What Crm Software You Choose – Just Use Something!
Posted on October 15, 2008 - Filed Under Business | Leave a Comment
A big part of succeeding in any sales job is staying ontop of your prospects. What I mean by this is that consistency is the name of the game. As much as we like to practice our sales scripts, the fact is that there is an extremely high correlation between the number of sales calls to a prospect and the likihood of winning that particular business. But why don't more salespeople do it? Well, the simple answer is it's difficult to keep track of who to call and when. Thankfully, we live in the 21st century and we have some answers for that.
CRM Software is what makes it possible. If you haven't heard, crm software is contact management software that is designed for companies that want to stay in contact with their customers on a regular and consistent basis. Now, I'll be the first to admit that most CRM software is nothing more than a place to stick your notes about customer contact. And that's perfectly fine, but the real power comes in when you use the software to trigger those contacts that are going to win a prospects business. That's why I prefer lead management software. Most good lead management software will basically work like a queue system in that you log into the system in the morning, and it tells you who you are supposed to call that day. As you work through the calls, you leave notes and then set the new followup date for the call.
Surprisingly, if you are primarily a business development person, I think the best lead management software out there is an open source product called Compass Collections Manager. I know what you MIGHT be thinking and that's why would software used for collections be any good for sales followup. And my response would be that if anyone knows anything about great followup software it's the collection industry! Seriously, they make a living out of following up with customers to collect late payments, I think they are qualified. And I have used this software, it's so simple and yet so powerful. You input your customers, you set follow-up dates, and every day you just click your way through the queue until you're done. Make your notes on your call, set your new follow-up date, and then move onto the next one. It's a beautiful thing!
But, it really doesn't matter WHAT you use, it's if you actually do it. Sales is about consistency and that's what wins business. So whatever you use, make sure you stick with it and you are guaranteed to see a big jump in your sales!
Dave Roth runs Elite CRM Software which is a site that reviews and comments on popular contact management software in the industry. Not only does the site review the popular hosted solutions, but also the open source software that your company can use to get started.
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