FIX YOUR SALES PIPELINE LEAKAGE: 3 SIMPLE STEPS OF SALES PIPELINE MANAGEMENT

Your business group is getting enough leads each day and giving a gigantic push to change over time. In any case, shockingly the greater part of the leads are slipping out of your hands, limiting you from getting right ROI.

Putting resources into advertising channels, for example, SEO, inbound, PPC, expos is sufficiently powerful to increase the lead era rate. Be that as it may, some additional traps are required for an effective deals pipeline administration.

A broken pipeline is an affliction for an organization. In spite of the fact that you have to know–

Just 25% of leads are really real (Source: Gleanster Research) and if the other 75% are spilling out, nothing is lost decisively.

79% of advertising leads never change over into deals, for the most part because of absence of lead supporting. (Source: MarketingSherpa)

A review with more than 62 B2B associations indicates 44% of administrators surmise that their organizations are ineffectual at overseeing deals pipeline legitimately. (Source: Vantage Point Performance and the Sales Management Association)

Be that as it may, in the event that you are losing the most qualified leads, then it’s the opportune time to change the apparatus and experiment with new deals pipeline administration programming, for the ideal sustenance of your leads.

 

Organizations that exceed expectations at lead sustaining produce half more deals prepared leads at 33% lower cost. (Source: Forrester Research)

Sustained leads make 47% bigger buys than non-supported leads. (Source: The Annuitas Group)

A business pipeline administration is a simple approach to watch the procedure behind a deal.

[Know more about – is deals pipeline administration truly essential for deals growth?]

In the event that you are not receiving legitimate outcomes in return, then at first you have to distinguish the correct issue. Why are the majority of your leads spilling out? What are the correct spillage focuses in your business pipeline?

Procedure of distinguishing the issue and spillage point

Distinguishing the spillage focuses includes inside and out perception into your business pipeline. For this you require your business CRM to feature all the data identified with your current and potential customers.

Releases have a tendency to show up, when your organization’s business cycles don’t fit with the prospects’ purchasing cycles.

For an illustration, your organization offers cricket adornments. For you, a forthcoming lead ought to will to purchase cricket frill, be that as it may, individuals who are occupied with football extras are not thought to be qualified.

Moreover, if your business pipe is loaded with leads that are keen on games extras as a rule, then you have to isolate your qualified leads (individuals who need to purchase cricket adornments) from the others.

Your CRM dashboard is the correct place, from where you can get noteworthy bits of knowledge forsegregating your qualified leads from un-qualified leads.

When you can recognize the true blue and qualified leads, you will bit by bit quit sitting around idly on ‘poor leads’, since they won’t be prepared for a business call.

Know the business pipeline position of each lead

In the wake of isolating the qualified leads, you have to know their positions in your business pipeline.

However, the quantity of phases of your business pipeline depends totally on the length of the business cycle. As per Donal Daly, “Having an excessive number of stages in the business pipeline is counterproductive. Six or seven stages are the ideal number of stages in the pipeline”, since excessively numerous means will be tedious.

For the most part, every business has five basic phases of offers pipeline-

1. Beginning contact
2. Capability
3. Meeting
4. Proposition
5. Close

All five stages have different weighted value within them; hence, they can include multiple sub-stages.With your sales pipeline management software you can identify exactly what is the position of your lead.

Enhance deals change rate by following-up

Distinguishing proof of leads’ positions empowers you to perceive what makes you fall behind from getting deals openings. You can plug those breaks with impeccable subsequent meet-ups.

Following-up a prospect is the pivotal piece of lead supporting. Follow-up calls and messages help you to take care of business inside the concurred day and age.

46% of advertisers with develop lead administration forms have deals groups that follow up on over 75% of showcasing created drives (Source: Forrester Research).

Advance, a CRM programming can help you get most extreme ROI with robotized lead administration prepare, by reminding you about gatherings and follow-up calls. You can even set an every day errand rundown to arrange your everyday work that disentangles the offering procedure.

Organizations that robotize lead administration, see a 10% (or more prominent) expanded deals income in 6-9 months (Source: Gartner Research).

Proficient follow-up abbreviates the business cycle and causes getting important chances to keep up long haul associations with clients.

Conclusion

Pipeline administration fuses the issue of how the business pipeline is organized, how it is measured and how it is used. Deals groups that put the perfect measure of time in characterizing an organized and manageable sales process are the most capable at dealing with their business pipelines.

With these three straightforward strides you can surprisingly chop down your spillage rate and moreover procure exact deals estimate. So it has an immediate part in expanding deals income.

Presently you know how CRM programming helps you to settle your business pipeline spillage.

Would you like to find out about deals CRM?

Attempt Kapture demo or 30 days free CRM trial to find out about the benefits of deals CRM devices. For more detail, call +91 7899887755 or send your request at sales@kapturecrm.com.

BRING OUT MAXIMUM CUSTOMER ENGAGEMENT AND AVOID CHURNS THROUGH PUSH NOTIFICATIONS

Suppose you are working in your office and it’s nearly lunch time. Suddenly, you receive a push notification from a new online store that offers you a wonderful discount on Chinese restaurants. How would you feel? Simply great!

Certainly, you wouldn’t have much time to search all the apps to find out smart deals and tempting discounts. A push notification is precisely what you need to save your time.

If you think from the perspective of your customers, a smart push notification can bring out significant customer engagement and brand loyalty. There are almost 50% of users who opt into push notifications and find them useful. Further, push notifications boost app engagement by 88%.

With the incredible number of apps flooding the market, the dynamics of competition have changed into much tougher one. App users are fickle and their vision is overwhelmed with thousands of options that result in a high rate of churn. 75% of app users churn within 90 days.

So, how to make an exception for your app? What are the ways to remarkably cut down the churn rate?

Push notification is definitely an answer!

If you surely want to make a visible difference between you and your competitors, then keep in mind the below tactics:

Make Your Subscribers Feel Special

Bird’s eye view is not always effective for customer service; rather, every subscriber has a unique interest, which drew them to your website. Stop seeing your customers as a whole and start respecting their individualities. Make your push notification more relevant to the subscribers by personalizing it.

Highly targeted push notifications drive 293% more response on average than broadcast messages, with some verticals achieving nearly 7x greater responses. It may differ from industry to industry:

Image courtesy: Localytics

Why targeted push notifications make such a huge difference?

Let’s explain with an example, you are a new mother, having a cute little 2 month–old daughter. You subscribe apps like Amazon, First Cry, Flipkart and frequently seek out good deals on baby products and newborn clothes. One day you receive a push notification offering great discount on diaper and baby food. This sudden offer will surely cheer you up.

That is why, 65% of users return to an app when push is enabled, and only 19% of users who do not have push enabled return to an app within 30 days.

For targeting your audiences you need perfect customer segmentation, in terms of age, gender, occupation, geographical situation, purchase history and behavior. Put all the customer data on your CRM software and it will help you to get valuable insights on customer segmentation. Once the process is done, you will be able to decide on suitable offers for each segment.

Time is the Key for Every Lock

Here we will explain the time factor with two different aspects. Consider below situations:

Situation 1: It is the middle of the night. After a long, tiring, day you are sleeping. Suddenly, your phone vibrates and a notification pops up on your screen. Won’t you feel annoyed?

Situation 2: You installed an app couple of months ago and yet not received any push notification or any offer from the site. That will certainly turn you off from using the app further.

The first situation can easily handle by segmenting the time zone with your CRM, in case you are having a globally accessible app. Or you can choose the suitable time period, keeping relevance with your offerings. For instance, if you are offering discounts or introducing new cuisine, it’s always better to choose the lunch time (12 to 1 at noon). More precisely, you can separate your notifications specifying breakfast, lunch and dinner.

The second situation is rather tricky and required more attention to retain your subscriber and avoid churn.

A Recent study shows, 30% of android users didn’t receive any push notification within the first 90 days. Of those users, only 5% continued to use the app.

That happens when you have no track of your database, and consequently failed to focus on retaining new customers.

Your information management software is well capable of handling all the information related to subscription. From your CRM dashboard you can get constructive insights on new customers and their buying behavior and interest.

Sending weekly notifications can increase 90-day app retention by 2x on iOS and 6x on Android phones.

Come up with Maximum Creative Style

Creativity in your push notification plays an important role behind how many visitors you are getting on your website.

Nowadays, creativity does not only signify punching lines and innovative copies. Use the power of image, GIF, video and audio to engage maximum users. Think out of the box and try different combinations of images, titles and messages.

This reach, push notification can directly increase open rates by up-to 56%.

Your messages will be creatively sent, clicks will increase. And that means your website traffic will gradually increase.

Conclusion

What marketers need to always remember is that push notifications can be utilized for many different purposes and they should start using them to attain their marketing goals. However, it is vital to ensure that notifications are not looked upon as intrusive or uninteresting.

So, the general trend in the market shows the fact of correlation between notification frequency and greater app user retention rates.

Do you want to retain your subscribers? Visit Kapture CRM and try our free CRM trial for 30 daysor Kapture demo to have a better understanding and experience.

For more information, call +91 7899887755 or send your enquiry at sales@kapturecrm.com.

3 SECRETE KEYS TO UNLOCK THE CLIENT ENGAGEMENT IN BANKING SECTOR

The entire banking sector runs on relationships. For hundreds of years, the relationships between the banks and their customers are a backbone of the state’s economy. however with the increasing client demand for higher digital expertise during this era, the banking sector is quickly dynamical their client engagement policies.

Before, there was only 1 thanks to build firm client relationships, which was face-to-face interaction. folks wont to visit the bank to gather info regarding gap a checking account, move with the executives and build their choices.

Now, folks ar progressively wishing on mobile communication and web banking. So, the complete dimension of building trust and engagement has modified. The notion of banking expertise has to be seen from a special perspective, incorporating recent techniques and technologies.

According to research, customers WHO ar totally engaged, bring thirty seventh a lot of annual revenue to their primary bank than the purchasers WHO ar disengaged.

Today, the client engagement in banking sector depends on 3 very important factors-

1. Effective communication

2. period of time expertise

3. Trust

1. Omni-channel Communication system

Most of the banking organizations begin puzzling over client engagement when a brand new client opens Associate in Nursing account. But, at the start it ought to instigate even before the link begins. Communication is that the best medium to spot, target and attract potential customers in any quite business. The Banking sector isn’tAssociate in Nursing exception.

The a lot of folks have gotten wont to with on-line and mobile communication, the a lot of banking organizations ar integration live chat, mobile app and social media channels with their client Relationship Management software system.

Businesses with the sturdy Omni-channel client engagement policies retain a mean of eighty nine of their customers, as compared to 33% for businesses with poor Omni-channel policies [Source: Aberdeen].

Further, people have personal preferences regarding communication channels. Incorporating multiple channels means you are giving your customer multiple opportunities to choose their preferred medium.

With your banking CRM software you can integrate all the channels of communication to a single platform, so that you can effectively communicate with potential and existing customers.

2.      Personalize Banking Experience

While making a financial decision customers have more information sources at the bank. Today, they are in a much more favorable position than the companies that tuned the dimension of sales and marketing principles.

Now, customers want more personalized services to enhance the banking experience. 70% of buying experiences are based on how the customers feel they are being treated [Source: McKinsey]. And they want to feel special.

However, delivering a personalized experience can be difficult for banks, because of the regulations and legacy systems that hold them back from intervening on people personal lives.

But, with the CRM for banking sector you can strategically track your customer’s financial journey, organizing the data taken from them. Once you get the valuable insights from your data analysis, you can sort out proper customer segmentations, and will be able to deliver a customized experience to each segment.

3.      Clarity of Information

As in any relationship, it is imperative to build a strong foundation of trust before moving further. People have major trust issues, when it comes to a financial decision. It’s far more severe than buying a cloth or choosing a hotel for your vacation trip, as it relates to you and your family’s future.

Frequent communication and a wonderful personalized experience can enhance the trust level to some extent. However, the main factor behind breeding faith in customers’ heart is to provide them accurate and clear information.

Before communicating with customers, your executives ought to have sufficient info to build things clear and leave no doubt for confusion.

The banking CRM system has info management tools to update and share info. restricted access can keep secure your knowledge from others, whereas enhancing the collaboration and merchandise understanding among the team member.

Once your executives have enough info to resolve the complete inquiry, the shopper can step by step begin trusting your bank Associate in Nursingd notice the arrogance to open an account.

Conclusion
Today, customers have a lot of choices than ever before, due to the mobile technology that permits the bank to visit the purchasers. however the foremost attention-grabbing factor is that the bank executives can evencash in of those technological advances.

Ramping up your client engagement strategy could be a worthy effort that ensures higher client retention. client engagement is that the cornerstone of a relationship that embraces trust and loyalty, if done properly.

Rethink your client engagement strategy, attempt Kapture CRM free trial for thirty days or evoke the free CRM demo. For a lot of info contact America at +91 7899887755 or sales@kapturecrm.com.

THREE COMMON MISTAKES IN SALES THAT MAY BE COSTING YOU DEAR CUSTOMERS

 

From generating new leads to closing deals, the entire sales process can become long and exhausting. In this, one wrong move could flick your entire ‘house of cards’ tumbling towards ground.

Every salesperson, regardless of the industry, product, or skill level, makes mistakes. And from their mistakes they learn new thing about nourishing and turning their leads into opportunities.

But there are some common mistakes that even seasoned campaigner could be committing amidst their sales career.

While having a centralized strategy is essential, you also need to understand that each lead is different. It is crucial to have the flexibility to approach each lead individually. Also, you can say that different salespeople have different tactics.

These three common mistakes could stop sales people dead on their tracks. It could be easily avoided and could even turn into strong points if you carefully plan and observe a clear selling pattern with clients.

Mistake 1: Messing-up the Follow-up Routines

While nourishing quality leads, you should know the significant value of follow-up with the prospects, in order to gain their trust and speedup the actual conversion process.

Simply put, the lead nourishing is often involves gaining the trust of prospect and accelerating their actual conversion.

[Learn more about the importance of follow-up calls here – The Key to Increasing Your Sales: It’s All about Following-up]

But, even after being made aware of the power of follow-up or benefitting from planned customer follow-up, salespeople frequently fail to execute proper follow-up protocols. They end-up either avoiding a particular lead or excessively calling-up a particular high value prospect.

In both cases, you could self destroying your prospects interest in your product/service.

There are mainly two reasons behind it-

• Not having complete track on sales leads
• Excessive work load – too many meetings to attend and too many calls to do

Globally, every salesperson can relate to this situation. Due frequently receiving heavy workloads and simultaneously handling multiple clients, all sales people suffer from the lack of future prospect planning.

Consequences

Missing follow-up calls can slow down conversion process and severely affect your conversion rates. More importantly, it can affect your overall client relationships.

That means loss of great chances and opportunity that can confine you to get right ROI.

Solution

Though the problem is grave, you can’t imagine how simple the solution is. Keeping track on notepad and maintaining a contact book is too old to keep up with this competitive industry.

Instead of keeping mental tab on each user, you could use and the call management system. This helps you evaluate the progress and arrange a call at a predisposed time.

This allows you to handle each customer interactions with the objective of driving final conversions. You can also set the right frequency and mode of internal communication.

By having a call management system, you can eradicate the unnecessary problems that could affect your sales process.

Meanwhile, you can also update your daily task on your CRM dashboard. With this system, your entire team can collaborate on preventing any potential calls to be missed-out of the workflow. This will help to sort out your hectic schedule and give a clear understanding about managing your work day.

 

 

Mistake 2: Lack of Information

Always, even the most consolidated client meetings are a thing of doubt.

Consider that you are attending a prospect. Now your client asks you for a detail about your product and you aren’t knowledgeable or don’t carry the document about that particular matter.

Or suppose, suddenly a client calls you and asks about the status of his/her enquiry and you don’t have any clue about the previous conversation, since that last call was taken by someone else.

Both of these are very common in sales and marketing organizations.

Consequences

Lack of information is the major cause behind all the misunderstanding between client and company. Whereas clarity of information can brace the relationships with trust and loyalty, superficial product demonstration and unclear contract can lead to vital error of communication.

Lack of information among your employees can affect-

• Company reputation
• Lead generation process
• Lead conversion rate
• Team spirit
• Office environment and culture

Solution

Yes, even this problem has an easy solution. And the same sales CRM software can help you out of the situation.

Its valuable application gives you the opportunity to update all the information gathered about your client; you can even raise ticket for each complaint or enquiry to following up the status. All the team members with access to the dashboard can see and act based on the updated information.

Besides, you can have a separate section for uploading your inventory and access those data from your mobile CRM application, so that you can show to your client while having a meeting outside the office.

 

 Mistake 3: Ignoring the Sales Pipeline

Are you aware of your high ROI lead sources? Do you know what your future sales prospect is?

Being ignorant of your sales pipeline can severely cost you. However, this issue is somewhat different from the other two. Since, the sales pipeline management is a greater concern of sales executives, it has significant role in lead generation and conversion.

44% of the companies think they are ineffective at managing the sales pipeline. Though it helps you to get proper sales forecast, accurate ideas about the status of the deal, visibly distinguish between hot, cold and warm prospect, and bestow a clear vision about your business.

Consequences

Ignoring sales pipeline can directly effect on your ROI. Proper sales pipeline management helps understanding the quality of leads. Sales reps tend to lose sight of the opportunities they should be pursuing, when they waste so much time chasing poor deals.

When your vision is clouded by poor leads, you’ll spend 90% of your time filtering through bad deals to try and find the ones to coach on.

Solution

A technical problem should always have a technical solution. Only a proper sales pipeline management tool can help you differentiate between poor and good quality leads.

Your CRM dashboard is the best place where you can find every information about your prospects, position of your lead in the sales pipeline. This gives you valuable insight about what to do to make the conversion faster.

 

Conclusion

What works for some salespeople, may not work for you…It is critical to have flexibility and versatility to try-out new approaches and strategies.

As you can see these three common mistakes are easily avoidable with your sales CRM software. You do not need to install different apps or adopt difficult techniques to restrict yourself from damaging your sales opportunities. All you need to utilize your sales management system at its full.

Do you want to make your team stronger and want to overcome these sales errors? Visit Kapture CRM and discover valuable features that help to increase your ROI. Try out our 30 days free CRM trial and Kapture demo. If you have any query, call +91 7899887755 or send a mail to us atsales@kapturecrm.com.

FIVE PSYCHOLOGICAL TACTICS TO MAKE A GREAT CUSTOMER FIRST IMPRESSION

You’ve got wonderful news. A prospect is impressed with your website and gave positive responses over the phone, and now he/she wishes to meet you in person. You’re one step closer to win a great business deal.

A good sales guy needs to develop certain common traits – present an auspicious feel, present straightforward ethics, develop pleasing communication, ability to network to the hilt etc….

But In-order to deploy these skills, you need to first create a great first impression with your potential customers. This helps you to build a connection with your prospect that will precede all the other interactions.

But, you can’t get that great paycheck or regular overflowing bonus by just being good. For that, you should be actually great in sales. You should be actually SUCCESSFUL.

Even for experienced sales people, the first client meeting with a potential client could be overwhelming; simultaneously, it could also be the source of much thrill and suspense.

Here are some surefire tactics to impress your B2B client in just an hour.

1. Punctuality: Start on-time with a straight forward purpose

As odd it is, the successful sales people have a habit – if they are not able to reach a place at their committed time, they inadvertently reschedule the meeting. They just don’t ask the client to expect them after an hour.

The idea is that if you are starting a meeting late, you are already starting the meeting on a wrong foot. It would be pretty hard to turn the things around from thereon…

When it comes to the client meeting, your first impression starts with your punctuality. This goes hand in hand with confirming your enthusiasm and professionalism.

Besides, it helps you develop an impressive overall dynamics in your client meeting. It helps you increase the overall participation and impart a better understanding of the difference imparted by your product/service.

However, it seems that ‘maintaining punctuality’ is one the cheesiest cliché recommendation that anyone at winning a great first impression. Moreover, it has become more difficult than anything.

A typical salesperson needs to attend more than three meetings in a day, with different clients, who themselves have questionable punctuality. Sometimes, it may simply become ditching one client meeting for the other in the name of punctuality.

The best way to resolve this situation would be to set up daily task list on your mobile CRM app.You can also view the meeting locations across the geography.

Now you can schedule your meetings across the day. By arranging all your client meetings across the day, you could progressively cut down on the possible conflicts in your meetings.

This enables your coworkers and higher management to be aware of your day-to-day activities. This clearly resolves misunderstanding and miscommunication within the team.

For your own purpose, set up reminders for your meeting and follow-up calls. Even in your busy days the app will remind you about your appointments. That removes the chances of your first client meeting getting delayed.

2. Humor: the ever elusive ingredient

If you ask a sales person with real ground experience, they will mention humor as an important part in making your first conversation with the audience.

This will help you open-up new conversations and earn willing new listeners.

In the world of stand-up comedy, there is a term called openers. It’s usually a snappy hard hitting joke that will have you take your prospects into your hands.

With a little practice and loads of presence of mind, you can use the same techniques within your sales presentation.

 At the same time, you shouldn’t force the humor or appear it to be rehearsed. It will instantly become unfunny and make you look like a total manipulator. Also, you are under constant risk of appearing to be obnoxious. If you are not confident about pulling it off, it’s better to stay on the safe side.

3. Empathy: Understand your Client Business

In retrospect, you might look back at a client meeting and think what you could have done differently to have a successful outcome.

I’m willing to bet that it wasn’t because of the want of pitching it harder. Instead, you could have possibly provided a better understanding of your customer.

If you are good active listener to your customers, you might be able to glean insights about actual problems. This may also throw light into the particular pain points that affect your customer interactions.

This will help you provide customized product solutions that could better serve your customer needs than your competitor.

This strategy could help you offset other competitive factors such as having a more recognizable brand and costlier options.

Suppose, you are preparing for a meeting with a prospective client, who owns an FMCG site that delivers grocery and staples. You know the client’s name and you visited that particular site to learn about their business. But, is it enough for a salesperson to just know the prospect?

This could also be a great way to research your customer base and provide better solutions in the future.

If you have a CRM-based customer account, you could have better knowledge about your product and make adequate changes.

Above all, your well researched approach will help you assure your prospect that you are serious about closing the deal.

4. Being Studious: Be prepared with the necessary client information

As a matter of fact, the better clients don’t just take your word and carry-on with a particular deal. They will try to ensure that you are actually a subject matter expert with demonstrated ability to your utility.

Ultimately, the salespeople are expected to produce actual solutions to the business problems. If your sales effort just involves making ‘promise-on-cue’, it’s unlikely to lead to many resolutions.

This could even mean achieving significantly better sales outcomes.

We are in an ever floating condition, where the clients’ expectation and market economy frequently changes. So, the companies curve their services and products to keep up with the industry. Hence, businesses repeatedly update their product list and facilities.

Carrying the inventory does not mean you have to carry piles of files and catalogues with you.

Your CRM software can solve your problem from every aspect. You can update your brochure on your CRM dashboard and show it to the client. It’s that simple. It will be much more reliable than anything and your higher management can instantly update the modification of service or addition of new product on the dashboard, so that you can know immediately about the changes.

This type of efficiency helps to generate clients’ loyalty and create a good impression about your company or brand.

5. Be prompt: Take your decisions faster

The client may take a long time to understand and take articulate business decisions. But the concerned businesses are expected to be slick and quick at reaching their particular decisions.

This requires a better way to manage the internal communication for your business. At the same time, you should also be able to maintain your ability to always facilitate the right decisions.

A sales CRM platform can help you by accelerating your normal chain your decision making.

In a Nutshell

If you choose sales above all the other normal respected profession, it means that you are confident about your ‘above-average’ amicable personality and negotiation skills. Above all, you are confident about reaching the decision-maker in every business.

In a sales exchange, you rarely get the chance to rectify or improve the first impression. Also, you are aware that your perfect formal outfits and wonderful communication skills may not be enough to win over the particular first impressions.

You should carry consistent strategies to create and sustain the client first impressions.

Keep useful tools that aid you in this process. Customer Relationship Management software would be one of the beneficial platform to collaborate with your team and maintain strong customer relationships.

Want to know more about CRM? Get an idea about advantages of CRM software by visitingKapture CRM. You may try 30 days free CRM trail here or Kapture CRM demo for better understanding. Connect with Kapture team, call +91 7899887755. You can also send your enquiry at sales@kapturecrm.com.

SIMPLIFY AND ACCELERATE YOUR MARKETING ACTIVITIES WITH MARKETING CRM

 

We all love simpletons. We tend to believe that our simplest ideas are the most powerful. We also attach an element of truism to the simplicity.

But in the last couple of years, the marketing have been genuinely taken-on to the opposite direction. It has transformed itself into a highly complex activity that needs sophistication and market intelligence. You also need to balance your budgeting and marketing requirements.

You need to progressively put more and more stress on different human utility. This also means that the past simpleton mindset that worked s well in the past, will be henceforth nullified for a more brilliant and complex protocol. You need to take multiple decisions, where each decision is dependent on a multitude of different decisions.

A marketing automation system can simplify and accelerate your marketing process management. You can also take more effective daily decisions and thereby streamline your marketing decisions.

The features of the marketing automation system enable you to connect and collaborate between different activities; it’s also a process to systematically uncover and utilize your sales and marketing opportunities.

So, without further ado, here are few CRM features that can bestow the marketing automation process-

 Identify your most profitable leads

 

For a modern marketer, the worst possible situation isn’t the complete lack of quality leads. If you combine the basics of psychology and marketing science, you could possibly generate a large volume of leads. According to digital marketers’, the worst situation would be large volume of leads that completely fail to convert into final sales.

Meanwhile, you could be completely at dark concerning the quality of these leads.

Ideally, you should have an effective way to guide and improve the quality of your generated leads.

For this, all the marketing strategies should be geared towards a single goal – an ever increasing volume of generated leads. But, today the greatest challenge of businesses is to segregate quality leads from the ‘poor’ leads to boost up the conversion rate.

As the first step, you could filter and segregate the most profitable leads from your existing lead database.

You need to analyze your customer profiles and behaviors to identify the chief characteristics of a prospective lead. By this method, you can also identify the attributes and behaviors that designate a lead quality.

Within the CRM customer account, you can view all the customer details – including purchase history, buying behavior and other details on your CRM dashboard. You can also generate ROI-related reports such as lead information and sales reports.

Likewise, you can also generate information about your future lead generation.

Afterwards, you could try to have your future lead acquisition strategies to reflect the characteristics of the acquired leads.

Almost, 84% of the companies believe that the CRM system could beneficially determine the quality of your leads.

Once you are able to identify the quality of leads, you can build up a better marketing strategy, concentrating on your qualified leads that surely gives you increased sales revenue.

Automate your Email Campaigns

Email ranks as the third most influential information source for B2B audiences, behind colleague recommendations and industry-specific intermediaries.Most of the companies use emails to promote their product and services, since it is one of the slandered marketing mediums.

 

According to The Direct Marketing Association, segmented and targeted emails generate 58% of all revenue.

But, to know the hidden recipe of targeted email marketing, you need to understand the tactic ofemail marketing automation.

Now, what is email marketing automation?

Let’s explain this concept with a very practical issue. Suppose, you own a perfume shop and you are planning to launch a brand new female perfume. For this, indeed,you need a strong campaign to promote the product.

If you want to gain the maximum benefit from your email marketing campaign, you need to send your promotional emails only to the female customers. And the process of segregating the database, analyzing the customers’ behavior and then sending targeted emails to a specific segment – all together called as email marketing automation.

Precisely, a marketing CRM system stipulated the process of automation with all its marketing tools.

Customize your independent Campaigns

Customer experience is dependent on personalized offerings and services.

Think from the customer’s perfective – you love trendy leather bags and frequently roam online for better discounts and offers. You will always appreciate the brand, who sends you frequent updates about newly arrived leather bags and gives youtempting offer/ discount ‘only for you’.

The ability to segment email lists and individualize email campaign messaging are the most effective personalization tactics.  These are also the highest rated tactic for marketing influencers with both being effective for 51% and 50% respectively.

 

A suitable marketing automation system will help you to know the customers’ buying pattern and behavior, so that you can get valuable insights about their expectation. Once you know what your customer wants to buy, you will able to offer them special discounts and customized service to gain their loyalty.

Integrate Social Media

As you may be already aware, the social media is a significant part of the current marketing and sales industry. Social Media Examiner conducted a survey to demonstrate the importance of social channels that shows 92% of marketers said that social media is important to their business. It is also mentioned that 90% of all marketers indicated that their social media efforts have generated more exposure in their business.

Undeniably, most of your customers are now using different social networks and actively participating on social groups. So, today social media is the best way of communication, irrespective of all industries and business.

This opens up the chance to directly connect with potential and existing customers and increase your brand awareness and loyalty.

With social media management tools, you can gauge the comments and remarks that customers and prospects make about your business, brand, products and services, and ingest those notifications into your marketing automation platform.

Below is the work process of social CRM tools-

 

Conclusion

There are many applications to consider in CRM system, particularly when it comes to sales and marketing. For some companies, ease of installation and cross-department functionality will be the top priority. For other companies, abilities like mobile access and social media integration or emailmarketing automation may be top-of-mind. The CRM technology you decide on will also depend on your business needs, and the size of your organization.

Though selecting a CRM for marketing automation is a daunting task. Why not try a free CRM trial or ask for the demo? It will help gaining better understanding about your CRM software. For more information visit Kapture CRM or call +91 7899887755. You can also send your enquiry atsales@kapturecrm.com.

FOUR ARTICULATE ARGUMENTS WHY SMALL BUSINESSES SHOULD MODEL CUSTOMER BEHAVIOUR

 

Gone are the days, when a small business exclusively meant ‘being physically small or having a comparatively small revenue turn over’. In the modern terminology, the small businesses are meant to be much more focussed and creative in managing their business opportunities. Also, you should make the best out of the available customer opportunities.

The small business need to model their customer behaviour to take effective business decisions. One should be able to understand the business-customer dynamics and audience perspective to make this decision.

It’s about achieving a lean growth-oriented mindset that enables your businesses to maintain a high rate of growth. In this blog, we will discuss about the five potential ways to use customer behaviour modelling which will help your small business.

Model Customer Data to compete with large corporations

In the present age, the small business at every sector is forced to compete with large global corporations. For example, it you own a small retail store, you inevitably end-up having to directly compete with a nation-wide retail chain like Walmart or Spencer’s. If you own a small online ecommerce store, you are likely to end-up competing with the likes of amazon and zappos.

Similarly, if your business is a part of any industry vertical, you are required to compete with companies across a table. This includes well-established companies with much higher budget and better recognisability.

Typically, these businesses have large advantages in terms of product identity and margins. Now combine that with large marketing and R&D budget being splurged on online-offline marketing channels.

For example, let’s consider the gargantuan ad expenditure of Amazon over the last five years.

 

As per statista.com, it’s falls around the figure of 7 Billion dollars in 2016. Needless to say, these numbers are beyond the human capacity to conceive for most business owners.

You should try to compete against these trends by running more focussed and targeted campaigns.

For example, with Kapture CRM you can enable to collect and segment the data of all your past customers. Afterwards, you could spot a pattern-behaviour of your most profitable customers.

Kapture CRM helps you instantly determine the characteristics of each of your customer.

 

This helps you form strategies to acquire more of the same customers. You can also iterate your existing marketing campaigns to drive more product engagement.

Model your customer Service to understand customers

The customer service has evolved from being just a closed single channel means of communications…

Previously, the consumers were known to overwhelmingly choose a particular means to interact with a given business. With multiple social and business channels, you can see that these have also radically changed.

By understanding their preferred means of communication, you can also make realistic assumptions about your customers.

For example, if you notice an overwhelming use of social media, you have a young audience with a preference to digital channels over telephone. You could also figure-out the problem areas of your products with your customers.

In this sense, you need to have a completely interconnected way of receiving and managing your customer interactions.

Model a smarter and agile way to manage opportunity

As it is, lead acquisition is becoming incrementally costlier and riskier by each passing year. You are also required to consistently make the decision of lead quality v/s quantity.

For example, consider one of the most popular lead acquisition strategies for small businesses – Google Adwords.

In this, the majority of the top 20 Keywords belong to the small business category.

 

At the same time, most businesses don’t really incrementally increase their marketing budgets. Some businesses have even decided to even cut-back on their lead generation costs.

 

All businesses have to make the most out of their available generated leads. For this, the progressive ad agencies and organizations are putting more stress on their lead management capability.

This helps you to reach-out to your customers in a significantly faster way. Additionally, it also increases customer engagement, future interactions and reduce the cost of acquiring leads.

 

You can even use this to collect user data, which could be used to plan organize their marketing strategy. This helps them to acquire a higher ROI.

This form of customer modelling helps you understand your customer needs and tweak your offerings. This makes your product more appeasing to the target audience.

Model your future decisions based on insightful reports

It’s a general superstition among modern businesses that data is the pillar for insights and intelligence. Nothing could be true.

But the world’s most premier financial experts and internet marketing professionals vouches otherwise.

 

If your data is just an accumulation of numbers, it’s potentially dangerous. It could easily end-up driving you the wrong business alleyway, costing you both time and money.

Rather, you should have accurate and insightful data to guide the decision making in your business. For this, you would need an in-depth customer profile that incorporates multiple customer data.

For example, you may not get a complete picture of employee performance or effort just through examining the sales closures.

A more sensible dashboard will present the sales closed, leads under negotiation, leads rejected etc…

 

This data helps you evaluate the quality of available leads. Afterwards, you can use the data to model your future marketing efforts.

Conclusion:-

In the present circumstances, the businesses need to think beyond closing that one immediate deal and consistently increase their profit margins. Otherwise, they could have their businesses getting folded in front of much larger global enterprises.

By modelling their customer behaviour, the prospective business could have much more data and insights into managing their organization. This requires a conclusive way of receiving and managing your customer data.

Kapture CRM helps small business to receive and manage their valuable customer data. By unifying different customer interactions, you could potentially increase your quality of data. This helps you to take more effective customer decisions.

Learn more about automation-based behaviour modelling with us. Contact us @ +91 7899887755 or sales@kapturecrm.com. You can also sign-up for a free trial of our simple CRM software here!

WHY YOUR CORE SALES PROCESS SHOULD INCLUDE DAILY SALES REPORTING (DSR)?

 

If you are a sales manager or part of a sales decision making team, asking poignant questions are a part of your responsibility. This includes questions that you ask yourself.

Let’s ask the first question.

Q1. Do you know how many sales deals you closed last week?

Of course, yes.

Now let’s follow it up with a few hard pointed questions.

1. Do you try to come-up with a data-oriented sales forecast?
2. Are you able to figure out an optimization strategy for your sales progress?
3. Are you able to evaluate your real-time sales progress?
4. Are you aware of the specific activities conducted by your sales team each day?

In my experience, unlike the first question only a few number sales managers can effectively answer these queries.

Usually, they would be receiving individual sales target achievement reports and deal closure updates. But they still may not have an idea about the ground reality before the team reports back their revenue numbers.

Unfortunately, in this system you don’t have an effective system to manage your sales numbers.

Usually, Sales managers have limited sales insights

Usually, the sales managers are limited by their knowledge concerning the ground sales reality as a result they are also limited about their sales insights.

They also have a fragmented system to collect the available information. Their sales information gets collect in diverse data streams. Due to this reason, they fail to collect the available information about their sales operations.

Also, it’s really hard to procure information that conforms to your business positioning in relation to your competitors.

For all these reason, they are usually short of developing a sales process or strategy that allows them to systematically grow their sales bottom line.

In the end, they are not able to create a pattern that appeals to their future sales strategy.

Manage your data within the daily sales reports

If you start generating daily sales reports, it would obviously create a significantly larger volume of data. You should also have an effective system to evaluate this data compared to various other parameters.

But, how to generate an accurate sales report?

It’s not so easy though. You have to accumulate the data, segregate it according to the proper segments and then analyze and compare those segments to procure a positive insight.

In the end, it’s quite possible that you end-up overwhelmed with the available data.

If you try to do it manually it will take at least 2 days to make a monthly report, whereas you can hardly think of weekly and daily reports. But, monthly reports are not enough to track the entire business process. If you want to sustain in this competitive market economy, you need weekly reports and sometimes daily reports too.

 

The sales report software will help you leverage the generated data through managing complete report management through a unified dashboard.

Access in-depth sales Reports

If you just have the number of deals closed or meetings attended, it would be hard to decipher a valuable insight from that data. You may even be led astray by forcing your marketing team to fix a maximum number of uneventful meetings.

This means that you need more related and contextual data that would give an accurate picture of your sales dynamics.

For example, an accurate sales report may include many related information and objectives.

For all practical purposes, you can’t expect the elaborate sales reporting to be a protocol at the end of day. In that case, you are likely to get reports filled with error and manipulation.

Alternately, you could integrate reporting as a part of your daily work protocol. A mobile CRMhelps you set-up such a process that include various data accumulation processes.

This helps you ensure that you receive the latest reports that continue to be in-line with your ground sales reality.

Always monitor and evaluate your sales pipeline

The first and foremost thing you have to know is what is happing in your sales pipeline. A daily sales report (DSR) is needed to understand the position of each lead. Thus, you can have an idea about the conversion rate and ultimate business prospect.

 

After receiving accurate report on lead conversion rate, you can also measure the average conversion time, identify obstacles that hinders the conversion process, hence, you can take necessary action to speed up the process.

With its sales monitoring ability CRM software can graphically visualize the journey of your sales leads and show case all the organized information on the integrated dashboard.

Spot a pattern at generating sales qualified Leads

As soon as you start getting DSR with accurate data on lead generation and conversion rate, you can be able to get an insight, from which you can spot your qualified leads. And by segregating the qualified leads from poor leads, you would be able to reinforce your target marketing.

Of course, targeted marketing will increase you lead conversion rate.

Do you know 7% is a strong lead conversion rate, however, good sales and marketing companies shoot for somewhere between 5-10% range.

Below are the average conversion rates of different industries-

 

Certainly, lead generation is not enough to increase ROI; you need to convert your leads into valuable opportunities. And for high conversion rate, you need detailed report on-

• How many leads you are getting per day?
• How many queries are there?
• What is your landing page conversion rate?

Each answer of the above questions will help you to understand your business status.

Knowing the number of queries, you can assign people to solve them and easily follow-up the prospects. Thus, your conversion rate will automatically rise and you can get increased sales revenue.

Start making accurate sales forecast

The daily sales reports inform you about the actual reality of your ground sales activities. This helps you make data-informed sales and business forecasting decisions.

Sales forecast is important for-

• Sales planning
• Inventory controls
• Supply chain management
• Financial planning
• Market improvements

For example, you can first examine the number of leads entering the sales pipeline. You can see the gradual progression of sales leads on its way to closure.

This also helps you evaluate and optimize for the major aspects that influence your sales strategy.

With DSR you can track your daily sales progress, thus you will be able to generate more accurate sales forecast. Sales forecast is necessary for any kind of business, since it’s the major factor to influence your sales strategy.

The fact is accuracy of sale forecast will determine your future sales and it enables you to manage virtually all the aspects of your business.

Conclusion

Daily sales reports (DSR) helps you focus on daily sales progression and daily sales reporting. You can also generate positive reports that enhance the team confidence levels.

Kapture CRM is a conclusive system that enables your sales managers to receive and make sense of their daily sales progress.

You can access the daily reports on either a mobile phone or desktop API.

The cloud-based CRM dashboard lets you share the sales performance with employees and team. Also, understand the employee workflow and individual contributions.

Within the DSR, you can receive Daily Sales Report, weekly and monthly.

With all the positive insights received from Kapture CRM you can work on your sales and marketing strategy and carry out valuable analysis regarding sales opportunities.

Get started today! Ask for Kapture demo or try our free CRM trial now! For more information, contact Kapture team – call +91 7899887755 or send your query at sales@kapturecrm.com.

BUSINESS MANAGEMENT PROFICIENCY: WHY CRM SOFTWARE IS YOUR MOST ESSENTIAL BUSINESS TOOL?

 

If you are running either online or offline business, you are likely to come across many online tools that inadvertently advertise themselves as your indispensible businesses partner. All these businesses promises could be essentially boiled down to two points – improve efficiency and increase productivity.

The ever increasing number of tools also makes it practically hard to choose the right tool. You can’t just keep adding umpteen numbers of online tools under the hope of making your job easier. Also, it’s humanly impossible to manage between the different available tools.

The CRM software becomes a logical choice that can combine the multiple business requirements.

It has a range of benefits to enhance customer relationship and empower team collaboration within the organization. And ultimately it shows constructive effects on business prospects.

But, that is only possible if you choose the right software for your business. Reasonably, each industry has its own unique requirements according to their business standard.

For an example- educational organizations require tech tools that enable them to provide valuable facilities to their existing pupil and help them to attract more prospective students.

In a contrast, sales and marketing companies always concentrate on generating more and more leads to increase their sales revenues.

But, thinking about the ‘business’ in general, certainly there are some common requirements that we all seek for. In this blog, we will discuss about such common, yet necessary, features of CRM software that you should look for, while choosing your own software.

1. Accelerate operations through a Mobile Platform

If you still follow a ‘paper-and-bills’ method to manage your customers, you might be putting your customer relationships at great risk. It isn’t 1990’s anymore. You are expected to complete your business procedures within hours if not minutes after they take the decision.

This means that you can’t have your daily operations to be lagging by a couple of days. You can’t limit your organization’s operations to be limited to your office desktop, direct conversations or paper trial. You need to take your daily operations to a different level.

Besides, now your sales rep needs to be active both inside and outside the office.

There is no reason your organization’ work has to stick into the office desktop, since there are multiple devices available in the market. Besides, sales rep needs to be equally active both inside and outside the office that happens to be above human communication capabilities.

It even seems that every one expects the communication to always keep magically moving-forward!

In the end, the entire team is left without an accurate idea about the actual status of their communication.

You can actually come close to this efficiency at business management through a CRM platform.

Ideally, a CRM mobile app should be device agnostic. This helps you ensure that all the mobile data gets streamlined throughout the organizational vertical. You can also manage all the real time updates within the office.

Now let’s examine the typical benefits of a mobile CRM app–

• Access data outside the office: Especially the field sales team need to frequently attend meetings and other appointments, where they need necessary information, files and document to present in front of the client. With mobile CRM application, they can access all the information, including client details, company catalogue and brochure, whenever they want.

• Get real-time update: Mobile CRM allows you to update order status or MOM right after the meeting. That is how your higher executives and fellow sales reps acquire all the sales information. This can also fortify your team work and understanding.

• More employee engagement: Mobile CRM is a unique means to identify employees’ effort. With real-time updates, you can understand the daily work progress and will able to recognize your employees’ hard work. This provides them with valuable encouragement and an essential sense of company engagement.

2. Enable and Encourage Vertical Team Communications

 Today, communication system is more important than anything. It is the life line of any sales team, irrespective of different business industries.

Today, internal communications has turned out to be a huge jargon that aspires to be so many things. But at end, it ends-up on receiving professionally inappropriate phone calls.

Most organizations don’t have any problems with internal team communications that could be compared to these horizontal communications.

For example, let’s consider a sales organization.

 

It’s usual that most organizations run into large blocks of time lapse when they are forced to rapidly escalate situations.

A good communication system lets you communicate based on team chat or option to share any new document.

Let’s find out why you need a team-wide communication system–

• Streamline the workflow: Instant sharing of files, audios, videos, images and other documents streamlines the workflow and enhances the working speed. Group chat effectively empowers the team with valuable insights from collective communication.

• Increase productivity: Of course, this kind of connective platform leaves positive effects on productivity, whereas miscommunications and lack of information can remarkably reduce the work progress and badly effect on sales revenue.

• Create and encourage team spirit: From the beginning of a project the greatest challenge of a manager is to build a strong team spirit among the employees. A robust communication system makes easy their work. It helps to create a healthy office environment and a very encouraging work culture. The ups and downs will be there; but, with such a strong understanding, a team will gradually learn how to resolve the errors together.

Receive and Handle Leads within the Single Platform

Gone are the days, where your marketing was all-about website leads or newspaper-TV adverts.

The modern marketing is a grand sophisticated activity that requires combining different marketing activities through Google tag manager or similar application.

You need to consider the momentum and transparency in managing your leads.

You also need to streamline different decision making processes. You also need the flexibility to handover quality leads to your own sales teams.

Let’s consider what makes lead tracking so important to your business.

• Better understanding of prospects: A lead tracking system will help you to understand your prospects. This data helps you to understand which leads are qualified and which are low quality. This helps you form a better targeted marketing strategy for future sales.

• Build long-term relationship with clients: As sales CRM software provides you all the customers’’ contact details and phone call and meeting reminder option too, you can follow-up with your leads to make strong and long-term relationships.

• Increase lead conversion rate: Reasonably, long and trustful relationship with clients entails increased conversion rate. If you are able to leave a good impression on people, they will become more interested to do business with you. It will fasten and speed up the conversion process and help securing highest ROI for your company.

In-short, you can run a modern marketing activity without a conclusive strategy to measure results. Otherwise, you could be brought down by conflicting reports and lack of optimization.

With its integrated CRM dashboard, you can obtain every lead detail which includes contact details, deals summary, updates and other necessary things. This helps you to understand what’s going on within your sales funnel.

Conclusion

For a successful implementation, your CRM should at least carry the above four qualities. The basic function of the CRM is workflow automation to create good relationship with clients. Before choosing your own software, do not forget to check whether it is fulfilling your business purposes or not.

To know more about the features and advantages of CRM software visit Kapture CRM. TryKapture demo or free CRM trail for better understanding. For any information contact our team – call +91 7899887755 or send your query at sales@kapturecrm.com.

FIVE VITAL ROLES PLAYED BY CRM SOFTWARE IN B2B INDUSTRY

 

What separates the top-performing Business-to-Business (B2B) sales and marketing companies from their competitors? What are the winning practices that enable them to make predictable sales performance?

Understanding and coming-up with a precise answer to these questions could actually decide your business fortune. Especially, as the B2B space is used to have winners that establish an overwhelming lead over the 2^nd player.

As the initial step, we need to determine why the B2B industry is so drastically different from B2C industry.

What Makes B2B Industry so Different?

The B2B audience is mainly looking for efficiency and expertise. Meanwhile, the B2C audience is more likely to be engaged by deals and entertainment.

This mainly identifies that you need to be prompt and agile in order to start appealing to the B2B customers’mindset.

Besides, the B2B purchasing cycle is often much longer than the B2C. You should have a better nurturing and close attention towards the aspect to lead your customers through the lengthy sales funnel.

 

This essentially means that prospect engagement and quality assurance is the most important aspect of managing your B2B sales.

In this blog, we will try to discuss about the effective use of CRM software in the B2B industry. We will also discuss about the proactive ways to improve your business.You can also use business data to influence proactive business relationships.

Ensure Security for your business Data

Today, ‘data driven business operations’ have come to be a popular term in B2B industry. But, when it comes to managing data, its practical application can easily get out-of-hand.

You have to constantly dabble between multiple tasks, with each process consisting of multiple customer interactions. When you have to cope-up with five different parallel tasks, keeping-up your product data up-to-date may even seem impossible. In this situation, collecting and managing your data can easily turn into a troublesome challenge. You also need to constantly dabble between your business objectives.

With CRM system you can store any kind of information, be it clients’ contact details, order details, purchase history, interaction updates, meeting or call reminder.

 

After storing the requisite information, you can also restrict and manage the access to the information portal at any given point of time.

Now have a quick look at the facilities of data storage-

• It facilitates employees with direct access to customer data.
• It makes sales tracking easier than ever.
• It helps to clarify the stages of sales funnel.
• It automates target marketing with customer segmentation.
• It supports maintaining data security and accessibility at the same time.

1. Aid in Employee Collaboration

A cloud CRM platform ensures that your business campaigns are no longer tethered to your clunky desktops.The cloud infrastructure lets you access them through the mobile devices and laptops.

This means that users can increasingly rely on their mobility to brainstorm and plan the next B2B marketing strategy.

Here are some features of CRM software that aids employee collaboration-

• Accessible dashboard with all customer information
• Facility to manage, edit, and update data
• Smart communication network within the system

 

• Systematic tools to share important data within the team
• Facility to update meeting schedule, MOM, and order status.

You can use the CRM app to store and also manage all customer information within the cloud. This also gives easy all-round access to the mobile information.

 

2. Monitor B2B Sales Progress

Within the CRM platform, your sales member can actually track and understand the status of a B2B sales effort.

Some of the questions you can track-

• What was the result of a pitch last week?
• Has the client responded yet?
• How well is a sales initiative faring?

Of course, the system needs to be frequently updated with sales data against each client that ensures optimal tracking.

 

3. Deliver Personalized Service

The core point of a customer-centric business strategy is being able to treat each client differently. After all, choices will differ between people-to people. You should also provide value to different people.

Providing diverse levels of service to divergent clients can be a crucial differentiator, as products and services become gradually commoditized and brand values become increasingly alike.

A customized service can ensure-

• Customer centric approach of the business
• Client satisfaction
• Long-term relationships with clients

So, in a way it’s ultimately turns into great sales revenue, which is the key objective of all companies.

Conclusion:-

You can almost say that B2B audiences are more logical in their decision making.

In one sentence, the successful B2B companies are better at organizing and streamlining at their daily processes. This helps them to be more efficient and cut costs aggressively. This in-turn gives them a better competitive edge.

Want to increase your business prospects? Contact Kapture CRM – ask for the demo or try our free CRM trial to know more about Customer Relationship Management. For any enquiry call +91 7899887755 or send a mail to us at sales@kapturecrm.com.