You already know you can use CRM to track and manage contacts, customer locations, activities and sales opportunities.
But if you feel good about your company’s ability to manage these critical pieces of your sales process, expand your view of CRM’s potential with these additional areas you may not have previously considered:
1. Marketing
It’s more important than ever to build a bridge between sales and marketing to facilitate communication and collaboration between the two teams. Make sure your salespeople know which email campaigns are going out, and, even better, share how clients are responding to your messages. Technology today allows you to track engagement down to the customer level online. Selltis CRM now allows you to integrate that data by customer, providing more insight into that customer’s level of interest in your products.
2. Service Call Tracking
Your service team can be an incredible source of insight on your customers. Unfortunately, this insight is rarely tapped by industrial sales organizations. If you have a service team, connect that insight with the sales team using your CRM system. Track service calls down to the product line and the specific type of service call (routine? emergency?). And train your service team to ask the right questions in the field to uncover potential sales opportunities.
3. Manufacturer Visits
Develop a process with CRM to communicate and collaborate on manufacturer visits to get everyone on the same page. Use the data you already have in your CRM system – opportunities associated with a manufacturer, for example, or service calls related to those products – to determine where you should spend your time when that manufacturer visits.
4. Demo Tracking
Use your CRM to track demos and other sales resources. Set up a demo category to track equipment (model number, serial number, salesman, company the demo was left with, etc.). This gives salespeople visibility so that they can exchange demo equipment. It also adds accountability and decreases the chance that the equipment will go missing.
Learn about Selltis’s vision for giving its users a 360-degree view of their data.