salesforce.com CRM Solutions
Each of these salesforce.com
CRM solutions are grounded in best practices collected from hundreds of thousands of sales professionals supported over three decades. You will increase the velocity of your sales cycle, eliminate sales bottle necks and maximize your sales team’s effectiveness in less than 30 days.
Baker Sales Systems will help you:
- Significantly expand
the capacity of your sales, marketing and
business development teams
- Improve the
efficiency of your sales prospecting funnel
- Dramatically decrease
your sales cycles
- Promote selling
clarity, motivation and sales proficiency
- Expand the geographic
reach of your marketing, sales and customer
services organizations
- Dramatically reduce
the time required to roll out sales improvement
initiatives
There was a recent article from the University of Houston
that defined customer relationship management (CRM) as a
relationship where a company interacts continuously with its
customers in order to know how the customer’s likes and dislikes
have changed. The wording of this definition is particularly
insightful because it shows that CRM is a process not an event.
Too many companies approach CRM as an event. Read the following
and see if it sounds familiar. Your company’s management catches
wind of the exciting new concept of maintaining customers that
is supposed to drastically increase revenues and overall
profitability. Your company hires a special marketing team to
find out your customer’s likes, dislikes, wants, and needs. They
spend time and money gathering this data and organizing it into
useful information for your company. They give one presentation
on the subject and then the whole project is completely dropped;
forgotten about forever.
Too many companies take this approach and fail to remember that
CRM is indeed a process. It’s very understandable that a company
and its people would want to treat it like a project. A project
is something you can start, progress in, and finish. As human
beings we like to finish things, we have a check-list mentality.
However, this project-based approach fails to capture change and
long term trends. The project mentality leads to a snap-shot;
how people were at one point in time. Customer’s needs are
fluid; what they like today, they may not like tomorrow.
Chances are if your company started a CRM project, you did a
fairly good job. The first step is usually to really get to know
your customers needs. This involves understanding that your
company doesn’t sell products, it fulfills basic human desires.
Some ways to understand these needs consist of surveys,
telephone calls, focus groups, and interviews. In addition it
involves spending some quality time with your customers.
After you understand your customer’s needs, you’ll need to put
your company in a position where it can meet those needs and at
the same time become more profitable. It doesn’t make sense to
only focus on the customer; you’ll need to make sure it makes
economic sense for your company.
This is the point where most companies stop: they have found out
their customer’s needs and they’ve changed. In order to complete
the CRM process you’ll need to continue doing this over and
over. This way as your customers change, you will be the first
to know and you’ll have a leg up on your competition. Always
remember that managing customers is not a project, it’s a
process.
Source:
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Contact us for a free sales and marketing consultation on the effectiveness of your current go-to-market strategies and to discuss how our RevGen
Sales Systems can improve your bottom line.
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