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Sales Management Through Pipeliner CRM

Management must be learnt just like any other profession, a foreign language or a type of sport. Management is not easy, so it must constantly be practiced. However, neither is it more difficult than other professions, so anyone can achieve a certain degree of competence, higher than that of an amateur.

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Sales Management Through Pipeliner CRM

  1. 1. SALES MANAGEMENT THROUGH PIPELINER CRM
  2. 2. “ Management must be learnt just like any other profession, a foreign language or a type of sport. Management is not easy, so it must constantly be practiced. However, neither is it more difficult than other professions, so anyone can achieve a certain degree of competence, higher than that of an amateur. — Fredmund Malik
  3. 3. Many experts believe that utilizing a CRM is the only way to manage a sales team—and in fact it is practically impossible to manage one without it.
  4. 4. 1. Lead Management 3. Account Management 4. The War Room Concept 2. Opportunity Management Pipeliner CRM Pipeliner CRM empowers precision sales management through CRM via 4 basic functions
  5. 5. Effective Lead Management Through CRM Many companies deal with both inbound and outbound leads. ● Creating a great flow of inbound leads requires a lot of research and planning. ● Outbound lead campaigns might take hundreds of calls to make one successful appointment. 1.
  6. 6. Inbound Leads > Outbound Leads Outbound leads Starting from square one of the buying cycle Usually takes much longer Inbound leads Research originated by prospect Customer already has alignment with your service/product
  7. 7. How many leads do you need in order to close enough business? Inbound leads require a qualification process. The better the qualifying process — the more qualified leads for the sales team. You need to figure out how many: ● leads does a salesperson need to convert to one opportunity? ● opportunities does a salesperson need for one close? Generally, from 200 contacts, only about 7 or 8 will turn into possible sales.
  8. 8. An Effective Tool Pipeliner CRM is the most effective tool you can have for lead management with features like: Reporting System share reports with your entire team. Cybernetic Principle data rendering. Pivot Table reduces data to only 2 or 3 indicators. Archive feature that shows how leads are being lost.
  9. 9. Precise Opportunity Management Through CRM Opportunity management consists of setting up a sales process: ● how long a deal takes to make it through the pipeline ● how long it should take for an opportunity to make it through each stage of that pipeline. 2.
  10. 10. Visualization Pipeliner´s instant dynamic visualization provides five different views of opportunities: Filter View instantly filters data in pipeline. Pipeline View shows all individual sales process stages. Bubble Chart View a 3D map of opportunities. Compact View view the last time a prospect was touched, and other primary factors List View shows all data in a column/row format.
  11. 11. The Target Pipeliner CRM features five different target views: ● Unweighted Sales Target - the value of all opportunities in a pipeline without any closing probability percentages. ● Weighted Sales Target - the sum of the total opportunity values in each sales stage, multiplied by the probability of closure for that sales process stage. ● Ranked Target - a personal ranking of the opportunities, from one to five stars. ● Balanced Target - balances the Weighted Target and the Ranked Target. ● Real Target - represents the actual closed or won opportunities.
  12. 12. “ There are no secrets to success. It is the result of preparation, hard work, and learning from failure.” — Colin Powell
  13. 13. Precise Account Management Through CRM All accounts are important—but it’s vital to get them properly classified. Every company will establish its own parameters - level of revenue, renewal, maintenance, potential and more. Having Pipeliner CRM you are empowered you to create intelligent fields so that you will have insights into customers, and can properly prioritize them. 3.
  14. 14. Org Chart and Buying Center Pipeliner CRM has two interrelated features that are vital for account management. All of this means proper account management. The Org Chart visually shows you your account’s Hierarchy where in your prospect company your buyer stands, and who they report to The Buying Center visually shows all the influence on the purchase, and where it comes from.
  15. 15. The War Room—Crucial to Sales Success ● Military War Room - physical space in which generals, officers and battle coordinators visually plan out battle tactics and strategies for specific operations ● Sales War Room - idea is to control and manage all of your sales resources in one location, visually available and with all data present. 4.
  16. 16. Pipeliner features you can utilize at War Room Meeting: Filter View sales manager can exclude any specific deal or stage from the overall target. Ranked Target filter deals by ranking from 1 to 5 stars. Example: a rep has ranked a deal 80%, and the sales manager could question this: Do you really think there’s that much chance that deal will come in? Filter by Fitness green (fit, on target), red (immediate action required) or yellow (attention needed). Filter by Rep see the deals for a particular salesperson.
  17. 17. What is the outcome of such a meeting? Instant knowledge about your progression in a particular sales period! No CRM can perform this kind of instant visualization except Pipeliner—we’re making an entire current pipeline visible within seconds
  18. 18. For more information email sales@pipelinersales.com

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