Converting Leads to Sales with CRM
Marketing? Branding? Marketing? Sales Process? Customers? Sales Process? Prospects? Sales Cycle? Leads? Prospects?P
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Presentation Agenda
C Level Management Overview
C-Level Management Overview
CRM Overview (Salesforce CRM, Sage, Microsoft)
Is There Life After Act Goldmine or Spreadsheets?
Is There Life After Act, Goldmine or Spreadsheets?
Leads vs. Opportunities
Defining a Simple, Yet Effective Sales Process
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Converting Leads into Opportunities (Demo)
Knowing Your Customers (Data, Data, Data)
High-Impact Sales & Marketing Tools
About C-Level Management
Business Strategy & Cloud Technology Consulting Firm
Business Strategy & Cloud Technology Consulting Firm
Cloud Technology Solutions
Business Optimization Services
Force.com Application Development
Branding, Web & Multimedia Services
The C-Level Team
Unique Approach to CRM & Business Architecture
Proven Agile Implementation Methodology
What makes the C-Level Agile Approach Unique?
Traditional Consulting Firms Traditional Consulting Firms
R isk e sources / R n Internal R e Demand o n
What makes the C-Level Agile Approach Unique?
Traditional Consulting Firms Traditional Consulting Firms Competing Consulting Firms
R isk e sources / R n Internal R e Demand o n
What makes the C-Level Agile Approach Unique?
Traditional Consulting Firms
R
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Traditional Consulting Firms Competing Consulting Firms C-Level’s Proven Agile Approach
e sources / R n Internal R e Demand o n
2010 Giving Back Program Goals
Issue in-kind consulting service grants totaling $125,000 to qualified non-profit organizations.
Provide reduced rate consulting services for all qualified non-profit clients valued at over $75,000.
Subsidize over $50,000 in professional service discounts to our clients. Each client is in turn required to donate the money to a C-Level approved non-profit organization.
Use 50% of our salesforce com commissions to provide over $30 000 Use 50% of our salesforce.com commissions to provide over $30,000
in cash donations.
Raise $25,000 in additional funds to assist non-profit organizations in crisis.
“Never have I worked with a vendor partner that has demonstrated such commitment to the success in achieving our mission. At C-Level, ‘Building Socially Conscious Companies’
is more than just a tag line. Your team demonstrates what it is to be one.” is more than just a tag line. Your team demonstrates what it is to be one.
Questions for the Audience?
How many are currently using a contact management
How many are currently using a contact management
tool (Outlook, ACT, etc.)? Sticky Notes? 3x5 cards?
What CRM solutions are currently in use?
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Does your organization have a defined sales process?
What lead sources or services are you relying on?
Social Media, Web Ads, Lists, Tradeshows?
Do you understand the concept of ‘The Cloud’?
Will a CRM magically make orders appear?
Contact Managers vs. CRMs?
Typical Contact Managers
Typical Contact Managers
Act
Goldmine
Goldmine
Outlook
Excel
Mainstream CRM Solution Providers
salesforce.com
Sage CRM (Saleslogix)
Microsoft Dynamics CRM
Leads vs. Opportunities
Lead:
The identity of a person or an organization potentially
interested in purchasing a product or service, and
represents the first stage of a sales process
represents the first stage of a sales process.
Opportunity:
The qualification of a person or organization that has
The qualification of a person or organization that has
expressed interest in purchasing a product or service.
Sales Pipeline/Funnel:
The way that both direct sales persons and SFA
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Defining a Simple, Yet Effective Sales Process
Lead Process
Sales Process
Lead Process
Sales Process
New/Open Contacted Prospecting Qualification Contacted Nurture Q lifi d Value Proposition P l/Q t Qualification Qualified Proposal/Quote Negotiation Cl d/ Unqualified Dead Closed/ Won Dead Closed/Lost
TIP: Adhere to the
KISS principle!
TIP: Adhere to the
KISS principle!
Dead No Decision (No Opp) Dead No Decision (Future Opp)
KISS principle!
KISS principle!
Typical Business Process Map
Knowing Your Customers (Data, Data, Data)
What defines the right type of customer?
What defines the right type of customer?
Small, Mid-Market, Enterprise
Are you regionally or nationally focused?
Are you regionally or nationally focused?
What is the customer’s problem that needs to be solved?
Can you provide an effective service/solution to solve
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their problem(s)?
Are you focused on more than one vertical?
How are you tracking key customer information?
Have you defined a marketing plan/budget?
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High-Impact Sales & Marketing Tools
How C-Level Management Leverages the Tools: Web 2 Lead with Intelligent Auto Response Web-2-Lead with Intelligent Auto-Response Lead Management
Campaign/Event Management
A t C t t & O t it M t
Account, Contact & Opportunity Management Invoice & Account Receivables
Commission Tracking Mass E-Mail Marketing
Advanced Content Messaging Variable Print Direct Mail
1-to-1 Dynamic Marketingy g
C-Level Management Services Overview
Cloud Technology Solutions
Technology Architecture/Selection Technology Architecture/Selection
Implementation Services (100% Success using Agile Approach) Cloud Solutions Desk (Outsourced Admin Services)
A il B i O ti i ti
Agile Business Optimization Revenue Enhancement Profitability Improvement Cost Containment
Force.com Application Development
Full-service web/business application development offering Native Platform Fanatics!
Branding & Media Services
Brand Extension & Visual Enhancement (Web & Print Media)( )
2009 Giving Back Program Goals
Rescue (1) non-profit organization in crisis by providing in-kind turn around consulting services, fund raising services and full board participation.
Issue in-kind consulting service grants totaling $100,000 to qualified non-profit organizations.
Provide reduced rate consulting services for all qualified non-profit clients valued at over $50,000.
Subsidize over $30,000 in professional service discounts to our clients. Each client is in turn required to donate the money to a C Level approved Each client is in turn required to donate the money to a C-Level approved non-profit organization.
Use 50% of our salesforce.com commissions to provide over $15,000 in cash donations.
“Never have I worked with a vendor partner that has demonstrated such commitment to the success in achieving our mission. At C-Level, ‘Building Socially Conscious Companies’
is more than just a tag line. Your team demonstrates what it is to be one.” Rod Brooks, CEO – Stop Hunger Now
2009 Cash Giving Program (12/31/09)
2009 Program Goal = $15,000
Program funded by donating 50% of our Salesforce.com commissions. $
2009 Client Subsidization Program (12/31/09)
2009 Program Goal = $30,000
Clients are required to reinvest the discounts given into the community. $
2009 In-Kind Grants (12/31/09)
2009 Program Goal = $100,000
Grants are issued against reduced consulting rates. $
2009 Giving Back Program Impact Report
C-Level Program
Goal
Actual
C Level Program
Goal
Actual
In-kind consulting services
Reduced rate savings
$100,000
$50,000
$100,832
$90,031
Cash donations
Client subsidizations
Additional fund raising *
$15,000
$30,000
$0
$15,760
$46,500
$12 500
Additional fund raising
2009 Total Community Impact
* Program added in December 2009
$0
$195,000
$12,500
$265,623
Giving Back Program History – 12/31/2009
Description 2007 2008 2009 2010 Goal Gross Revenue $310,499 $426,059 $833,842 $1,710,000 Community Impact $11,500 $86,438 $265,623 $305,000 Total Results $321,999 $512,497 $1,099,465 TBD T t l C L l G l * $250 000 $500 000 $1 000 000 $2 000 000Total C-Level Goal * $250,000 $500,000 $1,000,000 $2,000,000
Difference $71,999 $12,247 $99,465 TBD
# of Employees/Consultantsp y 1 3 7 15
Impact per Employee/Consultant $11,500 $28,813 $37,946 $20,333
Impact % (Impact/Revenue) 3.70% 20.29% 31.86% 17.84%