CRM Opportunity Management Agile Communications Presentation
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Transcript of CRM Opportunity Management Agile Communications Presentation
![Page 1: CRM Opportunity Management Agile Communications Presentation](https://reader033.fdocuments.us/reader033/viewer/2022042722/58a883971a28abb47a8b5be3/html5/thumbnails/1.jpg)
CRM Opportunity Management Guidebook
Swagelok Alabama | West Tennessee
Vanessa CarmackBrent Pritchard
![Page 2: CRM Opportunity Management Agile Communications Presentation](https://reader033.fdocuments.us/reader033/viewer/2022042722/58a883971a28abb47a8b5be3/html5/thumbnails/2.jpg)
CRM Opportunity Management
• Distributorship decided to rollout Opportunity Management
• 1st attempt at rollout was unsuccessful (2011)• Sales Team disengaged with CRM because of failed
rollout• 2nd attempt at rollout required fundamental resources
(2015)
© 2016 Swagelok Company. Swagelok confidential. For internal use only 2
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Collaboration for Success
• Strategic Plan / DOP alignment• Building block approach• Marcom collaborated with Sales Team to develop
program and content
© 2016 Swagelok Company. Swagelok confidential. For internal use only 3
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Sales Pipelining as a Planning Tool
• Sales Pipelining – drives accountability and visibility
• 1-2-4 Opportunity Management inspired by Jack Welch
• Sales Funneling helps develop the Sales Pipeline
© 2016 Swagelok Company. Swagelok confidential. For internal use only 4
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Rollout and Sales Team Communication
• Individual hands-on training, group trainings at Sales Meetings
• Sales Manager coaching to Sales Team
• Created job aides for each opportunity and process
• Job aides provided Opportunity Management examples for the Sales Team to model
• Developed into field reference guide
© 2016 Swagelok Company. Swagelok confidential. For internal use only 5
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Results
• Prioritize sales efforts• Record actionable events against significant projects• Streamlined internal processes• Updated Strategic Plan to include Lead Management
© 2016 Swagelok Company. Swagelok confidential. For internal use only 6