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Prepare the best demo
for your prospects
Demo Preparation Plan
1.
2.
3.
4.
Create demo-flow scenario and confirm with your client.
Design business process.
Fill-in the system with relevant customer data.
Demo user customization.
Demo Flow
Demo Flow Scenario
What to ask:
•
•
Clarify requirements
Request customer use case
Use case - a list of steps, typically defining interactions
between a role and a system, to achieve a goal.
What to use:
•
•
Typical questions to ask
Typical flow (referral business processes)
Referral process - Out of the box best-practice Processes
Typical Questions
1.
2.
3.
4.
5.
6.
Data Import:
• Where is your current customer database kept? – files, other systems?
• What data should be available in CRM?
Business-process set-up:
• Describe the steps your managers take after they’ve found a new prospect (e.g. register in database details, schedule a
follow-up phone call, arrange a meeting etc.)
Opportunities management:
• What stages of opportunity do you define?
• What are the main sales KPI’s?
Integration:
• Do you require integration of CRM-system with other systems (e.g. web-site or other accounting system?)
User permissions:
• How many roles – positions – will have access to CRM-system?
Analytics:
• Could you provide the templates of reports you’d like to generate from CRM-system?
• What analytics are you missing at the moment or hard to track?
Typical Flow (SFA)
Main
Menu
Workplaces
Set-Up
UI
Charts
Contacts
/ Accounts
Activities
Feed
Lead
Qualification
Opportunity
Mngmnt
Business
Process
Marketing
Campaign/
Mass Mail
Dashboards
Knowledge
Base
Typical Flow (LQ+SFA)
Main
Menu
Contacts
/ Accounts
Workplaces
Set-Up
Charts
UI
Lead
Qualification
Feed
Marketing
Campaign/
Mass Mail
Business
Process
Opportunity
Mngmnt
Knowledge
Base
Activities
Dashboards
How to Present to Client?
1
2
3
4
Lead
Qualification
Marketing
campaigns
Opportunity
management
Activities and
Calls Planning
 A new lead created.
 Lead includes all contact
details.
 Manager qualifies lead as
Contact. New Contact
record is created.
 Manager created a group
for leads nurturing
campaign.
 Manager subscribes to
feed of qualified contact.
 Manager includes contact
to lead nurturing
marketing campaign.
 Manager verifies the
target audience of
selected campaign.
 Manager launches mass
mailing for selected
campaign,
 Manager receives a
notification that contact
has responded to
marketing campaign.
 Manager goes to contact
profile and checks the
contact information.
 Manager finds automatically
planned activity to call to
customer and completes the
task.
 Manager opens his
schedule and reviews his
tasks for the current and
following week.
 The call is successful so
system schedules next task
and a new opportunity is
created.
 Manager reviews the
schedule of other sales
manager who should be
involved in deal.
 Manager opens opportunity
and fills in all relevant
information (e.g. stage,
revenue, tactics).
 Manager completes the next
follow-up task and modifies
the stage of opportunity.
 Manager verifies that
opportunity data has been
automatically updated
based on completed task.
#
…
Progress
Tracking
 Manager opens charts to
see the customer base
growth.
 Manager opens chart to
see success on
opportunities closing.
 Manager opens
dashboard to see the
overall performance.
Useful Tips
How to make your scenario smooth and simple?
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•
•
•
Create a legend.
Use 1 record (one lead, one contact) throughout the whole cycle.
Switch one section at a time.
Follow the flow.
Design Process
Use Referral Process
Design Something Very Simple
Relevant Client Data
Relevant Data
What data to fill in?
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•
•
•
•
Customers (companies, contacts).
Products.
Campaigns.
Mass mail campaigns.
Look-ups: type of customers/contacts,
lead sources, opportunity stages,
Where to find?
•
•
•
Client web-site.
Profiles on social networks.
Request client for information.
! Useful Tip: Alpha Business and Alexander Wilson should be the main record.
User Customization
System Setup
Make sure your system looks nice:
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•
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Set-up workplaces.
Set up columns.
Create folders.
Set up charts.
Check the dates in ‘Activities’ section.
Check dashboard.
Check feeds and reminders.
Integrate with e-mail.
Hide all details.
Q&A
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