Marketing Automation

Customer Relationship Management

CRM:Customer Relationship

Management-

Refers to practices, strategies and tools that companies use to manage and study customer exchanges and data

The goal is to grow business relationships with customers, assisting in customer retention and driving sales

Comiled by author from source: bizible.com Image source: google Images

CRM:Solving B2B Problems-

B2B Business Are Driven by Buyers

Buyers are typically ¾ of the way through the

purchasing journey before interacting

with suppliers

By 2020 More Than 85% of

Decisions Will be Made Without any

Human Interaction

How can organizations win a

sale with no personal contact?

Compiled by author from source: the-future-of-commerce.com Image source: Google Images

CRM:Solving Sales Problems-

Organize customer

interactions in a central location

Track customer habits, actions

and preferences

Measure success of campaigns

Provide instant metrics

Manage customer

service requests & information

Track industry trends

Helps Boost The Business Goals of an Organization

Delivers Personalized Service

Provides a Central Documentation Location

Compiled by author from source: aptean.com

CRM:Components-

Prospect Lead Opportunity Quote

Customer Service

Case Manageme

ntApprovals Dashboardi

ng

Pipeline

Compiled by author from source: atginfo.com

CRM:Tracking Calls Software-

Customer Dials Connects

Dial/Connect

Ratio

Dial/Opportunity

Ratio

Dial/DealRatio

Brianna Wells 3,844 384 10:1 349:1 3,844:1

Tim Chan 4,310 387 11:1 410:1 3,977:1Brad Cooper 3,973 342 12:1 199:1 728:1

Using RingDNA, call history is automatically uploaded to your CRM software:

Compiled by author from source: bizible.com

CRM Top 10 Tools:Newest-

Streak Pipedrive Infusionsoft Zurmo Infor

Epiphany Intercom

Compiled by author from source: 10bestcrm.com Image Source: Google Images

2016

CRM:Pros-

A B2B business may hold valuable customer data in a

number of places

A CRM stores data

in one place,

creating a single view

of the customer

Compiled by author from sources: the-future-of-commerce., wavecentric.com Image Source: Google Images

CRM software has the ability to generate reports and give you analytics that track sales and show your progress in other areas

Today, you can get remote systems, either web-based or cloud-based

CRM: Cons-

Some CRM reflects the old model in which the salesperson initiates the action, so it is flawed

CRM charts a path from initial lead, to phone communication, to the face-to-face meeting finally negotiation

Today the buyer decides when they want to engage the salesperson

A Large Company May Find it Hard

to Handle Customer

Relations as the Number of

Customers and Staff Grow

Everyone needs to have access to this information

CRM Puts all of Your Customer

Data in One Place, But This

Can Pose a Security Threat

If the system is breached, all of your customer data could be compromised

Compiled by author from source: webinknow.com

CRM:Sales Trends-

Most people in sales don’t like CRM because it requires

them to log in and record every action with a potential

customer

This takes valuable time away from their primary

task—selling—and diverts it toward data entry and

maintenance

Salespeople feel CRM software should be focused on helping them deliver a

better buying process

Compiled by author from source: webinknow.com Image Source: Google Images

CRM:Statistics-

The B2B sector is finding it hard to maintain customer relationships

68% percent of B2B executives feel that customers are less loyal

than they used to be

95% of B2B companies are using CRM technology just to stay in the

game

Compiled by author from source: the-future-of-commerce.com

Contact Us for the Full Presentation:

Mediacontact USA Inc.13575 58TH Street North #160

Clearwater, Fl. 33760

T: 727 538 4112E: contact@mcusa.co

www.mediacontactusa.com

Sources Cited:

" Advanced Technology Group. Web. 08 Feb. 2016. http://atginfo.com/monetization-ecosystem/marketing-automation/

"3 Problems Every B2B Brand Solves with CRM." The Future of Customer Engagement and Commerce. 2015. Web. 02 Feb. 2016. http://www.the-future-of-commerce.com/2015/08/03/crm-b2b-trends/

"6 Ways B2B Marketers Use Their CRM To Achieve Dramatic Growth." 6 Ways B2B Marketers Use Their CRM To Achieve Dramatic Growth. Web. 02 Feb. 2016. http://www.bizible.com/blog/b2b-marketers-crm-best-practices

"10 Best CRM Software February 2016." 10 Best CRM Software. Web. 08 Feb. 2016. http://www.10bestcrm.com/software/

Sources Cited:

"Definition of a CRM System - CRM System Defined - Aptean." Aptean. N.p., n.d. Web. 20 July 2016. http://www.aptean.com/additional-crm-and-erp-related-links-pages/crm-resources-folder/definition-of-a-crm-system

"The Hidden Dangers of CRM Systems and Sales Force Automation Platforms." The Hidden Dangers of CRM Systems and Sales Force Automation Platforms. Web. 08 Feb. 2016. http://www.webinknow.com/the-hidden-dangers-of-crm-systems-and-sales-force-automation-platforms

The Pros and Cons of Customer Relationship Management Software http://www.wavecentric.com/the-pros-and-cons-of-customer-relationship-management-software/