To conclude our series on “How to Sell…”, let’s talk about integration today. Of course there are many softwares and applications to integrate with VoIP, but for the purpose of this post we’ll focus on CRM.
At the risk of sounding like a broken record, let me repeat the overriding strategy from our previous two posts (on how to sell UCaaS and Mobility): Show your prospects the benefits and features through real-life examples that would actually impact their day-to-day lives. This strategy remains relevant when selling CRM integration.
CRM Saves You Time
The major benefit of using a CRM is the time saved. The organization, efficiency, automation – all of those values ultimately come back to saving time. So the key to selling it is demonstrating how this will save time for your prospect.
Let’s go through seven of the primary points you will want to cover:
1. Call & email logs
Integrated CRM software tracks all calls and emails to contacts. Forget flipping through your calendar or racking your brain to remember your last call with a specific lead or customer – an integrated CRM will give you that information and more in seconds.
Now more an expectation than a perk, click-to-call with CRM integration makes it easy to call leads or customers as you are reviewing their account. Cut the time it takes to get through a list of sales calls by doing everything from one screen.
3. Call pop-ups
If click-to-call simplifies your outbound calling process, call pop-ups greatly enhance inbound calling. CRM integration puts the caller’s name and detailed information on your screen before you even lift the phone receiver. No more pressure to remember details or asking the caller to wait while you change gears and catch up.
4. Marketing campaigns
Your CRM is no longer just for the sales department. Marketing teams will find an integrated CRM invaluable for creating, sending, and tracking marketing campaigns. Responsive marketing that targets audiences based on past behavior and interests shown is more effective than passive, mass marketing.
5. Marketing automation
All the buzz in 2017, marketing automation is quickly becoming standard practice. An integrated CRM makes it possible to automate marketing campaigns on multiple levels without forgoing a dynamic, responsive approach. In fact, the data collected by your CRM will make marketing efforts even more responsive to lead behavior.
6. Data organization
Arguably its primary function, it goes without saying that your CRM organizes contact data. But an integrated CRM will go even further in placing pertinent information exactly where your company needs it.
7. Lead Tracking
An integrated CRM goes beyond contact information and call logs, you can now track website visits, social media behaviors, downloads, and much more. Both the sales and marketing teams can get better results when they have more information at their fingertips.
Armed with those features and any others you can think of, it will be easy to paint a picture throughout your sales conversation.
Not Just for the Sales Department
Another point to make during any conversation on CRM integration is that it will go beyond the sales department and benefit the whole company. Numbers 4 and 5 above are for the marketing teams, and CRMs can certainly reach just about any department in any company. The benefits are boundless.
Finally, walk uncertain clients through the upcoming implementation process. Assuage any fears about the transition and learning curve – you can always roll out the new software in stages.
We are confident that with these tips and stable service, you will be selling CRM integration in no time.
If you are interested in learning more about CRM integration and/or selling, we have a few more blog posts that may be of interest to you.
This series was in response to a previous series with 3 Steps to Telecom Success that covered a variety of ways to achieve sustainable growth, increase your profit, and increase customer loyalty. One of the overriding themes was adding more cards to your deck – bundling more services into your existing offering.
As always, feel free to reach out to us if you want to chat with an experienced account manager.
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