CRM system - a system of customer relationship management, the concept, the core of which is a client-oriented approach. With CRM, the company may: to automate the sales process, set up sales cycles, funnel, analyze and display data analytics in graphs and dashboards, to optimize processes of marketing and service.
CRM system can be considered as a tool to build a sales process: new products, complex products, for the analysis and forecast sales.
The system allows to analyze the next steps of the sales process:
the sale of a complex product can be expensive and time consuming, there are risks, what niche to choose for product implementation;
- who makes the decision to buy a complex product: users, technical experts, management, business owner or investor;
- design / delivery: project management, mixed team, resistance, risk, time, results, closing, reference, development;
- B2B sales;
- a balanced sales funnel;
- report the right information to the right people "just in time".
Construction of the sales process of a complex product in CRM can be represented by the following scheme:
- Create marketing campaigns to generate interest;
- Building sales cycles and processes;
- Status of possible transactions and interests;
- KPI - performance indicators.
To choose the right CRM system, company should be considered:
- Appropriate pricing and functional coating;
- User-friendliness, ease of learning the system, speed of operation;
- Reliable manufacturer, reputation, support, reviews;
- A customer-oriented approach to work;
- The presence of industry experience;
- Open development tools;
- Integration with accounting systems;
- Flexibility: the parameters, directories, profiles, surveys, reports;
- Training centers, availability of specialists in the market;
CRM system - an effective tool to increase profits for your business.
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