That's very interesting Cody. Can you expand a bit on this?
Is the problem the ISMs are experiencing that they felt their sales interactions with customers weren't sufficiently targeted at that customer's requirements? Is this something that their current sales processes and/or CRM systems are not taking into account?
Prepare for me treading softly, as this isn't my expertise. This is just what was communicated to me at the conference from multiple CRM vendor clients. Also, this is getting way into the land of what ifs, and may be unfounded.
Anyway...
What makes an Internet Salesperson so valuable is their ability to know when to drop their standard followup process, and utilize their own. That's because no two deals are the same. So, why only utilize a cookie cutter approach in your CRM?
Now, I'm sure there are Internet Salespeople out there who have several different followup processes, and that's great. However, what if the CRM itself was able to analyze the communication that you have been having with your customer, and offer suggestions on what kind of followup to plan for in the future?
If a person says that they are only really available after 5p for phone calls, then the crm adjusts its process to only assign phone tasks for that customer for after 5p.
If a person did come in for a demo, test drove three vehicles, but didn't buy, then they may get a followup process talking about the intake of similar vehicles. "Hey Don, I know you test drove the Blue and Black Honda Accord, but we just got in a red one that you might like." Obviously, something much better than this, but you can kind of get an idea of what I mean.
This discussion was had during libations, so it could be crazy talk. Still, I think there is room for CRMs to offer suggestions for improved follow up processes based on the Notes, Emails and Visits made by the salesperson and customer.
The vendor side leaves little time for catching up and checking out the different vendors and services.
the vendor side is no joke. It is waaaaay fun but lots and lots of work. Aside from catching up with a small handful of friends, a bunch of clients, and getting to know my future coworkers a little better I was pretty stoked to hear the Black Crows play longer than they were contracted for!
