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The ultimate guide to using a Sales CRM to effectively manage high quality leads

The ultimate guide to using a Sales CRM to effectively manage high quality leads
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What is A Sales CRM?

The lifeline of any business depends upon its ability to generate high-quality leads and then put them into a funnel that converts them quickly and effectively.

A sales CRM is a cloud based software that allows you to automate key tasks such as lead analysis, lead qualification, sales, and customer support all coupled into one unified dashboard.

So let’s assume that Henry (Fictional Character) runs a SaaS business that thrives on closing B2B leads. Henry’s already got a great source of lead generation through advertising, direct marketing and third party lead generation as well.

Henry’s sales team is doing their very best to convert prospects but they seem to falling short on their sales goals.

So how will this Sales CRM (a.k.a. Lead Management Software) help them dramatically increase their conversions using the resources that they have with them at the moment.

The first way that a Sales CRM would help Henry’s team is by…..

CREATING A STREAMLINED FIRST CONTACT WITH PROSPECTS

The first things that Henry’s team would need to do is to qualify the leads that have been generated. So Henry’s team uses their existing set of questions to call the prospect and qualify their needs, they would also check to see if the prospect is interested in making an immediate purchase.

But here’s where Henry’s team is falling short – they get 1000’s of leads per month and with a team size of 10 sales people – the team fail to tag the leads based on their interest – with a messy excel sheet – they forget to set up follow up reminders that would have given them an idea of when to re-contact the lead to set up a meeting via phone or in person.

A Sales CRM would then help the Sales Team by;

1 – Giving them access to all their leads over one dashboard because, with API’S you can integrate your lead generation channels into your Sales CRM so that as soon as a lead is generated it gets auto-assigned to the next available sales person encouraging them to make the first contact.

2 – The software would then allow the sales person to tag the lead as hot, warm or cold based on their interests level.

3 – It would also help them set up follow up reminders within the CRM itself – so that they get reminders a day before the next contact must be made.

Now let’s say Henry’s team manages to crack a few meetings to pitch their SaaS offering – the next thing Henry’s team would need to do is go out there and start meeting people.

The Lead Management Software is hooked up with a mobile CRM app that offers Henry’s team the ability to;

1 – Use GPS tracking to map out lead locations so that they can arrange maximum meeting in minimum time.
2 – It allows Henry’s salesperson to use the mobile CRM to check in once he reaches the client location which would then get updated on the main dashboard telling Henry that his salesperson is on location.
3 – The mobile CRM would also allow Henry’s sales person to add notes in the form of comments on the prospects interest levels or general minutes of the meeting to the app – so the inbound team knows if this is a real prospect or not

This is how the Sales CRM helps your outbound efforts. Now let’s look at how the sales CRM would help your inbound lead generation methods using:

THE CHAT SYSTEM – A SUPER SELLING TOOL TO TURN WEBSITE ENQUIRIES INTO HOT LEADS

The Sales CRM comes with a chat integration which you can hook up to your website. The chat tool serves two functions – namely;

1 – It helps your customers send you support queries for which a ticket would be auto generated and will be forwarded to your agent – who will then initiate a conversation with the customer helping him solve his problem.
2 – It also helps your website visitors send you questions via the chat tool as soon as they land on your website – you can then use this opportunity to analyze this lead and then put them into a funnel that converts the hot prospects into sign-ups for your service.

We are interested in the second point – which is a great way to convert prospects with high levels of uncertainty by offering them world class information over a simple chat box.

Henry’s team would put together sales scripts for a chat conversation which they would use to slowly nudge enquiries into sign ups.

The benefit of having this chat feature is that – when a person lands on your website – he’s looking at a bunch of words and images – but when you bring in a human element through the chat tool – he slowly starts having greater confidence in his decision to sign up for your service – based on the ability of Henry’s sales person to close.

WHY SHOULD YOU USE A SALES CRM?

A Sales CRM or Lead Management Software provides your team with an organized system of lead analysis which would then help you streamline your sales. The mobile CRM feature would also complement your selling efforts by giving your sales people a travelling office in a smartphone helping them quickly sort through meeting with potential customers –giving you the information needed to close the hottest ones in the shortest time possible.

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