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Information Leveraging & Sales 2.0

DePaul University
DePaul University

This document discusses how Sales 2.0 and CRM can help sales teams leverage customer information for more effective selling. It defines Sales 2.0 as integrating customer-focused methodologies and technologies to transform selling from an art to a science. CRM is described as a strategy to create and sustain long-term, profitable customer relationships by integrating marketing, sales, and service functions through business process automation and information resources. The document argues that access to customer information through CRM and Sales 2.0 approaches can help sales teams better understand and serve customers, build relationships, and improve sales performance.

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Sales 2.0 & CRMLeveraging Customer Information For More Effective Selling
Daniel P. Strunk Managing Director , Center for Sales Leadership DePaul University, Chicago, IL Sales: Marketing: Consulting Clients Co-Author
Todays Sales Challenge
Todays Business Challenge: To increase productivity and improve return on investment Translating that challenge to the sales is simple, right? Improve sales volume while decreasing overhead!
Its Not That Simple In order to reduce sales expense you must: Review the complete sales process & resource requirements Evaluate the state of current relationships Understand the business development process for existing accounts Recognize the cost and effort required to develop new accounts Ignoring these steps results in lost revenue
Leadership: A Definition The Encarta Dictionary defines leadership as follows: The office or position of a leader such as the head of a business, government, or political party The ability to guide, direct or influence people and organizations Leadership Defined: Guidance or direction
Leadership, Sales & Technology In business today we refer to that as best practice Simply put is the ability to create a business approach that create an industry specific competitive advantage Technology is to provide that advantage
Sales Productivity Sales has turned to technology to achieve increasingly demanding productivity objectives: CRM is the foundation for a new sales mentality that reflects an sales improved process Information is used to improve the visibility of customer issues and mobilizing the resources of their organization to create customer value
A new set of sales process concerns Customers arent bricks and mortar, they are people with different: Personal needs, Communication requirements Organizational pressures
Information Leveraging Every sales model from Rackhams SPIN Selling to Miller Heiman, preaches: The best way to serve a customer is to know them better (discovery process) Enabling sales professional is at the heart of CRM and Sales
What is Sales 2.0
SFA Sales 0.1
According to Selling Power Magazine 3 major trends have profoundly transformed sales: CRM Internet Technology The rich on-line data explosion
So what is Sales 2.0? Sales 2.0 is the integration of customer-focused methodologies and productivity-enhancing technologies that transform selling from an art to a science. Sales 2.0 is transforming how companies promote, market and run their sales organizations. Sales 2.0 empowers sales and marketing to work together
Sales 2.0 CharacteristicsAs the world of selling organizes itself around thecustomer, five distinct characteristics ariseconsistently in conversations about Sales 2.0: 1. Sales 2.0 is about acceleration 2. Sales 2.0 is about collaboration 3. Sales 2.0 is about professionalization 4. Sales 2.0 is about accountability 5. Sales 2.0 is about alignment
So How Does CRM Apply?
A DefinitionCRM: Is a disciplined business strategy to create and sustain long-term, profitable customer relationships
What does CRM do?According to Gartner Research:CRM integrates marketing, sales and service functions through business process automation, technology solutions and information resources to maximize the outcome of each business contact!Simply put, information leveraging
How does a company begin?CRM begins with a mentality that: Focuses business process on addressing customer needs Utilizes technology to enhance company operations, improve productivity and add value to the customer business relationships Recognizes the value of customer relationship development
What does CRM Do?CRM: Improves access to customer knowledge across departments Identifies and differentiates your most profitable customers Improves sales and marketing effectiveness and productivity
What does CRM Do? Leverages valuable customer knowledge Builds loyalty through improved customer relationships , reduced administrative time, fewer errors, lower costs Affords informed business decisions through improved analysis and reporting Track sales performance quantitatively (metrics)
Why hasnt CRM been more successful? Poor goal setting for early CRM projects. Technology was seen as the solution, not enabling a solution CRM implementation is complex Sales was presented with a solution without participating in the selection process
Why will CRM be more successful in the future? The CRM concept is maturing and is now understood as a business mentality. New on-demand CRM solutions (cloud computing) have made the discipline more: User friendly Customer leveragable Efficient
What is the Strategy of CRM?
CRM Strategy You cant build without a plan! Regardless of how promising technology can be it isnt the solution. The key to CRM success is in the corporate will to adopt a system. The culture of a company must change.
Building Successful CRM Technology Process Flow Marketing CustomerCorporate Culture Service Tactics Tactics Sales Metrics Strategies Goals
CRM Development Steps Establish and prioritize goals and strategy Define requirements of all users Identify process interference in the current business model Implement CRM in planned phases Get user buy-in at every stage of the process
What is the affect ofSales 2.0 & CRM?
Information Leveraging. The Impact on Selling Greater sale proficiency through more efficient information management Mobile technology bring sales professionals people closer to the information and the decision process Customer Relationship Optimization Value at each customer touch point (share, satisfaction, loyalty) Automation of Sales Tasks Lower Cost of Sale
How does information access within acompany improve sales performance?Access to information means: Better reaction time to serve customer needs Better visibility to customer issues means engagement of corporate resources to resolve problems Customers are better understood Relationships are built on improved performance
Sales & Technology Technology enables sales professionals to achieve their objectives: SFA provides the tools required today CRM provides a data leveraging platform for better customer management Sales 2.0 establishes a professional approach to sales that is sustainable and duplicatable for the new era of difficult economic times and intense competition of today and tomorrow

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Information Leveraging & Sales 2.0

  • 1. Sales 2.0 & CRMLeveraging Customer Information For More Effective Selling
  • 2. Daniel P. Strunk Managing Director , Center for Sales Leadership DePaul University, Chicago, IL Sales: Marketing: Consulting Clients Co-Author
  • 4. Todays Business Challenge: To increase productivity and improve return on investment Translating that challenge to the sales is simple, right? Improve sales volume while decreasing overhead!
  • 5. Its Not That Simple In order to reduce sales expense you must: Review the complete sales process & resource requirements Evaluate the state of current relationships Understand the business development process for existing accounts Recognize the cost and effort required to develop new accounts Ignoring these steps results in lost revenue
  • 6. Leadership: A Definition The Encarta Dictionary defines leadership as follows: The office or position of a leader such as the head of a business, government, or political party The ability to guide, direct or influence people and organizations Leadership Defined: Guidance or direction
  • 7. Leadership, Sales & Technology In business today we refer to that as best practice Simply put is the ability to create a business approach that create an industry specific competitive advantage Technology is to provide that advantage
  • 8. Sales Productivity Sales has turned to technology to achieve increasingly demanding productivity objectives: CRM is the foundation for a new sales mentality that reflects an sales improved process Information is used to improve the visibility of customer issues and mobilizing the resources of their organization to create customer value
  • 9. A new set of sales process concerns Customers arent bricks and mortar, they are people with different: Personal needs, Communication requirements Organizational pressures
  • 10. Information Leveraging Every sales model from Rackhams SPIN Selling to Miller Heiman, preaches: The best way to serve a customer is to know them better (discovery process) Enabling sales professional is at the heart of CRM and Sales
  • 13. According to Selling Power Magazine 3 major trends have profoundly transformed sales: CRM Internet Technology The rich on-line data explosion
  • 14. So what is Sales 2.0? Sales 2.0 is the integration of customer-focused methodologies and productivity-enhancing technologies that transform selling from an art to a science. Sales 2.0 is transforming how companies promote, market and run their sales organizations. Sales 2.0 empowers sales and marketing to work together
  • 15. Sales 2.0 CharacteristicsAs the world of selling organizes itself around thecustomer, five distinct characteristics ariseconsistently in conversations about Sales 2.0: 1. Sales 2.0 is about acceleration 2. Sales 2.0 is about collaboration 3. Sales 2.0 is about professionalization 4. Sales 2.0 is about accountability 5. Sales 2.0 is about alignment
  • 16. So How Does CRM Apply?
  • 17. A DefinitionCRM: Is a disciplined business strategy to create and sustain long-term, profitable customer relationships
  • 18. What does CRM do?According to Gartner Research:CRM integrates marketing, sales and service functions through business process automation, technology solutions and information resources to maximize the outcome of each business contact!Simply put, information leveraging
  • 19. How does a company begin?CRM begins with a mentality that: Focuses business process on addressing customer needs Utilizes technology to enhance company operations, improve productivity and add value to the customer business relationships Recognizes the value of customer relationship development
  • 20. What does CRM Do?CRM: Improves access to customer knowledge across departments Identifies and differentiates your most profitable customers Improves sales and marketing effectiveness and productivity
  • 21. What does CRM Do? Leverages valuable customer knowledge Builds loyalty through improved customer relationships , reduced administrative time, fewer errors, lower costs Affords informed business decisions through improved analysis and reporting Track sales performance quantitatively (metrics)
  • 22. Why hasnt CRM been more successful? Poor goal setting for early CRM projects. Technology was seen as the solution, not enabling a solution CRM implementation is complex Sales was presented with a solution without participating in the selection process
  • 23. Why will CRM be more successful in the future? The CRM concept is maturing and is now understood as a business mentality. New on-demand CRM solutions (cloud computing) have made the discipline more: User friendly Customer leveragable Efficient
  • 24. What is the Strategy of CRM?
  • 25. CRM Strategy You cant build without a plan! Regardless of how promising technology can be it isnt the solution. The key to CRM success is in the corporate will to adopt a system. The culture of a company must change.
  • 26. Building Successful CRM Technology Process Flow Marketing CustomerCorporate Culture Service Tactics Tactics Sales Metrics Strategies Goals
  • 27. CRM Development Steps Establish and prioritize goals and strategy Define requirements of all users Identify process interference in the current business model Implement CRM in planned phases Get user buy-in at every stage of the process
  • 28. What is the affect ofSales 2.0 & CRM?
  • 29. Information Leveraging. The Impact on Selling Greater sale proficiency through more efficient information management Mobile technology bring sales professionals people closer to the information and the decision process Customer Relationship Optimization Value at each customer touch point (share, satisfaction, loyalty) Automation of Sales Tasks Lower Cost of Sale
  • 30. How does information access within acompany improve sales performance?Access to information means: Better reaction time to serve customer needs Better visibility to customer issues means engagement of corporate resources to resolve problems Customers are better understood Relationships are built on improved performance
  • 31. Sales & Technology Technology enables sales professionals to achieve their objectives: SFA provides the tools required today CRM provides a data leveraging platform for better customer management Sales 2.0 establishes a professional approach to sales that is sustainable and duplicatable for the new era of difficult economic times and intense competition of today and tomorrow