Considering a CRM for your Professional Services Business? Looking for ways to use your CRM more effectively as a Sales Leader? Want tips on how to align marketing and sales processes? Then we think you'll dig this presentation.

1. CRM Meets The Sales Process
With Kristin Dennewill
Minneapolis, MN | June 23, 2016

2. Have you ever heard a Salesperson say...
My CRM actually
helps me sell!
The CRM reduces
my admin big time.
I can finally get rid of
my spreadsheets!
I can’t live without my CRM!
I’ve never been so
productive in my life!
I have too many
qualified leads...

3. So, why bother with a CRM?
Source: Brainshark’s Anne Lambert and Forbes Insights
Efficiency - Saves Time!
FACT: 53% of top-performing companies
are investing in CRM to drive sales
productivity.

4. Improves communication
FACT: 47% of polled CRM users said customer satisfaction was significantly
impacted by their CRM in 2015
So, why bother with a CRM? (continued)
Source: Capterra’s CRM Infographic

5. Improves organization
FACT: 74% of polled respondents to a CRM user survey indicated that their CRM
software allowed them to have greater access to customer data.
So, why bother with a CRM? (continued)
Source: BuyerZone

6. Helps salespeople sell more
FACT: Per sales person, a CRM can increase revenue by 41%!
So, why bother with a CRM? (continued)
Source: Cloudswave

7. ● No voice in the selection
● No clear objectives
● Too time consuming
● Users don’t understand the benefits
● Inadequate training
● Not integrated with processes
50–70% of CRM initiatives fail to take (Source: Capterra.com)
Here’s why CRM implementations fail

8. ● Set clear objectives
● Involve salespeople in selection process
● Implement in stages
● Provide training & support
● Integrate into processes
How to Successfully Implement a CRM

9. Sales & Marketing Alignment is the largest opportunity in
most organizations for improving business performance.
The result is significant improvement in:
● Marketing ROI
● Sales Productivity
● Top-line Business Growth
Source: Marketo
Want to improve business performance?

10. Any collaboration starts with COMMUNICATION
1. Create Mutually Agreed Upon Buyer Profiles (Personas)
2. Develop a Content Creation Process
3. Agree on Metrics and Definitions
4. Define a ‘Sales-Ready Lead’
5. Establish a Service Level Agreement
6. Define Process for Handing Off Leads
7. Use One Shared Pipeline for Both Marketing & Sales
How to Align Sales & Marketing

11. Source: G2 Crowd
Most Popular CRM Systems
● HubSpot CRM
● Nimble
● Pipedrive
● Salesforce CRM
● Salesnet
● Zoho CRM

12. Let’s Review...
1. CRMs = better efficiency, communication & organization
2. Implementations need to be planned carefully
3. CRM + Marketing and Sales Alignment = Business Growth!

13. ● If you don’t already have one, implement a CRM, using success guidelines
● Attend our July 19th workshop on Sales & Marketing Alignment
● If you’re not sure, ask us!
I want more! What can I do next?
http://www.denamico.com/services/crm-consulting-minneapolis
612-859-6317
info@denamico.com
333 Washington
Minneapolis, MN 55401