Post on 09-Apr-2017
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No Regrets – How to Choosethe Right CRM Solution
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Presenter
Noel ForstBusiness Development Manager – Americas
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• How the Right CRM can Help You Achieve a Quick ROI
• What to look for in a CRM
• How to Select a Solution Your Employees will Want to Use
• Whether Paying for Extra Services is Worth the Expense
Today’s Agenda
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How many in the listening audience are planning on purchasing a CRM within the next 60 days?
Poll Question
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Before You Call Anyone.
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Do You have a Technology Plan?
Adopting a CRM is a big decision. What other systems are you using?What’s your 5 year plan?
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Make a List
Your CRM Must do:Your CRM Could do:Your CRM Should cost:
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How the Right CRM can HelpYou Achieve a Quick ROI
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1. Replacing one info silo for another2. No reconciliation of CRM needs between
depts3. Reports – not doing anything with them4. Ignoring what CRM tells about customers5. Not changing bad habits – assuming CRM
does all the workCAREFUL PLANNING TAKES CARE OF THIS
5 Common Mistakes
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Standard Definition of ROI
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Where do we see ROI?
• Streamline your calling efforts• Ensure the maximum number of prospects
are being called• Minimize duplication of effort• Identification and Elimination of Pain Points
REDUCED COSTS AND INCREASED EFFICIENCIES
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Customer Story #1The Organization that added 108 days to it’s year.
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Where do we see ROI
• Better understand customers• Anticipate their needs• Promises are kept
INCREASED CUSTOMER SATISFACTION AND RETENTION
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Where do we see ROI
• Improving Selling Process• Track Sales Cycles• Increase revenue from
each customer• Increased Margins
INCREASED REVENUES
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What to look for in a CRM
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Name Brand isn’t Everything
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Tailor Your Search
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Cloud or On Premise?Where is their cloud?Regulations?
What do They Offer?
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Does it have different modules? Integrations?And does your vendor charge for features?
Functionality Offered
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Do you understand the pricing model? Do you understand the contract terms?Are there any ‘gotchas’?
Pricing and Contract Details
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How to Select a Solution Your Employees will Want to Use
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User adoption is the key.Better usability = Better results.
Great Adoption = Great Results
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Your business is Unique.Tailoring your solution makes YOUR CRM an integral part of YOUR business.
Tailored to Meet Your Needs?
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Whether Paying for Extra Services is Worth the Expense
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How does it benefit you?How will implementation increase productivity?
Implementation
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How does it benefit you?How will training increase productivity which leads to increases in sales?
Training
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Sometimes getting to know your new system first is the best idea.
Customer Story #2
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The Four Pillars
Flexibility
Affordability
Usability
Credibility
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Questions