Converting Leads to Sales with CRM - SEMA · 2010-07-21 · C-Level Management OverviewLevel...

Converting Leads to Sales with CRM

Marketing?Branding?

Marketing?

Sales Process?

Customers?

Sales Process?

Prospects?

Sales Cycle?Leads?

Prospects?

P t J ff S tt CEO B i A hit t

Building Socially Conscious Companies™The Business Productivity Architects™ © 2010 C-Level Management, Inc.

Presenter: Jeffrey Scott, CEO, Business Architect

Presentation Agenda

C Level Management OverviewC-Level Management OverviewCRM Overview (Salesforce CRM, Sage, Microsoft)Is There Life After Act Goldmine or Spreadsheets?Is There Life After Act, Goldmine or Spreadsheets?Leads vs. OpportunitiesDefining a Simple, Yet Effective Sales Processg p ,Converting Leads into Opportunities (Demo)Knowing Your Customers (Data, Data, Data)High-Impact Sales & Marketing ToolsOpen Discussion


About C-Level Management

Business Strategy & Cloud Technology Consulting FirmBusiness Strategy & Cloud Technology Consulting Firm

Cloud Technology Solutions

Business Optimization Services

Force.com Application Development

Branding, Web & Multimedia Services

The C-Level Team

Unique Approach to CRM & Business Architecture

Proven Agile Implementation Methodology

The C-Level Giving Back Program


What makes the C-Level Agile Approach Unique?

Traditional Consulting FirmsTraditional Consulting Firms

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kes

ourc

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Inte

rnal

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Dem

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on


Time to Return on Investment


Traditional Consulting FirmsTraditional Consulting Firms

Competing Consulting Firms

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kes

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es /

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Inte

rnal

Re

Dem

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on




Traditional Consulting Firms

Ris

k

Traditional Consulting Firms

Competing Consulting FirmsC-Level’s Proven Agile Approach

esou

rces

/ R

n In

tern

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eD

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d on



2010 Giving Back Program Goals

Issue in-kind consulting service grants totaling $125,000 to qualified non-profit organizations.Provide reduced rate consulting services for all qualified non-profit clients valued at over $75,000.Subsidize over $50,000 in professional service discounts to our clients. Each client is in turn required to donate the money to a C-Level approved non-profit organization.Use 50% of our salesforce com commissions to provide over $30 000Use 50% of our salesforce.com commissions to provide over $30,000 in cash donations.Raise $25,000 in additional funds to assist non-profit organizations in crisis.

“Never have I worked with a vendor partner that has demonstrated such commitment to the success in achieving our mission. At C-Level, ‘Building Socially Conscious Companies’

is more than just a tag line. Your team demonstrates what it is to be one.”


is more than just a tag line. Your team demonstrates what it is to be one.

Rod Brooks, CEO – Stop Hunger Now

Questions for the Audience?

How many are currently using a contact managementHow many are currently using a contact management tool (Outlook, ACT, etc.)? Sticky Notes? 3x5 cards?What CRM solutions are currently in use?yDoes your organization have a defined sales process?What lead sources or services are you relying on?

Social Media, Web Ads, Lists, Tradeshows?Do you understand the concept of ‘The Cloud’?Will a CRM magically make orders appear?Why won’t my CRM close my deal for me?


Contact Managers vs. CRMs?

Typical Contact ManagersTypical Contact ManagersActGoldmineGoldmineOutlookExcel

Mainstream CRM Solution Providerssalesforce.comSage CRM (Saleslogix)Microsoft Dynamics CRM


CRM (Customer Relationship Manager)


Leads vs. OpportunitiesLead:

The identity of a person or an organization potentially interested in purchasing a product or service, and represents the first stage of a sales processrepresents the first stage of a sales process.

Opportunity:The qualification of a person or organization that hasThe qualification of a person or organization that has expressed interest in purchasing a product or service.

Sales Pipeline/Funnel:The way that both direct sales persons and SFA

t i li th l f


systems visualize the sales process of a company.

Defining a Simple, Yet Effective Sales Process

Lead Process Sales ProcessLead Process Sales Process

New/Open

Contacted

Prospecting

QualificationContacted

Nurture

Q lifi d

Value Proposition

P l/Q t

Qualification

Qualified Proposal/Quote

Negotiation

Cl d/Unqualified

Dead Closed/Won

Dead

Closed/LostTIP: Adhere to the

KISS principle!TIP: Adhere to the

KISS principle!


Dead No Decision (No Opp)Dead No Decision (Future Opp)

KISS principle!KISS principle!

Typical Business Process Map


Volunteer Intake Process Map

Knowing Your Customers (Data, Data, Data)

What defines the right type of customer?What defines the right type of customer?Small, Mid-Market, Enterprise

Are you regionally or nationally focused?Are you regionally or nationally focused?What is the customer’s problem that needs to be solved?Can you provide an effective service/solution to solve y ptheir problem(s)?Are you focused on more than one vertical?How are you tracking key customer information?Have you defined a marketing plan/budget?A t ki /f ll i l d ?


Are you tracking/following-up on your leads?

High-Impact Sales & Marketing ToolsHow C-Level Management Leverages the Tools:

Web 2 Lead with Intelligent Auto ResponseWeb-2-Lead with Intelligent Auto-ResponseLead ManagementCampaign/Event ManagementA t C t t & O t it M tAccount, Contact & Opportunity ManagementInvoice & Account ReceivablesCommission Tracking

Mass E-Mail MarketingAdvanced Content Messaging

Variable Print Direct Mail1-to-1 Dynamic Marketing


y gThank you notes, Holiday Cards, etc.

Open Discussion


Appendix


C-Level Management Services OverviewCloud Technology Solutions

Technology Architecture/SelectionTechnology Architecture/SelectionImplementation Services (100% Success using Agile Approach)Cloud Solutions Desk (Outsourced Admin Services)

A il B i O ti i tiAgile Business Optimization Revenue EnhancementProfitability ImprovementCost Containment

Force.com Application DevelopmentFull-service web/business application development offeringNative Platform Fanatics!

Branding & Media ServicesBrand Extension & Visual Enhancement (Web & Print Media)


( )Communication Templates (Email, Selling Sheets, Newsletters, etc.)

2009 Giving Back Program Goals

Rescue (1) non-profit organization in crisis by providing in-kind turn around consulting services, fund raising services and full board participation.Issue in-kind consulting service grants totaling $100,000 to qualified non-profit organizations.Provide reduced rate consulting services for all qualified non-profit clients valued at over $50,000.Subsidize over $30,000 in professional service discounts to our clients. Each client is in turn required to donate the money to a C Level approvedEach client is in turn required to donate the money to a C-Level approved non-profit organization.Use 50% of our salesforce.com commissions to provide over $15,000 in cash donations.

“Never have I worked with a vendor partner that has demonstrated such commitment to the success in achieving our mission. At C-Level, ‘Building Socially Conscious Companies’

is more than just a tag line. Your team demonstrates what it is to be one.”


Rod Brooks, CEO – Stop Hunger Now

Southern CA Cash Giving Programs


2009 Cash Giving Program (12/31/09)

2009 Program Goal = $15,000

Program funded by donating 50% of our Salesforce.com commissions.

$


2010 Projection = $30,000 (Big Brothers Big Sisters Matches = 7 children)

2009 Client Subsidization Program (12/31/09)

2009 Program Goal = $30,000

Clients are required to reinvest the discounts given into the community.

$


2010 Projection = $50,000

2009 In-Kind Grants (12/31/09)

2009 Program Goal = $100,000

Grants are issued against reduced consulting rates.

$


2010 Projection = $125,000

2009 Giving Back Program Impact Report

C-Level Program Goal ActualC Level Program Goal ActualIn-kind consulting servicesReduced rate savings

$100,000$50,000

$100,832$90,031

Cash donationsClient subsidizationsAdditional fund raising *

$15,000$30,000

$0

$15,760$46,500$12 500Additional fund raising

2009 Total Community Impact

* Program added in December 2009

$0$195,000

$12,500$265,623

Program added in December 2009


Giving Back Program History – 12/31/2009Description 2007 2008 2009 2010 GoalGross Revenue $310,499 $426,059 $833,842 $1,710,000

Community Impact $11,500 $86,438 $265,623 $305,000

Total Results $321,999 $512,497 $1,099,465 TBD

T t l C L l G l * $250 000 $500 000 $1 000 000 $2 000 000Total C-Level Goal * $250,000 $500,000 $1,000,000 $2,000,000

Difference $71,999 $12,247 $99,465 TBD

# of Employees/Consultants 1 3 7 15p y

Impact per Employee/Consultant $11,500 $28,813 $37,946 $20,333

Impact % (Impact/Revenue) 3.70% 20.29% 31.86% 17.84%

* C-Level measures gross revenue & community impact as a combined goal.


Converting Leads to Sales with CRM - SEMA · 2010-07-21 · C-Level Management OverviewLevel...

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