CRM360: Bristol Strategy Group Presentation
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CRM360 Lead and Opportunity Management Best Practices - Presentation by Bristol Strategy Group
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CRM360: Bristol Strategy Group Presentation
- 2. CRM360 • 4-part Series brought to you by Ticomix, SugarCRM, D&B,Act-On Software and Bristol Strategy Group • What is CRM360? • Part 3: 3 Sure-Fire Ways to Kill Your Pipeline – And How toAvoid Them • What’s Next: • 7/29 @ 10:30AM ET: Leveraging your CRM for Maximum Success
- 3. ABOUT ELLEN • Expert on Sales-Force Productivity • Researcher, Metrics Geek • Provocateur • 20 Years Carrying a Bag (and Scars to Prove It)
- 4. 3 SURE-FIRE WAYS TO KILLYOUR PIPELINE • No Prospect Profiling • Ineffective or Incomplete Lead Scoring • Mismanaging Pipeline Data
- 5. THE LEAKYBUCKETASSESSMENT • Leaking Like a Sieve • Prospect Profiling “Encouraged” – Not Documented • Lead Scoring Falls to “Hot Money” • Pipeline Targets? Huh?
- 6. LEAKYBUCKET RESULTS– 700 RESPONSES Leaking Like a Sieve! Call the Help Line! Preventive Maintenance! WATERTIGHT!
- 7. HOME TRUTHSABOUT SALES-FORCEPRODUCTIVITY • Sales Time Scarce and Precious • One Hour Selling Puts $1,100 - $15,000 Income at Risk • How Much Is Your Team Wasting?
- 8. PIPELINE KILLER 1: BAD PROSPECT PROFILING • Focused on SELLER • Anyone with Address and Pulse Will Do • If They Have Money, They’re Qualified
- 9. LEAKYBUCKET SCORES ON PROSPECT PROFILING Leaking Like a Sieve: 15% Call the Help Line: 61%
- 10. THE CURE: PROSPECT PROFILING DONE RIGHT • Focused on BUYER! • “Cousin Judy” Approach • Focus: Buyer Motivation, Readiness to Buy • Already Looking for YOU!!!!
- 11. PIPELINE KILLER 2: LEAD SCORING • Leads Not Scored or Scoring Subjective • Scoring is Fact-Based; Qualitative Ignored • Reps Ignore Scores
- 12. LEAKYBUCKET ON LEAD SCORING – SAME STATS! Leaking Like a Sieve: 15% Call the Help Line: 61%
- 13. THE CURE: GOOD LEAD SCORING,ACCOUNTABILITY
- 14. KILLER 3: ‘BACKWARDS’PIPELINE MANAGEMENT • Focus on Wrong End - Closing • Activity-Defined Stages • Progress is Subjective • Easy to Game the System
- 15. THE CURE: ‘BEGINNING’END, NOT ‘ENDING’END
- 16. CRM 360: DRIVING IMPROVED PRODUCTIVITY • Classic CRM: Expensive Rolodex, Calendar, “Trailing” Pipeline Mgmt • CRM 360 Live: Business Intelligence, Sales-Force Productivity, Competitiveness • Data Supporting Analysis • Insights for Improvement Initiatives • Feedback Loop for Lead Nurturing, Outreach, Market ID and Selection
- 17. ANALYTICAL INSIGHTS • How ManyAccounts with High Potential? • Where, Why Bottlenecks in Pipeline? • Understand: • Root-Cause of Results • Cycle Times Based on Data • Conversion Ratios • And How to Improve!
- 18. SPECIALOFFER FOR CRM 360 LIVE TOUR PARTICIPANTS • Complete Your Leaky Bucket Assessment for Sales-Force Productivity • Free, Private, Confidential Review by Phone • Free Copy of Our E-Book “The Myth-Busters Handbook: Five Myths that Slow Down Sales and How toAvoid Them”
Notas do Editor
- First off, I’d like to thank everyone for joining us today. My name is Matt Cooke and I am the VP of Strategic Development for Ticomix… Ticomix is a CRM solutions provider and currently an Advanced partner of SugarCRM, making us one of the top 20 partners in North America. Ticomix provides consulting, implementation, development and support services around CRM. We are based in Rockford, IL and have offices and personnel across the US… This webinar series is brought to you in partnership with SugarCRM, as well as Dunn & Bradstreet, Nurture Marketing and the Bristol Strategy Group So first, what is CRM360? The CRM360 concept is about leveraging all the critical components for CRM success and how those are tied into your CRM application. Having spent over 10 years in the CRM implementation space, Ticomix has seen a big shift in the value of CRM. Where we once looked at CRM as nothing more than a sales and pipeline tool, we’re now seeing CRM as the hub of mission critical applications. CRM360 is the concept of leveraging data, systems and processes to provide a complete picture of the prospects and customers with which you interact. Although we see this as a constantly evolving process within every organization, we believe there are a few components that are at the essence of this strategy, and those include: Data Services, Marketing Automation, Business Process Management, Customer Support, Data Analytics and Data Management. In this 4-part webinar series, we will focus on 4 of those critical elements of the CRM implementation, Data Services (e.g., acquiring and enriching your data), marketing automation (e.g., how do you effectively communicate to your prospects and customers through inbound and outbound efforts), strategy and process through lead scoring, nurturing and pipeline management, and then finally managing all your data within the pre-sale and post-sales engagement. Today is the second webinar in our series, “3 Sure-Fire Ways to Kill Your Pipeline”, where Ellen Bristol, Founder of Bristol Strategy Group, will walk us through best practices around prospect profiling, effective lead scoring, pipeline targeting and leading indicators. Before I hand it off to Ellen, just a couple of quick logistical items. First, as you seen on the screen here, our next sessions will be on May 5th and then finally on May 7th, where our session will culminate with a live demo incorporating all of the components discussed…. During the course of today’s session, everyone will be muted, but we encourage you to ask your questions in the Questions panel in GoToWebinar. Please take advantage of this opportunity and we will answer the questions at the end of this 30 minute session. So, without further ado, I’d like to hand it over to Ellen…. Ellen, take it away.
- Notes
- Ellen