For generations, selling was an art: people selling to people. CRM, on the other hand, makes it more of a science—isolating repeatable processes that work. In this blog, Sam Parker argues that sales is a rocket science that can be broken down to 7 steps. At Rollio, we’ve noticed that CRM can help or hinder every one of those steps. Here are some challenges and how we can help.
Step 1: Prospecting
These days most leads come from inbound. But if you prospect, good salespeople want to go from one email or prospecting call to the next. CRM breaks that rhythm because they have to stop to report every activity. That usually involves about 7 computer operations. With Rollio, reps can do more prospecting in less time. They can simply tell Rollio about each call or email and the artificial intelligence handles the computer operations.
Step 2: Interview
The best salespeople get prospects to reveal their needs with open-ended questions. Questions that don’t have simple yes/no answers. This results in nuanced conversations that reps can record in your CRM’s editable fields, where they unfortunately can’t be analyzed. Rollio lets you build more nuances into hard-data fields, because reps won’t lose productivity navigating to the answers. Reps tell Rollio what happened and Salesforce finds the data field for them.
Step 3: Analyze needs:
This is where you gather the “nuts and bolts” input that may be time consuming to put in the CRM. Once the input’s there, the CRM can crunch numbers to find solutions you have the best chances of closing. Assuming the CRM data you have is accurate and thorough. Because Rollio reminds reps of activities and prompts for details, you get timely, accurate data. And more of it.
Step 4 Present:
Most companies maintain an evolving catalog of content to meet different needs at this stage of the sales process. If you can tell the CRM which content to use, Rollio can tell your representatives. They’re more likely to use the right presentation because they don’t have to navigate the CRM to find it.
Step 5: Negotiate
Telling the CRM what transpires during this stage can trigger alerts, so management can, if necessary, can support the effort. It can also inform future efforts to win similar business. But if salespeople find data entry during the back and forth of negotiations to be too tedious, you won’t get that data. Rollio helps ensure that that data gets entered.
Step 6: Close
Probably the only part of CRM data entry that reps don’t mind. It’s how they get paid. It may also be the most complicated part of the process. The rep’s on a roll, they just closed a deal, and now it’s paperwork time. With Rollio, they can report all the details in their own words, and check the entries in a simple text screen. Rollio even asks for missing details. Once all the information is there, the rep says “okay” and they’re on to the next deal.
Step 7: Service
Now that the deal is closed, good CRM data becomes even more important. We all know it costs less to keep a customer than it does to acquire one. Good CRM data will make sure that service reps know what promises were made. They also use CRM to inform you of the issues customers have. With Rollio, they can update the CRM in their own words and have more time to be more attentive to customers.
To see how Rollio improves CRM data at every stage of the process, click here for a demo.
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