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salesforce.com CRM Management 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
Having spent almost 50 years involved in direct marketing, I have always
thought CRM was the acronym for... Customer Retention Marketing. Today it
has evolved into meaning... Customer Retention Management.
So, changing "marketing" to "management" doesn't sound like that much of a
change.
But, in truth, it's enormous.
Today's definition of the "management" part of the acronym seems to center
around the software and technical structure on maintaining the database for
a company's "customer retention" program. In the company's conference room a
lively discussions ensue on why the technical aspects of ACT is better than
Right Now or eCometry... or visa versa.
Forgotten is the "art" to customer retention in the first place. This is a
symptom of today's corporate America. Just as in the practice of medicine,
everyone has a "specialty". This creates marketing managed by committee. The
result is very ordinary customer retention creativity with a highly
technical piece of software having all the "bells and whistles". However, in
the long run, it doesn't creatively work for putting together a brilliant
marketing plan. That's what happens when everyone is a specialist.
My comments are not targeted at those who handle the management of the
technical aspects of the database software. I am speaking to top company
management, especially when the company is in the $3 to $7 million range in
sales and can't yet afford several levels on management responsibility. I
fear today's top management have come up through the ranks as a specialist.
They never learned their craft by being the "chief cook" as well as "the
bottle washer".
Years ago we built a creative retention marketing plan... then applied the
technology of the day to that plan. Today's top management must take a step
back and look at the big picture they are trying to accomplish. It boils
down to one thing... increasing sales from your customer database. It's not
just having software with all the bells and whistles. If top management did
their job properly, they'd become horrified on how their "technocrats" have
become the "tail that wags the company dog". Yes, proper technical software
management is a vital part of CRM, but it's one of many parts to ensure more
sales from a company's database.
Here's a good case in point. One of my associates asked me to contact his
nephew, an owner of a candy wholesale company. He felt I could help the
company grow exponentially with the proper CRM. It was a $6 million a year
operation. All their sales came from their internet catalog. They never once
had sent out a reorder mailing, let alone a reorder e-mail. I sent letters,
e-mails and even had the owner's uncle call on my behalf. Did I hear a word?
No. Not a peep. Not even a "thanks but no thanks". Here's a company where a
good CRM plan could more than double their sales in a year's time.
Source: Stephen C. Reynolds
link
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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