solution selling for crm - evry · pdf filetogether with the solution selling methodology,...
TRANSCRIPT
Unfortunately, many sales managers are
waiting to solve the problems. It is only when
the sales forecast has failed due to "secure"
transactions are moved or lost, that they
increase the pressure on the sales force.
Challenges in CRM systems
Sales managers often find it difficult to motivate
sellers to enter information in the support
system. The reason could be that the
traditional sales process that is available in
many CRM system can be considered as rigid
according to a recent survey by LinkedIn.
Today's Internet-driven customers involve more
decision makers than before, an average of 5.6
persons are involved in decisions. Customers
have also done better research than
historically. 75% of the "C" level managers have
participated in various types of social networks
prior to contact with a supplier. They also
require faster response than before and rarely
follow a linear process, but are willing to
change their specifications at any time.
EVRY has the solution
EVRY has therefore, together with Sales
Makeover, created a new solution for Microsoft
evry.com
Solution Selling for CRM
EVRY Microsoft Dynamics CRM
generates opportunities for
sellers to make the right
sales efforts and win more
business deals
The way to sell complexsolutions have changed
64% of sales managers rated efficiency in sales
as the biggest challenge according to a survey
by CSO Insight. Also, fewer leads are
converted to business and only 30% of the
sellers reach their goals. The negative trend
continues.
Common sales challenges
When the way to sell is out of sync with the way
consumers buy, serious sales problems arise.
Sellers miss sales forecasts, important
business moves forward in time, hitrate is low,
new sellers have difficulties to get started and
it is difficult to win new customers.
Will we reach our sales target this year? This is
the key question for many managers. It
depends on the sales organization. If it fails to
find the pain, identify decision makers, build
visions, justify the value and maintain control,
business deals will be lost.
Many sales managers find it difficult to know
where the seller is in the sales process and are
worried that sales activities are too few.T +46 705 652 386
evry.com
EVRY's CRM team hasgreat experience of workingwith CRM projects and hasparticipated in numerousMicrosoft Dynamics CRMinstallations, large andsmall, in several differentindustries.
Sales Makeover is SolutionSelling partner and helpscompanies increase sales,create more reliable salesforecasting and customersatisfaction.
More information
For more information,contact:Oscar StrömT: +46 705 652 386E: [email protected]
In brief...
EVRY is one of the leadingIT companies in the Nordicregion. Through ideas,technology and solutions,EVRY brings information tolife, creating value for itscustomers' businesses andmaking a positivecontribution to society.
EVRY combines extensiveindustry experience with acustomer centric approach,and international capabilitieswith local presence to helpcustomers realise the fullpotential of IT.
Offer
For organizations withcomplex business
EVRY's version of Microsoft Dynamics CRM
includes support for pipeline management, lead
generation and business planning.
Together with the Solution Selling
methodology, this becomes a complete
support for companies working with complex
solution sales, where the sales cost is high,
competition is fierce, many decision makers are
involved and where the deals are driven by the
sales team.
EVRY Microsoft Dynamics CRM
The solution helps sales organizations to
manage complex solution sales through sales
methodology Solution Selling directly in the
CRM system. Solution Selling is one of the
biggest concepts in "salesforce
transformation," i.e. to create solution-driven
sales forces.
Visualize goals and results
EVRY's solution gives vendors a 360 degree
view of the business, data for faster and better
decisions on sales initiatives and tools for
business teams to work together more
effectively. Sellers can take control of the
client's pain, power structure, solution vision,
value, sales process and competition.
With a simple tool in the CRM system, the
"Sales Compass", sellers can create a graphic
image of the sales situation that everyone
understands and supports by gathering
information on the following:
• What motivates the customer to make a
change?
• Who has enough power?
• What is the client's vision?
• When is the investment profitable?
• Where are we in the sales process?
• Do we have a competitive advantage?
The solution also enables sales managers to
easily make accurate sales forecasts and
provide better coaching. T +46 705 652 386
evry.com
• Supports Microsoft Dynamics CRM online andlocally installed version.
• Supports pipe handling, lead generation andbusiness planning.
• Provides sellers a 360 degree view of the deal.
• Gives sellers the opportunity to take control ofthe client's pain, power structure, solution vision,value, sales process and competition.
• Provides sales data for faster and betterdecisions on sales efforts.
• Enables sales managers to make accurate salesforecasts and provide coaching.
Facts about the service