous customers, along with proven ROI you have facilitated and what makes you stand apart from your competitors. You may also want to mention what will happen if the prospect stays with his current situation, contrasting that with how much your product could improve his situation.

Turn to SalesScripter to help you and other sales pros develop the most impactful cold call scripts possible.



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3 Types of Value Propositions

A solid value proposition is essential to successful sales. You may think there’s just one perfect value prop solution but the truth is, there are multiple solutions at your disposal. This means that the value you offer to your various buyers can differ from one another, just like you would assist a manufacturing business in a different way than you would a retail one, for instance. You can also offer various value types according to each individual circumstance. Here, we’ll go over the three different types of value that you can offer your clients, each one with its own potential value proposition statement encompassing components ranging from improved performance to inventory and labor decreases. As you work your way up through each one, you open up a whole new set of resources with which to work, increasing your solution offerings to your clients.

The three different platforms on which you can deliver value include technical, business and personal. Let’s discuss each one in detail:

1. Technical
Technical value, at the low end of the spectrum, include the benefits and improvements you can offer for a more seamless operation in areas ranging from processes to systems to people. Check out these examples of value at the technical level:

  • Assisting a company in saving valuable time
  • Automating a variety of manual procedures and tasks
  • Improving the overall performance and reliability of system, processes or people

2. Business
Value will emerge at the business level once a company begins to realize value at the previous level. This is evident in elements of cost, revenue and service at the business level. Examples of business level value include:

  • Increases in revenue, market share, close rates and customer satisfaction levels
  • Decrease in inventory, labor and goods sold costs, as well as product delivery times


3. Personal
The two previous values can continue to rise up the ladder and affect clients on a personal level. You’ll find these elements as they pertain to income, career and work environments. Value at the personal level can be seen in the following examples:

  • Increased bonuses, promotions and commissions
  • Recognition of solid performance
  • Decrease in workload and therefore stress
  • Better balance between work and life

Once you realize the value you can offer clients at all the distinct levels as above, you can move between them all to generate various versions of value propositions to fit a variety of needs. Combining the points once you’re comfortable with all three levels can open up new possibilities in growing your overall strategy and dealings with each company.

To further develop and enhance your value prop, consult with SalesScripter today. We are happy to help all kinds of sales professionals realize their potential and generate their value proposition.


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9 Keys to Writing a Good Cold Call Script

If you’re looking to boost the results you’re getting from prospects, there are many ways you can improve your cold call script.

1. Don’t say “How are you doing today?”
Your natural inclination as a sales person is to inquire how the prospect is doing at the start of the call in an attempt to sound friendly. However, your prospect knows nothing about you at this point in time and is reluctant to this approach. Don’t put them in a position of explaining how they’re doing to a complete stranger. In effect, you’re alienating yourself from the prospect, which is the opposite reaction you’re going for.

2. Confirm availability
Your prospects will always be busy, but if they’re really busy putting out fires at that moment, this isn’t the time to try to gain their attention for 2 to 5 minutes. Simply ask “Have I caught you in the middle of anything?” as part of your cold call script. This shows respect for their time and will help them open up.

3. Avoid sounding like a sales person
Your prospect’s guard will be at a medium level when they answer the phone, so be aware that anything you say will either increase or decrease that level. Sounding like a typical sales person will increase their guardedness and they will try to get rid of you quickly. Avoid this by minimizing product and company discussion at the start of your cold call script.

4. Make it all about them
Because we’re all a bit self-absorbed, formulate your call to focus on what you can do for them.

5. Encourage the prospect to talk
Focusing on the prospect is as simple as asking them questions in your cold call script, which will engage them in the conversation more and assist you in pulling out valuable information.

6. Ask pre-qualifying questions
When you pre-qualify the prospect, you can ask questions that extract information as to what’s happening on the prospect’s side. As a result, you also identify who they are and how they fit into the organization as well as the buying process.

7. Focus on the pain of the prospect
Solid pre-qualifying questions will uncover pain points that the prospect is experiencing at the moment. However,  the prospect might fail to provide you with the answer you want, so be sure to have a list of common pain points handy that many of your prospects or customers go through in your cold call script.

8. Keep the right goal in sight
It’s easy to come on strong and sell our products and services every time we chat with a prospect. However, the end result of a cold call should focus more on selling the next step in the sales process, which is usually an additional, more involved conversation, meeting or appointment before a purchase is actually made.

9. Build up interest
Yes, you must build up interest on the prospect’s side in your cold call script, but you only need to develop it enough to move on to the next stage of your sales process. Therefore, don’t go into too many details about your product and its features and functionality. Focus  on the value of your product, in particular the ROI, and share how your product differs from others out there currently. Make it clear the consequences to the prospect if they don’t make a change.

SalesScripter helps sales pros and sales managers to create a cold call script.


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Simple Steps to an Active Social Media Community

Fostering an active and engaged social media community takes more work than many businesses recognize. Social media cannot just be something you put on the back burner, or occasionally take part in. It needs to be a consistent part of your marketing strategy for you to reap the rewards. At Social Mojo, we can take the reigns here and come up with a plan of action that represents you well. Visit our website for more info. Here are some of the best tips for engaging your fans and followers, and building that online community buzz!

1) Be Relevant
Posting relevant content is crucial. If people are looking for you online, it’s important that you give them something relevant to look at when they find you on social media. Incorporate interesting facts about your industry. Discuss new products in a succinct but grabbing way. Find the balance between making things relevant and making them interesting. Both can co-exist!

2) Be Responsive
Make sure you take the time to respond to your fans and followers when the comment or engage with something posted. In doing so, you reaffirm your awesome customer service, and can even gain another appreciative client. Stay attentive, and check in on your social media accounts often so that nothing – and no one – gets swept under the rug.

3) Be Reaching
Reach out for responses. Reach out to your followers and fans with questions, or posts that require interaction. Encourage sharing, reposting, retweeting, etc. so that your content reaches new eyes. Bottom line? Figure out how to incorporate a subtle but effective call to action in your posts, and you’ll be seen and heard by many.

 

Social Mojo provides social media services that help businesses to drive sales growth.

Everything You've Ever Learned About Generating Leads And Growing Your Business Is Wrong! (Webinar Recording)

This short presentation will teach you a system for successfully marketing your business … to a point where it becomes instantly obvious to your prospects that they would be an idiot to do business with anyone other than you… at anytime, anywhere or at any price.

Walter Wise, CEO of BPI Strategy Group, will show you how to leverage what you’re already doing… and how you can get those more revenue for your business… just by changing the way you do all of your marketing and advertising. And we are not talking about radical changes. Just simple, common sense changes that enable you to exponentially leverage your marketing’s results.

 

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Love to Sell - Learn to Really Care for Customers and Eliminate Stress and Frustration (Webinar Recording)

Craig Klein, CEO of SalesNexus, will bring his 20+ years of selling success to help sales leaders and sales people learn to put customers first and maximize happiness, sales and profits. You’ll learn…

  • Why even the best trained sales people are often frustrated and stressed out.
  • Why customers avoid sales people like the plague.
  • Simple techniques to build long lasting relationships of trust with customers
  • How to question and listen to TRULY understand your customers

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How to Build a Value Proposition that Generates Leads (Webinar Recording)

Are you able to grab the prospect’s attention in when writing an email or talking on the phone? If not, you may want to take a look at whether or not you are using the right value proposition in your pitch.

If you are not sure, you will want to join us on the next Sales Growth Hub webinar where Michael Halper, Founder and CEO of SalesScripter, will present How to Build a Value Proposition that Generates Leads.

In this webinar, we will show you how to clearly identify the benefits that your services offer, how to break those down according to categories like technical, business, and personal, and then how to put those benefits together to form powerful value statements.

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