Everyone sells: make collaborative sales easy

How do your prospective customers contact you first?

  • At the board number, where a receptionist picks it up? Or, a dedicated sales number?
  • Do they send an email to a marketing mail box published on your website?
  • Do they ask the service technician or similar unrelated to sales personnel, for a sales assistance?
  • What about website “Contact us” forms? Visitors who left their visiting cards in your trade fair booth? Customers who came to attend a seminar?

The answer to the question really is, “Most if not all the above”.

In an ideal world, everyone in your company must sell- in the less than ideal world, in which we live, you need to make it easy for your sales-people to get leads and convert them.

Capture –> Assign –> Convert

It is a collaborative process. Sales needs help from other functions. Start by putting together a process of sales opportunity capturing by everyone. Saleswah CRM is a sales collaboration software; it helps precisely in this and tracking those leads down the funnel of every single individual sales person.

Prospects are not predictable. They may choose any of the above methods. How you deal with the incoming stream is going to determine how many turn from prospects to customers. Prospects do not just call you; they call your compeition as well. Who will get back faster; and with the right and most compelling response?

First things first, do you have a way to capture all the leads in all the touch points?

Is your receptionist able to log a sales lead directly into CRM? And, know that it will be instantly assigned to the right sales person and the sales person will receive the details on he mobile on SMS?

Think about it. Why wait till the competition salesman has already been to the prospect? Get Saleswah Basic now for everyone in your company who has anything to do with client interactions.

Running a telemarketing operation? Get Saleswah

Do you want to improve lead conversion?

Are you running a telemarketing operation? Are you evaluated by how many sales inquiries your team sends to the sales team? Take a look at how you can improve lead conversion and help increase the conversion of leads into orders.

Running a call centre to improve Lead Conversion?Out of every 100 “leads” your team gets, perhaps 5 will become paying customers. Your team is paid to identify perhaps 20 out of the 100 who the direct sales team will call. That is all the more reason why need to improve lead conversion process, backed by a robust lead management software.

Leads comes in throughout the day; your telemarketing team works through the list to shortlist the best few. While it is important to not miss out a great prospect, it is equally important to not send the frivolous enquiries for follow up to the sales team. That is what Telemarketing teams do. They improve lead conversion.

How Saleswah Basic will help improve lead conversion

0. Get your entire sales team, telemarketing executives on Saleswah Sales (at around Rs 1150/- per month per user, the cost is incidental).

1. Assign your direct sales team (s) to territories.

2. Assign your telemarketing team to groups/ teams of direct sales persons.

3. Implement a lead qualification process that your direct sales people will only chase prospects (leads) that have been vetted/ qualified by your telemarketing team.

4. Achieve sales quota, productive team, higher sales productivity and happy boss!

As a bonus, see instantly updated reports on how many sales leads are being converted to deals (to be followed up by direct sales people), how many to deals are being converted into orders and even, how many orders came from leads your telemarketing team passed on to the direct sales team.

 

A small business CRM for hunters

What is a CRM for hunters?

What do you think a CRM should be good at doing?

A CRM software supports the work the sales and marketing team does to increase business. Depending on the emphasis of its creators, a CRM software may be better at handling different parts of the sales cycle. A CRM might be brilliant at Contact Management (or even “Social Listening”), or it might be great at managing the sales process from the time a sales person sees a lead to the time he “closes”. Some CRM softwares manage your activities (invoices, quotations, mailers), some do a great job of integrating with telephony or calendaring.

These are all features. But, at the heart of it all is the intent- the strategy. What is it that you want the CRM to do? That really depends. It depends on fundamentally what the nature of your business is.

Do you need a CRM for hunters or farmers?

Do you get business mostly from new customers or from existing customers? Or, even, do you have different teams to focus on different segments- a team which scouts for new customers (the “hunters”), which depends on a constant stream of “inquiries/ leads” to chase and the other team (the “farmers”) focusing on deepening relationships with existing customers  and repeat sales.
If it is the former (more new customers, lots of leads and enquiries) go for a CRM for hunters; if it is the latter, for a CRM for farmers.

Traditionally a CRM has always been a relationship management tool; adept at managing existing relationships and mining them for more business. So, “farmers” made use of a CRM- the saw value in the past data, logged interactions and purchase history- because it helped them cross-sell, up-sell and so on. The hunters, stayed focused on the their phone and email software. So, what does a CRM for hunters bring to the table? To understand that, consider:

It left two lingering problems

1. In the real world, the hunters and farmers co-exist- often part of the same company, if not the same team or even reporting to the same boss. The customers the hunters acquire need to move to the farmers for nurturing at some stage. If the hunters left no trace of their interactions; assuming they even captured basic contact information- the farmers would be starting from scratch.
2. If the hunters were really big game hunters, relying on couple of deals, their CRM needs will likely be far too complex. But, what if their income really comes from a stream of inquires? What if their sales model is “transactional”- many misses for a hit? What if the numbers of incoming calls is large and leads need to be “qualified” before passing on to the direct sales team? CRM systems traditionally do not help hunters much. Nor do they accommodate roles like telecallers etc.
3. Hunters rarely hunt alone; hunting in a pack fetches more success. In a company, many others including receptionsists, telecallers, sales department secretaries need access to CRM- to capture customers voice, leads and enquiries. A CRM for hunters helps them.

Why use Saleswah Basic

Saleswah Basic is a CRM for hunters. The folks who take a lead, run it though the process and close it. We wanted to make it as easy as possible for them to use. For creating a contact record, for logging an inquiry and immediately passing it to the person who can make best use of the lead- the salesperson. We built it so that everyone in the company can get access to the CRM- anyone in a role requiring customer interactions.

How does Saleswah Basic work?

Saleswah Basic logs the milestones- the “where is the opportunity now?” or “when will we close this deal?” and it does expect you to log them. But, other than that, it is surprisingly lightweight. It does the basics really well- passes on the inquiries on SMS to the right sales person and updates dashboards and reports automatically which gives a picture of the sales funnel- for the executive as well as the manager.

Dare we say, finally we have a CRM for hunters? Not big game hunters, mind you- but if you are shooting ducks or pigeons and want to keep a track of the hits and misses, give Saleswah Basic a try!

Fifteen days usage absolutely free to try for all users.