Saturday, March 28, 2015

Syukuri 3 Hal, dan rasakan perubahan nya.

This is one topic I never thought I'd write about. For many years, I wasn't at all grateful. I was too busy busting my butt, trying to make my own success at the same time I was raising an active, growing family.
I never gave even one little thought to the people who made it possible. Nor did I stop to appreciate the beauty of nature, the fortuitous life I was born into or how good a cup of coffee could really taste.
Then, a few years back, I had a couple of terrible years. Both personally and professionally. You might say it was a disaster.
And, for the first time ever, I felt deep gratitude. Strange, huh? I felt grateful that I wasn't dying of incurable cancer. I truly appreciated the support of my friends and family. Even the gift of a big bag of Peanut M&Ms was cause for celebration. In short, gratitude kept me afloat during those tough times.

Mind-Blowing Gratitude Research

Flash forward to today. Suddenly, tons of research has emerged on the tremendous impact gratitude can have on so many aspects of our lives -- even in driving a significant increase in sales.
Studies have shown that people who, at the end of each day, write down THREE things they're grateful for are much happier than those who don't.
On the right are the results from research by Martin Seligman. Although participants only kept a gratitude journal for one week, over time they just keep getting happier.
According to Shawn Achor, author of The Happiness Advantage and former Harvard professor, being happier makes you better at every aspect of your job.
In the Harvard Business Review, he even states that you're 37% better at sales.
Additionally, other gratitude research shows that being thankful:
  • Elevates your IQ.
  • Enhances your creativity.
  • Increases your resilience.
  • Deepens your relationships.
  • Makes you more productive.
  • Builds social capital.
  • ... and much more.
If you like all those benefits, try writing a gratitude journal at the end of each work day. Be specific about why -- and the payback compounds. It's five minutes a day, max. And, the best news is, optimistic salespeople can't be beat.

Bagaimana online marketing dapat membantu sales Anda

Generally owners of brick-and-mortar stores do not expect big results from online marketing. Many misunderstand online marketing it as a strategy strictly meant for online businesses while others look at it with a great deal of skepticism.
So, does online marketing influence in-store sale? Yes, it does. According to studies by Forrester Research, Yahoo, and comScore, almost 92 percent of purchases take place offline following online consumer activity. An Accenture study showed a similar trend.
The right digital marketing strategy can put your products right in front of your customers and prospects when they are trying to learn online about the products they want to buy. This can help you capture the attention of your customers, eventually boosting your offline sales.
Here are some tips to boost in-store sales using a digital marketing strategy:
1. Use Data To Understand Your Customer
Recommended for YouWebcast: The Art of Community Development: Turning Brand Awareness Into Sales
Collecting and analysing data can help you determine the behaviours, preferences, and demographics of your key audience segments. You can assimilate data from a wide range of sources including search, social, customer relationship management (CRM) systems, and third parties.
Analysing relevant data will not only help you understand the customers perception of your brand but it will also bring forth the level of engagement that you currently have with your customers. This will help you develop targeted campaigns around user behaviours, type of content they find interesting, and where they choose to interact.
2. Focus On Brand Building Online
Your brick-and-mortar store might be a well-loved destination for buyers but does your offline popularity reflect in your online presence? If not, you need to re-work your brand building efforts online.
Use social media networks to channel your authenticity and all those qualities that make you popular offline. Its very important to maintain a consistent image across online and offline landscapes in order to gain the trust of your customers.
3. Create A Brand Community
A brand community is essentially a community built on the basis of shared loyalty to a particular brand. You can build a community for your brand by utilising a social space to engage users. You can discuss the latest products, you can announce product launches, talk about your future plans, or even ask users about their experiences with your products.
Remember, the key to creating a brand community is to have an honest voice and a true willingness to interact with your audience and seek their opinions, whether good or bad.
4. Enhance Your In-Store Tech Experiences
Technology has pervaded our lives to an extent where almost everything is tech-assisted. Mobile and smartphones have changed the way people purchase and your offline store should support these changes to give your customers a more fulfilling experience.
In-store technology like price comparison apps or in-isle checkout can effectively bridge the gap between your customers online and offline experiences with your brand.
5. Manage Online Customer Relations
Not just phone calls or emails, you can treat Facebook or Google+ as avenues to address customer feedback.
Today most consumers like to voice their opinions about products or services they have used on social sites. You should join the conversation by monitoring your social pages closely and responding to users. Review sites are a great way to reward your most loyal customers, while it can help you solve the problems of those who are not fond of your brand.
If you’re not sure how much return your online efforts will pay in terms of offline sales, you must remember that online users are your real customers and can influence your offline sales in a big way. All you need is a comprehensive and well-planned digital marketing strategy, and you will start seeing the positive impacts of it sooner than later.
[Photo Credit: George Redgrave]


Tingkatkan konversi sales, 10 cara menulis surat penjualan yang efektif

Increase Conversions – 10 Strategies For Writing Effective Sales Letters

Sales letters. They can be difficult to write, especially when you are so close to your product or service. Because readers scan first and read the details later, sales letters are even more challenging to write.
A sales letter can be found on a website, a landing page, a blog, or an email. It simply acknowledges and talks about the pain or problem your prospects have, then
positions and presents a product or service as the solution. There is no limit to what you can use a sales letter to accomplish. You can use a sales letter for something such as a free report, or to sell a product or service. You could even use a minisales letter to ask readers to take a survey if you wanted to.
Sales letters need to engage the reader and really speak to him or her on an emotional level- a good sales letter will get inside your readers’ heads and hearts and make them believe what you offer is going to make things better.
Below are a few tips to remember when writing a sales letter:
  1. Create a swipe file. Find at least three sales letters that intrigue you and make you want to buy. Preferably, those that actually made you take action. Before you begin writing, read through them to get a feel for what they say and how they say it. You’ll start to see a bit of a pattern that you can use to create your own letters. Do this step each time you write a sales letter-it warms up your brain.
  2. Know everything you can about your readers. Ask and answer as many questions as you can. What keeps them up at night? What kind of car do they drive? Where do they live? What do they do for a living? Post your answers for easy reference as you are writing your copy.
  3. Decide what you want the reader to do. Are you trying to sell something straight from the page? Are you trying to get the reader to sign up for a free teleseminar? You need to know your call to action before you start to write. Jot it down, and keep it next to you for reference.
Quick Tip: Be sure your call to action is clear. Tell the reader exactly what you want him or her to do.
  1. Fast draft a few working headlines. Your sales copy headlines and subheadlines needs to grab and never let go. Your main headline needs to promise at least one major benefit the reader will get if he buys your product. Now, some writers think you should wait until you’ve written the letter to come up with the headline. My suggestion is to come up with “working” headlines you can use to keep yourself on track. If you can come up with three or four, you’ve got the beginning of your sales letter.
Quick Tip: It is very easy to go off on a tangent when you are writing a sales letter. The call to action and the headlines will keep you focused.
  1. Ask compelling questions. Grab your reader’s attention by asking a question that hooks the reader and refers to at least one benefit of your product or service. It should be a question that gets his or her mind racing, not one that could be answered with one word.
For example, if you are selling face cream, you might ask, “Would you like to look five to ten years younger and have smoother skin?” Then you answer that question.
  1. Show, don’t tell, readers how your product / service is the answer. Tell a story. Give examples. You need to build credibility as soon as possible. Tell them who you are and why they need to listen to you. You want to tell them all about the special features and benefits of your product and make them visualize how it will help them with their problem or relieve their pain. Tell them if you’ve been there and how you fixed it.
  2. Know the usual objections and weave answers to them throughout the letter. Relieve doubts and suspicion as you write. This is where your testimonials will be valuable. Let the readers know you understand their doubts and fears and show them why they don’t need to doubt or fear anymore.
  3. Show the reader how your product is better than the competition’s. Believe me, if the reader has been trying to solve this problem for any length of time, he knows what’s out there and will be asking himself that very question. You need to make sure you answer it fully, to his or her satisfaction. Be as specific as possible about the differences, if you know them. If you don’t, you need to do the research and find out.
  4. Provide a list of everything the reader gets, including bonuses and your guarantee. Remember, the reader’s concern is, “What’s in it for me?” Remember, readers scan first and read later. Listing what they get in a bulleted list is the best way to spark interest and provide all the information they are looking for in one spot.
Quick Tip: Adding monetary values to each item of the list can “wow” the reader into realizing what a great deal you are offering today.
  1. Make the offer. You cannot close a sale if you don’t ask for it. Present the offer with the price tag and a plain, clear call to action.
By Vanessa Brown

Monday, March 23, 2015

Sales harus perhatikan etika ber-email

Seorang sales harus memperhatikan etika dalam ber-email. Karena email saat ini telah menjadi sarana penting komunikasi, tidak hanya untuk personal, tapi juga untuk bisnis.

Etika Ber E-Mail : 
  • Mulutmu adalah harimaumu. ungkapan ini di maksudkan  agar kita menulis dengan bahasa yang sopan dan tetap menjaga etika berbahasa. karena apa yang kamu tulis akan mencerminkan kepribadianmu, sekaligus apa yang kamu tulis bisa jadi bomerang dan mengancam diri anda sendiri.
  • Periksa dan pikirkan kembali sebelum Email dikirim
  • Tulislah judul pada Email yang akan dikirim, sebab ini akan mempermudah penerima dalam menaggapi atau membalas email.
  • Body reply Jangan dikirim Semua. Sebaiknya hapuslah body EMail yang akan di reply.  Sisakankalimat-kalimat yang perlu dijawab saja
  • Jaga account orang lain. Kalau akan mereply atau berkirim Email, jangan sertakan alamat-alamat email dala heading. kalau itu terjadi  sama halnya anda memberikan alamat Email orang lain yang belum tentu dikehendaki oleh pemilik Email tersebut. Akibatnya account Email orang yang muncul di Email orang lain bisa tersebar luas, di bajak dan dispam.  Kalau terpaksa mengerim Email ke puluhan  atau ratusan orang, gunakan heade BCC (Blind Carbon Copy), supaya alamat-alamat Email yang banyak itu tidak muncul di halaman muka penerima Email anda, sehingga bila terjadi sesuatu anda tidak disalahkan.
  • jangan memforward e-mail tanpa diedit. kalau setting si penerima masih manual, pesan yang diforward itu pada setiap line akan dihiasi oleh tag seperti ini ( : > ). usahakan tag-tag ini dibuang dulu biar Email kelihatan rapi dan enak di baca.
  • Awas Email TBC,  hati-hati apabila menerima Email yang menyuruh kamu untuk meneruskannya ke sejumlah orang supaya bernasib baik dan kalau tidak diteruskan ke sekian orang, maka akan ketimpa sial. Email semacam ini jangan ditanggapi. ini namaya email TBC (Takhayul, Bid’ah dan Khurafat). Teruskan saja ke tong sampah
  • Pendegar yang baik. Maksudnya adalah menjadi pembalas Email yang baik. ketika seorang teman sedang bahagia dengan berbagi cerita panjang dan lebar, tidaklah salah kalau kita menanggapi atau membalasannya dengan bahasa yang dibaca dengan sedikit kata yang panjan dan tidak dengan kata singkat, sehingga teman kita merasa dihargai.
  • Besabarlah menunggu balasan. Positive thingking atau berprasangka baik ketika Email kita tidak dibalas. dan bila memang penting tidak salanhnya kalau kamu call atau sms lewat HP (Handphone) bahwa kamu telah mengirim Email.

Sunday, March 22, 2015

Mengapa SOCIAL SELLING harus menjadi RUTINITAS Anda sekarang

Why Social Selling Must Be Part Of Your Daily Routine

I’m a social seller. It’s who I am when I go to bed at night. It’s part of my DNA, but I understand that others may not find it so intuitive. Many people out there have had old, out-of-date hard sales tactics drilled into them. The good news is that every one of them can become just as effective at social selling with dedicated, on-going training and strong support from management.
From all those salespeople trying to get a handle on a social selling routine, I tend to hear the same question over and over, asked in a hundred different ways: “What do you actually do all day?”
I’m thick-skinned so I don’t take this the wrong way. It’s simply a direct question from a professional who has witnessed social sellers outperform their peers. They want to know how to use the latest technology to sell the right way. When they see social sellers smashing quotas, pocketing big commissions and dipping into a fat lead pipelines, they want to be part of that.

Social Selling Means…

To help them out, and so I can stop answering that question, I’ve put together a handful of daily sales habits. Here’s part of what successful social sellers are doing today and every day after that.

1. Social selling means making a commitment to new relationships every day.

Don’t expect immediate results. Social selling depends on building a solid reputation and relationships. These goals can only be achieved when social activity is performed on a daily basis. When sales managers commit to ongoing social selling training, they turn daily routines into revenue-generating habits.
“Social selling is a continuous journey. Salespeople must commit to infusing social media into their daily routines for social activity to have an impact on revenue.” – Jill Rowley, What Social Selling Isn’t

2. Social selling means sharing content every day.

Sharing generic content sporadically will bring zero results and is one way to guarantee failure. Creating and curating content every day is the only way to build an engaged audience that comes to expect valuable content from you. The quality of content you pump out will position you as a thought leader in a particular field of expertise. Decide in which area you excel and go full tilt to become the king of valuable content.
“Forrester reports 70 percent of buyers trust content provided by an individual, while 10 percent trust ads on websites (think about the tweets that point to the registration page). So, it makes sense for sales executives to create their own content.” – Gerry Moran, Content Marketing is the Key to Open the Door to Your Social Selling Success
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3. Social selling means building trust every day.

Social selling is not about trying to sell things to strangers. It’s about sharing valuable information and opinions that help your connections trust you as an authority. Display your expertise, but let your customers know that you are in touch with their pain points. The goal is a steadily expanding network of contacts who brag that they know you personally.
“People don’t buy what you do, they buy why you do it.” Simon Sinek, How Great Leaders Inspire Action

4. Social selling means guiding prospects along the buyer’s journey every day.

Buyers don’t need your information, they need your advice. Seventy percent of a buyer’s journey is already over before they reach out to sales. Your job is to generate digital bread crumbs for prospects to follow through all the stages of the journey. At the end of that road, your content will lead them to select your company as the vendor of choice.
“In fact, the buyer controls the buying process more than sellers control the selling process. This means that you need to get inside your buyer’s journey. – Jamie Shanks, Remember: It’s the Buyer’s Journey, Not a Sales Cycle

5. Social selling means checking your engagement levels every day.

Check your social engagement on LinkedIn & Twitter on a daily basis. Use tools like LinkedIn’s Social Selling Index and Twitter’s Analytics. When you know what gets people fired up, you’ll find it easier to start prospect conversations. The goal is to convert prospects outside of your first degree network into LinkedIn connections. With direct connections, you can message prospects directly for free when you need to reach them, stay top-of-mind throughout the buyer’s journey and develop their networks for opportunity referrals.
“Sales pros are constantly searching. They’re hungry for new prospects, searching for new opportunities and longing for insight to create engaging conversations with these prospects. Social media is a colossal clue buffet.”


Don’t kid yourself. It’s hard to form new habits. That’s why following a daily routine of these five social selling fundamentals will teach you how to be consistent and prevent sales opportunities from falling through the cracks. There’s actually a great deal more that I do every day, but these are the foundation. Get these down cold and watch your sales start climbing, day after day.
Are you having trouble developing your own personal daily Social Selling habits into a routine?… Not a problem, we’re here to help!! Sales for Life has designed a Social Selling Mastery program that utilizes a blended-learning approach to turn any sales rep into a Social Selling Rockstar within a period of 11 weeks. By combining live instructor-led trainings with an online eLibrary of Social Selling content, our program is geared to ensure the adoption of Social Selling into anyone’s daily routine.
If you’d like to find out more about how to change your sales behavior and adopt Social Selling into your daily routine, click the green “Let’s Talk Social Selling” button below to book a quick introductory conversation together.
- See more at:

Wednesday, March 18, 2015

5 cara Closing sales Anda

With all of the discussion here on content marketing, I thought it made sense to bring in a sales perspective and guidance to the site. The following excerpt is important to sales and comes from my former colleague, Rob Krekstein. 
I have been a student of selling and sales management for more than twenty years, and I have used a grand total of five “closes” during that time. You must always remember that at some point in every sales discussion, you must “ASK” for the business.  Here are brief descriptions of these five closes:

Financial Close
A financial close is the natural choice when you have successfully helped a prospect quantify the impact of their business problems. If the quantified impact of the business problems exceeds the investment required to solve the problems, a buying decision is easy to justify. The larger the difference is between the quantified impact and the required investment, the easier it is to close the sale.
Time Line Close
The Time Line close is effective when a product or service will impact a prospect’s project plan, especially if the purchasing decision is a prerequisite to other activities in the project plan. If you start with the desired project completion date, then backtrack through project milestones to the point where your company’s product or service should be added, in many cases you and the prospect will discover that an order should have been placed some time ago!
Sympathy Close
People have used this approach to find homes for puppies since the dawn of time. “Oh, why don’t you take the puppy home and see how the two of you get along? If you find it’s not working out for you, just bring the puppy back.”
Yeah, right – what percentage of the time do you think those cute little puppies are returned?
If having an opportunity to make “hands on” use of your product or service turns prospects into raving fans, your goal should be to do everything you can to make sure that (qualified) prospects have this opportunity. Once they start using your product or service, in many cases the only way to get it back will be to pry it from their cold, dead fingers. Cha-ching!
The Visual Close
Some prospects have a hard time making a buying decision, regardless of the attractiveness of the potential return on investment. For these people, the Visual Close can be very effective.
This Close involves drawing a vertical line down the middle of a sheet of paper, and a horizontal line that intersects the top of the vertical line. This creates a large “T” on the paper. On the left side of the “T”, you should write the word “For”. On the right side of the “T”, you should write the word “Against”.
Now you should suggest to the prospect that it might be helpful to make a list of all of the reasons both for and against acquiring your company’s product or service. Help the prospect create the longest possible list of entries in the “For” column. For the most part prospects should be allowed to populate the “Against” column by themselves. The primary exception is if there is an objection that comes up frequently, in which case you should proactively list the objection in the “Against” column…and then do your best to immediately resolve it!
The usual end result is a list of reasons in the “For” column that is much longer than the list of reasons in the “Against” column. Seeing this difference visually can help push a reluctant prospect over the decision-making hump.
Thermometer Close
In the Thermometer Close, you ask a prospect to rate their level of interest on a zero-to-ten scale. Zero means the prospect has no interest at all, and ten means they have already decided to buy.
If the prospect answers “Ten”, you’re done! Stop talking and write up the prospect’s order!
If the prospect’s answer is five or lower, you should ask, “Based upon what you’ve told me so far, I don’t understand why you say (score). Can you help me understand that?” The prospect’s answer will tell you what you need to do to advance the sales cycle.
If the prospect’s answer is a six or more, you should ask, “What do you need to see to get to ten?” Again, the prospect’s answer will tell you what you need to do.
One of the attractions of the Thermometer Close is it can be used repeatedly. As the prospect’s “temperature” rises, you can continue to ask, “What do you need to see to get to ten?” This is a nice, non-threatening way to get prospects to share issues that are preventing you from making sales.
Sales is about closing deals, and it is for the Sales professionals to decide which close is best suited, and these 5 can certainly help you to close deals and increase your bottom line revenue.
Author: Robert Krekstein is a results-driven executive with 18 years of experience in both marketing and selling. He has demonstrated success in the creation and active management of aggressive marketing and sales plans. He is currently focusing on managing all marketing campaigns, Tele Vendors, and a direct sales force in North America to drive sales pipeline and demand generation through strategic marketing with proven results and a clear ROI.
Let me know what you think in the comments below. And please follow along on TwitterLinkedInFacebook  and Google+ or  Subscribe to the B2B Marketing Insider Blog for regular updates on content marketingsocial business and more.
About Michael Brenner
Michael Brenner is the Head of Strategy for the leading content marketing platform, NewsCred. He is also the author of B2B Marketing Insider, a contributor to Forbes and a frequent speaker at industry events covering topics such as marketing strategy, social business, content marketing, digital marketing, social media and personal branding.  Follow Michael on Twitter(@BrennerMichael)LinkedInFacebook and Google+ and Subscribe to B2B Marketing Insider by 

Mengapa harus Marketing Konten (Content Marketing) ?

Why do content marketing? I get asked this question all the time. The answer of course is that you should do it because it works. The answer is that you should do it because most of your marketing is getting less effective.
We know that if we create content our customers want, content that is helpful or entertaining to them, then we will attract buyers. We will earn their trust. And ultimately that will translate into business value in the form of revenue and loyal customers.
This is one of a the questions I answered in a recent interview and I thought I would share the rest of the questions and answers here…

Why does SAP use Content Marketing?

We employ content marketing in order to deliver on the information needs of our audience. Our goal is to help our audience find the information they need to run their business, grow their revenues and beat their completion.
We know that if we put the needs of our customers ahead of our own, that we will earn their trust and ultimately, they will come to us when they are looking for technology, services and advice on how to be innovative.
So we create content that our customers want to consume and we are proving that it is helping to grow our business. Instead of creating content that focuses on what we do, we seek to create content that focuses on what we do for our customers and what value we can help them deliver.

What is the biggest mistake content marketers make?

The biggest mistake content marketers make when getting started is they create content focused on their products or services. Effective content marketing has to focus on delivering value to the content consumer. It takes some courage and even a leap of faith to begin to show that the value cycle comes full circle.
Additionally, there are some great tools out there. Some brands try to outsource too much, too soon. It’s important to builkd a team that understands how to think and act like a publisher. Then go out and find the tools that support your business objectives.
Finally, an effective content marketing strategy needs to include a clear business goal with measurable outcomes. You have to define your target audience, understand their information needs and develop a plan to deliver that information in the formats and channels they want. But all this must come with a defined call-to-action, next step or conversion activity that allows you to begin quantifying the business value.

How important is testing and experimenting to content and social marketing?

Testing and experimenting are extremely important to content and social marketing. Not everything you create or share is going to work. It’s important to setup the culture of “fail, fast, forward” accept that not everything will be a winner but that each piece of content provides an opportunity for learning what works best.
The main challenge in content marketing is figuring your way through the quantity vs. quality dilemma. Once you’ve established your goal and start measuring your business outcomes, ROI is not that hard to track and communicate. The bigger goal should be to increase your share of the customer conversations and in today’s fragmented media landscape, that is tough to do. You have to create enough content to have a chance of being involved in the conversations. But you also need to make sure you have a high enough quality that it reflects positively on your brand and even compels the audience to see you as a thought leader in the space.

Is there an early-adopter advantage to being first in some social media platforms?

I think it’s important to go where your audience is hanging out online and offline and make sure you have a presence there. That means creating content that is appropriate to the channel and helpful or even entertaining to the audience.
Research should guide which platforms you chose and what in what context your participation should take on. Content has to be appropriate to each channel and matching the expectations of the audience that’s already there.

Are there advantages to using outside channels alongside your owned media?

The best media plan is an integrated one. So we work across paid, owned and earned media in what we call a converged media strategy.
We know that if we create great content, it will attract an audience to our owned properties. We then amplify that content through our earned social channels and in some cases will sponsor that content into paid, 3rd-party platforms in order to reach new audiences.
But it all starts with having content your audience wants to consume!
About Michael Brenner
Michael Brenner is the Head of Strategy for the leading content marketing platform, NewsCred. He is also the author of B2B Marketing Insider, a contributor to Forbes and a frequent speaker at industry events covering topics such as marketing strategy, social business, content marketing, digital marketing, social media and personal branding.  Follow Michael on Twitter(@BrennerMichael)LinkedInFacebook and Google+ and Subscribe to B2B Marketing Insider by Email

Tuesday, March 17, 2015

Menggunakan vTigerCRM utk B2C

Abbreviation for B2C model is Business-to-Consumer or Business-to-Customer and it is described as activities of businesses serving end consumers with products and/or services.

What Is B2C Model

The B2C model can have a customer at the client end as against to the B2B model, which has a mandatory business (or company) at the client end.
An example of a B2C transaction would be a person buying a pair of shoes from a retailer. 
The transactions that led to the shoes being available for purchase, that is the purchase of the 
leather,laces, rubber, etc. as well as the sale of the shoe from the shoemaker to the retailer 
would be considered B2B (Business-to-Business) transactions.


vtigerCRM has been supporting B2B model, with the Account selection fields being mandatory in modules (like Potentials, Invoices etc.) and operations (like lead conversion). In some of the modules (like invoices), the contact selection field was also present but it was non-mandatory and the Account name was required. This model has been changed now since it is possible to make a field mandatory/non-mandatory from the Layout Editor. So, for a B2C model usage, one would make the Account selection field as non-mandatory and the Contact selection field as mandatory.

Leads Module

To see how the leads working in B2C Model click here

Potentials Module

The Potentials module in vtiger was one of the modules which did not have a contact field (the Account field was mandatory as well), which made it non-usable for the B2C model. With vtigerCRM 5.1.0, this Account selection field has been changed to a Account/Contact selection field where you can first select the module (Account or Contact) and then select the record based on the selected module.

CRM itu 'cara hidup' bukan software system

By building a CRM culture from its roll-out, your organisation can avoid a costly failure and keep the spreadsheets at bay.
Untitled design (42)

Between 60-70% of CRM projects fail to meet expectations. Your bosses want a system that’s more reliable and accountable than spreadsheets. Your staff don’t want a CRM, but they want things that help them do their job. Your customers want you to have clear records on them, so they don’t repeat themselves.
Executives make a speedy decision to get CRM, they get something built and expect sales and efficiency to rapidly improve.
But a few weeks or months later, it doesn’t seem to be delivering the benefits. The CRM is little more than a glorified address book and staff aren’t using it.
Recommended for YouWebcast: A Week in the Life of an Agile Creative Team
As many IT managers, executives and CTOs have come to realise, it’s not always the software’s fault. That’s because CRM is much more than a software system. Getting it to work successfully is a way of life.

Building a CRM culture

The human element of software is probably more important than the technical side. Without encouragement from everyone across the organisation, it’s not going to be used. Essentially, you need to build new habits among your staff.
Before the roll-out stage, your staff need to be taught how a CRM benefits the business and themselves.
Why is it important that they keep accurate records? Why can’t they just keep messages in their inbox? Why should they make a note after every sales call? How can CRM help them become better salespeople?
If buying into CRM has been a top-down decision – nobody’s really committed to making it work. Staff don’t see the benefits to themselves. Before long, staff are using spreadsheets again. BUT if the IT department takes the time to answer those questions and gets buy-in from across the organisation, you can have a customer-centric culture where CRM really works.

4 tips to creating a culture that makes CRM work

  1. Create a project group with a “CRM champion” from each department.
    Make someone in each department responsible for their team’s adoption of CRM. Encourage them to speak up about how it’s working, and if they need help or feature changes. Getting feedback from each department means that any necessary changes to the CRM software can be made. It also means you can arrange extra training or support where necessary.This person needs to sell the benefits of CRM to each team. By getting ‘buy-in’ from each silo of your organisation, your teams have a stake in making it work.
  2. Create project groups that collaborate – like marketing and sales.
    Here, teams can collaborate on how to adopt modern practices like lead nurturing and lead scoring. Or maybe they can ask things like “how can we improve the lead handling process?”.Likewise, a marketing/customer-service group could come together once a month to discuss how to collect more customer feedback and how to implement it.By getting business silos to come together and collaborate, everyone gets their voices heard and people are enthusiastic about using CRM.
  3. Commitment to full training and support for all staff.
    With a CRM system, it’s worth giving every member of staff full training. If people in your call centre miss training, they may not use all the features and they may not ask for help.It’s important that everyone learns how to use the system and is encouraged to speak to their managers about how it’s working for them.
  4. Encourage your “CRM champions” to use the CRM data to help themselves.
    Your CRM is likely to bring out a lot of insights. You’ll learn everything from the length of your sales cycle, common support problems and information about different customer profiles.These insights will let your teams perform better and work more efficiently. It’s a great idea to encourage your “CRM champions” to use this data for themselves.
Furthermore, it’s worth strategically arranging training to show them how to make the most of their data. This can help them increase sales, make their marketing more relevant and help solve customer problems more quickly.
The truth is: CRM isn’t just software, it’s a way of life. If you can encourage your teams to buy-in to the CRM system, they’ll eventually thank you for making their jobs easier.
(What’s more, you’ll all be glad to see the back of those spreadsheets.)