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How to scale sales - CRM InsightsWebinar with Microsoft for Startups, 15.04.2020 by Manuel Hartmann, Founderhttps://thesalesplaybook.io / manuel@thesalesplaybook.io / +41 78 707 76 69

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Problem Statement

Problems & Negative Impact• Lack of Efficiency: Wasted potential due to high amount of manual, repetitive & error-prone activities• Lack of Effectiveness: Sales & marketing could close more deals faster in less time with the right tools at hand• Lack of Transparency: Sales & Marketing lack a coherent, company-wide sales & marketing funnel

Having no working CRM has several negative impacts for your Sales & Marketing.

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What’s in for Your Organization

Benefits• Enable Scalability: More robust, scalable business processes and technology to enable growth• Increase Effectiveness: Higher workforce effectiveness due to reduced manual effort• Save Efforts: Less manual work frees up resources for strategic sales

Key Features• Single Source of Truth: Sales & Marketing info with a 360-degree view on Contacts, Accounts, Deals & Activities• One Funnel: One coherent and consistently lived process from initial contact to closed deal• Onboarding: Easier and faster sales employee onboarding

A professional CRM can enable your growth plans at lower operational costs.

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What’s in for Sales

Benefits• Increase Revenue: Focus on closing more deals in less time thanks to less manual work • Improve Focus: Work on the right deals at the right time with automated reminders and recommendations• Improve Data: More effective management with a more data-driven sales organization

Key Features• Automation: Task automation for contact and company creation and updates with auto-sync of activities• Assistance: Reminders & useful lists as base to focus on the right things at the right time• Reporting: Dashboards & Analytics to better understand what works well and where to adapt

A CRM can help sales to close more deals faster thanks to less manual work.

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What’s in for Marketing

Benefits• Generate More Leads: Generate more qualified leads and move them further in the sales funnel• Enable Strategy: Enable strategic initiatives for high-quality engagement with key prospects• Save Efforts: Reduce manual work to free up capacity to drive marketing automation and improve analytics

Key Features• Automation: Task and workflow automation for repeatable business processes• One Platform: Unified “working platform” and customer journey, activity tracking, communication enablement• Market Segmentation: Segment contacts, companies and deals better to understand your company

A CRM can enable Marketing to support your sales organization.

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More Functional High Value Features

Additional High Value Features• Activity Tracking: Native email & calendar integration, tracking and synchronisation• Shared Assets: Seamless sharing and usage of email templates, reports, list views and documents• Smart Reminders: Configurable reminders i.a. for “deal rotting” without “too much information”• Data Cleaning: Assisted matching, de-duplication and merging of records• Mass Updates: Ability to edit multiple records at once based on configurable segmentation

Leading CRMs provide more than just an address book and deal management.

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Success Factors

Success Factors• Enablement: Ensure business users get what they need to be successful• Future-Proof: Technical & functional maintainability for at least the next 5 years is key• Cost-Efficiency: Running a CRM should provide you with a decent, measurable financial ROI within 6 months• User Adoption: The best system is useless if not used weekly, properly, by everybody• Support: People need a “go-to-place” for any questions to learn & resolve challenges quickly• Robustness: A CRM needs to empower individuals with individual needs but “work for everybody, always”• Community: People will use the system in non-intended ways and share ”best” practices quickly

Your leadership is key for the successful adoption of a new CRM solution.

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My offer for youFree 30min Sales Coaching Call: https://thesalesplaybook.io/bookacall

Free Your SalesPlaybook in 20 Steps: https://thesalesplaybook.io/whitepaper

CHF 4’080 6-Months Sales Accelerator: https://thesalesplaybook.io/accelerator Let’s talk first

(instead of CHF 4’800)

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Non-Functional Considerations

Non-Functional Considerations• Speed: Page loading times, saving times <2 seconds• Mobile: 1 solution at all• UX/UI: “Cultural Fit” for your organization that will result in high user adoption• Single-Sign-On: Automated Login via most-used account• Extensions: App marketplace, Zapier connectivity, own extensions• Support: 24/7 customer support, online help center, developer center• Connectivity: Usage from Gmail/Outlook, offline access

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Business Considerations• Guiding Principle: All existing business processes shall as much as possible remain as-is• Change Management: Focus not (only) on “What changes”, but on “What’s in for me”• Data Availability: Complete migration & transition quickly to keep single source of truth & foster adoption• Timeline: Allow for sufficient technical and user acceptance testing before operational go-live

Be aware that of the implicitly existing business challenges of implementing a CRM.

Change Management