A unique approach using CRM to generate high quality leads, close sales prospects more frequently, keep customers coming back and contain costs.

1. Getting real results with sales
technology
Brian Pickett Andy Schultz
PickettCRM Invoc
(832) 632-7343 (713) 240-3549
www.pickettcrm.com www.invoc.net

2. What do you seek?
New customers Renewal & up-sells
High quality leads
Increase market-share
Grow Revenue
Keep customers
coming back Contain costs
Close sales prospects
more frequently
Greater brand & reputation
Higher profits

3. Sales Technology
CRM (Customer Relationship Management Software)
Website
Email
Social Media

4. What is CRM?

5. How do you get results?
Goals
Strategies / Objectives Actions

6. Goals
 Def.-What do you want in the long-term?
Carefree Catering Scenario
Goal 1 Goal 2
Increase sales w/o increasing costs Make marketing dollars go farther

7. Strategies
 Def.- How are you going to reach your long term goals?
Carefree Catering Scenario
Goal 1
Increase sales without increasing costs
Strategy
Make sales reps more productive (more leads, more sales, etc)

8. Objectives
 Def.-What will you do to fulfill your strategies?
Carefree Catering Scenario
Goal 1
Increase sales without increasing costs
Strategy
Make sales reps more productive (more leads, more sales, etc)
Objectives
1. Create more time for “selling” by freeing up time spent on admin & finding
information.
2. Deploy and automate a drip marketing campaign

9. Measurements
 Def.- How will you know you are on track?
Carefree Catering Scenario
Goal 1
Increase sales without increasing costs
Strategy
Make sales reps more productive (more leads, more sales, etc)
Objectives
1. Create more time for “selling” by freeing up time spent on admin & finding
information.
2. Deploy and automate a drip marketing campaign
Measurements
1. Phone calls, meetings, etc.
2. Active prospects, Pipeline,
3. Sales & income

10. Actions
 Def.-What steps will you take (The goals for your CRM!).
Carefree Catering Scenario
Goal 1
Increase Sales, without Spending More Money
Strategy
Make sales reps more productive
Objectives
1. Create more time for “selling” by freeing up time spent on admin & finding
information.
2. Deploy and automate a drip marketing campaign
Actions:
1. Keep all information on a lead, prospect, client in one place & easy to update.
2. Build & run email drip campaigns & automate delivery where possible.
3. Make it easy to assign follow-up actions and automate where possible.

11. Strategies
 Def.- How are you going to reach your long term goals?
Carefree Catering Scenario
Goal 2
Make marketing dollars go farther
Strategy
Continually redirect marketing spend to most productive outlets.

12. Objectives
 Def.-What will you do to fulfill your strategies?
Carefree Catering Scenario
Goal 2
Make marketing dollars go farther
Strategy
Continually redirect marketing spend to most productive outlets.
Objectives
1. Measure the results of marketing campaigns (leads, customers).
2. Measure the profitability of each customer.
3. Compare results of marketing campaigns to income and profits.

13. Measurements
 Def.- How will you know you are on track?
Carefree Catering Scenario
Goal 2
Make marketing dollars go farther
Strategy
Continually redirect marketing spend to most productive outlets.
Objectives
1. Measure the results of marketing campaigns (leads, customers).
2. Measure the profitability of each customer.
3. Compare results of marketing campaigns to income and profits.
Measurements
Results of individual campaigns:
1. Number of top-quality prospects
2. Income
3. Profits

14. Actions
 Def.-What steps will you take?
Carefree Catering Scenario
Goal 2
Make marketing dollars go farther
Strategy
Continually redirect marketing spend to most productive outlets.
Objectives
1. Measure the results of marketing campaigns (leads, customers).
2. Measure the profitability of each customer.
3. Compare results of marketing campaigns to income and profits.
Actions:
1. Track leads & customers back to each marketing campaign.
2. Track actions affecting profit of each customer (effort-to-close, support needs).
3. Reports on effectiveness of every marketing campaign (leads, income, profits).

15. CRM Goals
 Def.- How will your CRM get you real results?
Carefree Catering Scenario
Goal 1 Goal 2
Increase Sales, w/o Spending More Make marketing dollars go farther
Money
CRM Goals: CRM Goals:
1. Keep all information on a lead, 1. Track leads & customers back to each
prospect, client in one place & easy to marketing campaign.
update. 2. Track actions affecting profitability of
2. Build & run email drip campaigns & each customer (effort-to-close,
automate delivery where possible. ongoing support).
3. Make it easy to assign follow-up 3. Reports on effectiveness of every
actions and automate where possible. marketing campaign (leads, income,
profits).

17. Questions?
Brian Pickett Andy Schultz
PickettCRM Invoc
(832) 632-7343 (713) 240-3549
brian@pickettcrm.com aschultz@invoc.net
www.pickettcrm.com www.invoc.net