Best Practice in Sales and CRM

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Best Practice in Sales and CRM
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• Simon Naudi
• Managing Director
• Answers Group

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AGENDA

• Demystifying CRM
• / - Pitfalls
• Modern Selling
• Leading Models
• Conclusion

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Whats it all about?
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Whats it all about?
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Whats it all about?
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Whats it all about?
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Whats it all about?
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Whats it all about?
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Customer Relationship Management

• It is a Business Philosophy about understanding
  NEEDS
• It is NOT an IT Software Package!

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Customer Relationship Management

• Good intentions
• Usually management decision
• Huge investment (000s Ms)
• Good tool but not BUSINESS CRITICAL

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Case Studies

• BMC now costs 125 vs 800 to process a lead 1
  year go!
• Reps save 2hours / week in forecasting
• Take up 100

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Case Studies

• Monster.com 1 Million
• Bye Bye Now 8 Million

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Statistics

• Ernst Young 50 cannot measure ROI
• High percentage fail
• Takes too long
• Buy-in is critical

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So Whats NEW in Sales?

• Awareness of Needs
• Hurt Rescue Concept
• Trends are dying
• e.g. Relationship Selling

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Character Styles

• Drivers
• Amiables
• Expressives
• Analytics

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FACTS
DRIVER
ANALYTIC
PUSH
PULL
EXPRESSIVE
AMIABLE
FEELINGS
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Conclusions?
Wise
Rude
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WISE
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RUDE
BAKED BEANS
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Thank you!
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