http://www.salesnexus.com - 5th in our Sales Growth Webinar Series. How to win customers, maximize revenue per customer and keep customers longer by building a 360 degree view of your customer using CRM, customer relationship management, with online CRM
360 degree view of customer relationships for business growth
1. Welcome!
Be sure to join the audio portion of the meeting. See Audio in
the GotoWebinar control panel.
Ask questions by typing questions in the Questions area of
the GotoWebinar control panel.
360 degree View of the Customer Relationship for Business Growth
2. Your Hosts:
Craig Klein, CEO, SalesNexus.com
18 years as a sales executive. Hiring, training
sales people. Developing lead generation and
business development campaigns.
Forest Cassidy, CEO, LeadFerret.com
Millions of B2B contacts with emails, FREE
19. Access to Proposals
“I received a proposal
from Steve yesterday.
I’d like to place the order
but, had a question about
the proposal…”
Where is Steve?
How long will she wait
before she calls the
competition?
20. Maximize Revenue per Customer
Know the customer’s needs
By industry, role, income, etc.
Tailored offerings for specific sets of needs
Cross Sell, Upsell
21. Cross Sell, Upsell
• List of customers by product purchased
• Filter list by documented needs
• Reach out affordably with specific offers
Poll #3 – Is it easier to retrieve list of customers by
purchase or develop the specific offer?
22. Poll # 1
What is most important in building
loyalty?
24. What damages trust?
Say one thing and do another!
Marketing and sales say one thing
Customer experience doesn’t match
25. Build Loyalty and Trust
• Live up to your commitments
• Who made what commitment?
Fast and accurate information
26. Win New Customers = Service & Responsiveness
Can’t act without information
Maximize Revenue per Customer = Cross Sell, Upsell
Can’t target without information
Keep Customers Longer = Build Trust
Can’t be consistent without knowing commitments
28. Low Cost Ideas!
• Auto copy all emails to a searchable mailbox
• Store proposals/quotes in a Cloud drive
29. Low Cost Ideas!
• Put commitments in writing and review with
new customers.
• Builds trust!
30. CRM = $$$$ ?
• More customers, more revenue per
customer, longer relationships.
31. Do I need accounts for my entire team?!
Some users can share logons
• Accounting
• Production
• Administrative
32. Do I need to develop custom solutions and
integrations?
1. Start simple and build
2. Leverage existing technologies
3. Weekly or Monthly updates from Accounting are
normally more than enough.
33. Win more customers
Maximize revenue per customer
Keep customers longer
Poll # 4 – how long do you think it will take your team
to implement a 360 degree view of the customer?
34. In-depth SalesScripter Training Feb 20th
• Pain
• Qualifying
• Voice mail scripts
• Follow up emails
• Much more!
• SalesScripter
www.salesscripter.com
35. Join us next
Wednesday!
“The 4 Pillars of Effective Sales Messaging”
February 20th at 4pm ET
Register here - SalesNexus.com/resources/webinars
36. Start Today!
FREE for 30 days!
Upload your own list with emails
Get 500 contacts w/ emails from LeadFerret!
Create templates and campaigns
Send blasts (up to 50,000 each month!)
Generate Leads!
Close Sales!
37. Special Offer
Free 2 hour Consultation
Sales Process
Targeting Your Market with LeadFerret
Email Campaign Strategy
360 degree information sharing
Subscribe to SalesNexus before Monday –
February 18th
Notas do Editor
When a doctor is trying to figure out if or where a patient hurts and what the problem is, he or she will try to look for different symptoms. There will be different measurements taken and different questions asked. And based on the answers and data back, the doctor will have a good idea of what the pain is and what the underlying problems are.We can do the same thing to improve our ability to find pain that our prospects are experiencing.Here are six pain symptoms to look for:Something not working wellSomething could be working betterThings are time consumingErrors are being madeHigh costs Low revenueWe will go through these one at a time looking at an example of each. And as we go through each of these, don’t worry about memorizing each pain symptom so that you remember each and have a check list to go through when talking with prospects on a cold call. This is merely an exercise to show you that pain can show up in a lot of different ways and you can use these symptoms to help you to figure out what questions you can ask your typical prospects.