Bridging the gap between Marketing and Sales

If you are relying on marketing to generate the buzz, the excitement and leads, Saleswah Basic puts the focus on bridging the gap between marketing and sales. Capturing leads and managing them through the sales cycle is what Saleswah does.

What is the cost of missing a lead?

Let’s do the math- a classified ad in TOI Delhi for property costs about Rs 5000/- and those in online portals costs anything between Rs 1200/- to Rs 2500/-. A property dealer in hot markets like the Delhi NCR, Pune, Bangalore etc would easily spend Rs 50,000/- a month advertising. And these are dealers that have 2-3 sales guys and perhaps do 1-4 “sales” transactions and “2-5” “lease” transactions. In order to do this level of work, he has to make sure he gets at least 400 “leads”- folks who call him up and inquire about the properties he has a mandate for and he has advertised.

The trouble about advertising is not that 90% of it is useless spending; we know that. The trouble is, we do not know which 90%!

How do you get the leads anyway?

Do your customers call you/ email you/ sms you? How many walk in through your front door? And, surely, no one, no one these days ever writes in? Do they leave their details on your website?

What is your process of capturing a lead?

Once you get an sms, or a phone call or a email or queries forwarded from the website/ newspaper where you may have placed a classified, the fastest you can note it down and send it to your sales team to follow up, the better your chances of closing business.

What in reality happens is that you note down the call details or the number sent on email and send it to the sales guy in your team. “Most of the time”. And, your sales guys will follow through and make the connect- “most of the time”. And you will remember the leads you passed on to them in the morning by the time evening comes and you can review the day with your team- “some of the time”.

Do you want to guess what happens to the leads that get missed out on? They go to competition “all the time”!

  • Do you know what proportion of your leads get addressed, which ones were followed up and which ones you closed?
  • Do you know where you got most of your enquiries from?
  • Do you know enquiries from which source are normally more productive?

Presenting Saleswah Basic:

Log and assign all leads, as they come: Saleswah Basic helps you quickly and efficiently log all incoming calls. Note down name, contact details – phone, mobile, email- as much or as little as is available or useful and click a button to send the details to your sales guy on sms. The incoming call logging can be done by anyone with an access to the system; your receptionist, your secretary, you, your marketing team member, the salesman himself..

Update lead status and track through stages, online: The fact that you have done this is remembered by the software; and when your team updates the status of the follow up, you get to see it too; online! The status of the lead, as it goes through stages can be seen by the The Sales cycle and funnel mapped to lead nurturingsalesman and his superiors.

Assign and schedule tasks/ activities: You can use Saleswah Basic for scheduling meetings, assigning work to your team – go pick up the cheque, schedule a site visit, draw up the agreement- whatever. And, track the status of the tasks as well.

Who is Saleswah Basic for?

Saleswah Basic works for sales teams, small and big – who depend on getting sales leads from new customers to make their target.

If your organization has an ongoing marketing programme for lead generation: you advertise in websites and newspapers, you participate in roadshows (in malls and in group housing societies etc), you participate in trade-fairs: then you should get Saleswah Basic for everyone of your sales team.

If you are selling credit cards, SIM cards, insurance policies, pest control services, dealing in properties, have a large number of repairmen out repairing white goods, trying to attract and enrol students to your institute of higher learning; Saleswah Basic will work for you.

Free to try, for a month!

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.