DISCOVER The Right CRM for You

Investing in a CRM is a huge decision. Most executives and managers realize the serious nature of this kind of investment, but not all realize that selecting a good or popular CRM will not necessarily give them the best system for their company’s needs. 

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CRM

Buying a CRM? Don't go at it Alone.

You want to increase sales, and you understand that strengthening and managing your professional relationships with customers is the key to your success. So, it's likely you're looking to adopt a Customer Relationship Management (CRM) system. Adopting a software like this isn't as easy as flipping a switch.  It takes multiple steps and requires a detailed and organized process. At Acadia, having adopted several software applications for internal use, so we understand what goes into a change like this, and have become quite good at it.  Our advice: don't go it alone. 

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CRM

CRM: Better Than Cake Pops?

We get it. CRM and CRM reports may not be the most exciting things since cake pops. But really – why invest your time, money and mental health on a system you aren’t using, or aren’t getting the most out of?

Companies are projected to spend $36 billion on CRM software by 2017, according to Gartner's Forecast: Enterprise Software Markets, Worldwide, 2012-2017, 2Q2013 Update. Another report, Current Trends in CRM Adoption and Customer Experience from Computer Economics, found that over 60% of professional or technical service companies are using some sort of CRM. It's everywhere! Yet, we hear from clients every day who say they aren't using their systems as much or as effectively as they could be.

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CRM

3 Amazing CRM Reports (and How to Use Them)

We've been blogging like crazy about CRM. Everything from prepping your data to exporting reports for your teams.

Anyone can write about CRM. But what's going on in real life? Is anyone really cleaning and segmenting their data, loading it into a CRM and creating useful reports to inform their business decisions? Turns out - yes!

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CRM

CRM for Operations

CRM often goes hand-in-hand with sales. But do you realize that a CRM is much more than that? In previous blogs we discussed how CRM bridges that marketing-sales gap. It’s a record of all interactions (like marketing activities) with a contact, allowing us to track the progress of our engagements. We can see why and when potential clients become clients, and prospects become opportunities.

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CRM

CRM: What's It REALLY Mean?

I recently had the good fortune of meeting with a group of colleagues to discuss what the heck a CRM really is. We came up with a few acronyms:

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CRM

4 Metrics You Need From Your CRM

As you’ve been reading, CRM (Customer Relationship Management) software and service packages can make an average business good and a good business great. But, as most entrepreneurs know, the wrong marketing strategy and information can break your company's bottom line. Your current marketing software and services need to give you the following 4 metrics. Without this information you will be flailing in the dark. With it, you will guide your business into greatness. 

  1. ROI (Return on Investment) - This metric is the most basic and one of the most difficult to master. To calculate ROI, you need two basic pieces of information: costs and customers gained. In order to accurately report this information, your CRM must track total costs involved in your sales and marketing - advertisements, printing, lead generation and sales team costs. Additionally, the CRM must be able to track how each of these costs lead to (or don’t lead to) customers. Are leads coming in from your website and actually becoming customers? Or are your real customers coming from that trade show you did last year? Track numbers, email addresses, personnel reporting and more to create a database that shows ROI. 
  2. Lead Management - Turning leads into opportunities, and opportunities into clients, is the goal of all sales processes. The right CRM should give you accurate tools to track your leads, including up-to-date reporting. Be sure your system offers smartphone and/or tablet apps for that salesperson on the go. This gives your team the ability to immediately enter that potential client into your CRM, even from vacation in Italy, as well as run a report on leads.
  3. Customer Engagement - What products or services are your current customers purchasing? Do they engage regularly with your website, telephone support or in-person customer service? Your CRM should store data on all customer interactions to provide real-time information to continue to build relationships with your customers. If your customers are repeatedly calling regarding a software glitch, FIX THE GLITCH. If customers are going to your website to view help videos, be sure they SHINE. This is your chance to turn this customer into a referring evangelist!
  4. Campaign Reports - When you add a campaign to your sales pipeline, you want to know exactly how it impacts your business. The right CRM will give you reports for each individual campaign - ROI, lead management, engagement and more.
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CRM

Pull the Trigger on CRM

My past several blogs have focused on how to remove the roller coaster-effect from your sales forecast. Yes, it can be done - but you must focus on cleaning data, segmenting data, and creating well-defined sales stages.

As we know, it is important to work out the above processes before jumping into a software tool. Start with clean, segmented data and solid sales stages. Then - identify information fields (e.g., list source) and values (e.g., Big Conference 2014)  that are important for your organization. Play with the concepts: tweak and test! Once you have a design in place, you are ready to PULL THE TRIGGER. It's time to turn your design into a real-time sales report. This will require software.

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CRM

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This blog exists to educate manufacturers, engineers and technical minds on the wonders of inbound marketing, sales enablement and more.

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