Our training program can take a salesperson at any level, and provide them the skills to use Account Management and CRM tools to improve your business’s performance.
The first step is to understand what business indicators are important and the corresponding data we need to explore.
Next, we help people become fluent in the software and digital tools a business needs to use. Here special emphasis is placed on how different tools are used in concert.
Once people have skills in these two areas, they will be able to use the tools to generate relevant, prioritized ‘To-do’ lists.
At a higher level, we teach how these Account Management and CRM tools can work together with your Email Marketing, Sales, and SEO efforts to attain even higher levels of performance.
Once students have a firm grasp of the tools, we then explore their effective application.
Emphasis is placed on data collection and application. We teach how interpreting various data from your Account Management and CRM systems can help you:
- Identify the factors that help companies maximize opportunities.
- Prioritize activities according to: ROI, optimal time, best method of contact, best person to contact and reason to contact.
- Inform strategic decision making.
- Develop a deeper understanding of your customer and know what knowledge is missing.
- Help salespeople self-correct by identifying areas of friction in the sales process.
- Create systems to identify warning-signs with your account..
- Retain customer knowledge.
When the above skill sets are established, students are then taught to use them in symphony, culminating in the application of Predictive Modelling for forward planning.
The forward planning is based on predicted ROI, and is a cost effective way to reduce admin, increase conversion rates, and lift revenue.
It is achieved by identifying the relevant business metrics, analyzing data, and forecasting resource allocation, sales, and revenue.
This process gives you a 360-degree data profiling of your customer – meaning a better understanding of customer needs, and indications as to the strength of relationship with each of your customers. This specific and practical guidance will help you sell the right things, at the right times, using the right methods.