The importance of the proper Follow-up

You just attended a big networking event and you’re excited about the potential from the day’s activities. Assuming you’ve done your homework (gathering, inputting and studying the information from your CRM system), you know the next step is to do a follow-up with your leads, but what is the right approach?

The importance of the follow-up sequence

A quick follow-up keeps the conversation going, so make sure to touch base the day after that first meeting. If it was a large event, perhaps people are traveling back to their homes or offices and won’t have time to read a lengthy email. A quick and simple email that states your appreciation can make your client feel important and keep the communication line open. This will also cultivate, at an early stage, a positive relationship. By the second or third correspondence, you can already gauge the individual’s interest and determine your next move.

Quality is Key

People can usually tell when you are sending a generic follow up or even worse, immediately putting them in an automated drip campaign. For high value prospects, a personalized message should be sent. The personalization doesn’t have to be long or complicated. You can simply reference a topic of mutual interest that was discussed at the initial engagement or congratulate them on a personal achievement they shared. After a day of networking, we know how hard it can be to recall the details of these discussions, but ensuring you have those details written down and accessible makes the difference between a generic and impactful follow up. Leveraging a CRM system, a voice to CRM add-on and combining it with the discipline to always ensure the engagement details are captured while they are fresh in your mind, will enable you to stand out from the crowd.

Timing

Determining when to follow up and at what interval can be tricky. Wait too long and the prospect might have already forgotten you. Acting on it too soon and you run the risk of coming across as a hard sell. Although there is always the remote possibility of succeeding, that would be the exception and not the norm. Proper timing often spells the difference between closing or losing a prospect. Since every client has a different personality, you can customize your follow-up timing for those select few. But to determine when to make a follow-up, it’s a good idea to have a general set of rules.

Third time’s the charm. Set the number of follow-ups to three times per prospect. This means that if you don’t get a response after the third time, then maybe it’s time to move on to the next. But don’t delete the prospect, just put them on your list of future follow ups (perhaps in a quarters time?), which leads us to;

Rekindling

We think that a non-responsive prospect is a non-interested one, but it can be for a number of reasons. There are times that the message you sent failed to get through (it happens);or maybe the person is preoccupied with something else; it could also be that what you’re offering may not be the priority at the moment. Whatever it is, don’t forget about them, give them some time and space and then rekindle the connection. Wait for as short as a month and then you can send them a “catching up” message – but never throw out a contact.

Making it fool-proof and not making a fool

Having incomplete or error-filled data captures can lose you all those leads you worked so hard at. You need the right information to make the correct follow-up on all those prospects. The more details from the conversation you can recall in your follow up message to make the discussion meaningful and personal, the more likely you are to succeed at the follow up engagement. Leverage your CRM data, ensure that data was entered while the conversation was fresh in your mind. Services like Hey DAN, a Voice to CRM service that provides fast and efficient data capture will populate your system with all the information you deem important. It’s as simple as dictating all the info into your phone and letting the technology do the rest so you can move on to the next engagement while ensuring those important conversational details are captures and available for when you need them. So the next time you make a follow-up, confidently take that client information and send those follow up emails that stand out from the crowd..

Built for People on the Road: Save Time, Increase Sales

The Impact of Automation and Data Technology: Who Bears the Burden?

The rise of automation and data technology has created a two-fold impact on the business world. According to a study from AgileCraft, secretaries rank in the top 3 professions with the highest risk of being replaced by automation — with a 96% risk. We made great strides in processing and analyzing data as technology continued to evolve. As this demand increased, we saw the growth and evolution of data mining through the use of CRM technology. While this new automated world has lifted our reliance on secretaries, and even on analysts to a certain degree, it has shifted some administrative tasks to other workers in the field who are the primary source of information — sales reps. We demanded deep-dyed data entry tasks from them to maintain these robust CRM databases —  adding a new administrative burden… for which fewer secretaries exist to shoulder the burden.

Life on the Road - Sales Voice to CRM

Life On The Road: Where Does the Time Go?

Compounding this time vacuum is the difficult reality of working from the road. Sales reps know the burden of having to pull out a laptop throughout their busy day in the field to do ‘CRM stuff’. Many organizations have tried to address such challenge by getting them on the mobile app versions of their CRM tools, but let’s face it, such efforts still failed. Most of these professionals are simply not wired to perform administrative functions. They want to stick to what they do best — selling. Furthermore, introducing them to anything that needs training requires too much time and effort to plan and execute because of their busy schedules. And whatever tool is presented to them, if data entry can only be achieved by them thumb-typing their notes on a phone and or any device, the task still gobbles up an obscene amount of time. Time that could be spent doing what they are primarily hired to do — making more money.

Save Time with Voice to CRM: Get Back to Selling!

Conversational CRM is the solution: built for people on the road. Dictating notes from your meetings saves time. As a result, sales people spend more time selling, which results in increased sales. Voice to CRM platforms that are doing it best blend technology with human factor for an unmatchable level of complexity and intelligence, offering the experience of having a secretary, at a small fraction of the cost. No restrictions, no formats — just dictate, and get back to selling. And with such solution available to them, there is no excuse to delay entry of their customer interactions and transactions.

Consequently, sales managers and other leaders benefit from it as well. With up-to-the-minute information stored in CRM systems, unhealthy trends are quickly spotted. They are provided a reliable source of information for expedient sales performance management.

You Need Intelligent Data… So You Need Intelligent Voice to CRM

A robust CRM database is a gold mine of intelligent data, and in this day and age, businesses need intelligent data. What they don’t need is the burden of another administrative task that takes sales reps away from selling opportunities. Intelligent Voice to CRM removes this burden and provides the intelligent data needed to get those valuable insights that will improve sales process and increase sales.

Knowing more about Salesforce CRM

If your relationship with your customers is a top priority—as it should be—then you definitely need to invest in a customer relationship management (CRM) platform.  It is essential for efficient aggregation of your customers’ information, effective management of  their needs, and automation of many related processes. Arguably, Salesforce has been top of the list for the past few years now. Is this the platform that’s best suited for your business? We take a look here at what makes it a good choice

Success Story

Salesforce started in 1999 as business specializing in software as a service (SaaS). Composed of many former Oracle employees and software developers, the company is a leader in the field—its NYSE listing is even tagged as “CRM”. Through the years, the primary offering of the company grew from mainly sales automation to include a customer success platform, analytics software, and eventually cloud services. It has remained one of the leading providers of CRM services to companies globally.

The Core Basics

The biggest draw of Salesforce is that it is scalable to fit different sizes of businesses. That means that it is just as effective when it comes to small businesses all the way up to the largest enterprises. Anyone can benefit from their model that is customizable to a number of needs. Here are its unique advantages:

Efficient Data Management

Salesforce CRM allows you to not just input customer and lead information into its system, it also allows you to track different activities. This means that you can act on a particular set of customers whether they’re just interested all the way up to your most loyal purchasers. The data provided by Salesforce is comprehensive and includes their interests as expressed on their social media platforms all the way to their buying habits.

Social Integration

In a world where anyone who’s anyone is on social media, it’s a big advantage that Salesforce also has plug-ins that allow you to jump in on conversations or even speak directly to customers and potential customers. This is baked into the platform itself—reducing the number of tools that you need to have open therefore minimizing clutter. This connectedness moves it beyond just a resource of customer information.

Anywhere Accessibility

As one of the industry’s pioneers in adopting the cloud-based model, Salesforce allows you to access its platforms anywhere you may be. Such feature allows for ease of integration and installation to a wide range of  systems and devices. Accessibility is everything nowadays so the cloud-based model sets Salesforce above the pack.

Voice to Salesforce CRM Service Integration

Salesforce’s accessibility attribute makes it more appealing to users as it can easily be integrated with voice technology.. This provides great convenience not only when pulling data but most essentially  when collecting customer information. Professionals whose main functions are to gather leads and interact with existing customers will have an effortless experience with a tool that is fully integrated with such technology . When it comes to technology for such purpose, Hey DAN is the most fitting as it is combined with human intelligence which ensures proper sorting of data that goes into your CRM like Salesforce. All these things come in a bundle that is fully customizable not just to your needs but your budget as well. Such customizability is one of the biggest draws of Salesforce benefiting a wide scale of businesses

SAP CRM, an early Adoptor

One of the key tasks of any business is managing their customer relationships. This runs the gamut from initial interactions and lead generation all the way to closing a sale. One of the key ways that businesses have been doing this is via customer relationship management (CRM) tools like SAP CRM. With so many options to choose from, we take an in depth look at what this CRM has to offer from its setup all the way to key integrations like voice to SAP CRM to determine whether it’s worthwhile getting.

A Brief History

SAP’s foray into CRMs goes all the way back to the very early 1990s where they looked at CRM related functionality as potential modules for their enterprise resource planning platform. This trend followed all the way into the 2000s when they finally offered its first stand-alone product. It was only in 2011 that SAP actively aimed to take on market leader Salesforce by shifting more towards cloud based applications. That’s not to say that its on premises options aren’t viable—in fact there remains thousands of companies who rely on the software.

The Big Benefits

Being cloud based, it also allows for remote access that is increasingly becoming the norm in the business world today. Such feature also easily enables collaboration between field representatives, internal assistants, product managers and business leaders. With SAP CRM’s built-in forecasting tools, users are immediately provided with insights that are advantageous in driving sales and engaging existing customers. Personalization, from a  single user to a company perspective, is also easily achieved through its many customization features. It allows business to quickly adjust or  streamline processes which are aligned with their usage of the tool.

Travel and Expense Management

Process automation is easily achieved with Concur – a widely utilized system by many industries to monitor and manager travels and expenses of their field personnel. With such solution being SAP, synchronization with SAP CRM, as well as consistent maintenance of such fusion, is easily achieved.  It gives business big value for their investments.

Voice Integration

Voice to SAP CRM integration is another advantage of this platform . Traditional methods of inputting data have always been prone to human error. This is unacceptable when a single number or letter noted wrong can spell the difference between a viable contact and a hard bounce. Voice integration

Why Go for HubSpot CRM

Sales is always about the numbers, yes, but it’s also important to keep tabs on your  relationships with customers. An unabridged record of your interactions with them is key to sizing up further opportunities.  That’s why many businesses today can’t do without customer relationship management (CRM) platforms that allow them to efficiently assess business potentials with their clients. There are so many to choose from out there, and with new players like HubSpot throwing their hats in the ring, it can be a challenge to choose what suits your needs best. We take a look at Hubspot and highlight its advantages. particular benefits—including innovative voice to Hubspot CRM—to help make you choice easier.

The Big Benefits

As advertised, it is 100% free and will always be. Businesses can explore its basic functions without being tied to a contract. It also allows entry of up to 1,000,000 contacts with no expiration date for an unlimited number of users. That’s a big package for something you don’t have to pay for. Designed to work natively with today’s widely used web browsers, it frees users from the hassle of arduous software installations From a UI standpoint, operation is a breeze from creating profiles, to organizing customer interactions, and most importantly for managers, tracking performance. HubSpot also hosts regular conferences for users to learn more about their latest releases and features. Furthermore, accessible through their website are inbound marketing events with their partners across the globe.

Effective Tracking

If you’ve ever wanted to more effectively track customer interactions in a chronological manner, HubSpot CRM offers the Contact Timeline. This is a record of every interaction between your customer relations team and your customer. This makes it very easy to see what happened when as well as send follow up emails in a timely manner.

Convenient Integrations

Being a certified premier Google partner is also one of the biggest appeals of HubSpot CRM.  That means easy integration with Gmail and a lot of other Google applications . It provides users quick access to customer details on the CRM platform  as they utilize other apps for their business activities. HubSpot CRM even comes with five email templates for users to utilize and store. It also easily integrates with Shopify, Zapier, Salesforce and Microsoft Dynamics. Convenience was definitely a top priority when it was designed..

Voice to HubSpot CRM Integration

A robust CRM system will serve its function if customer data goes into it.  Oftentimes, the task of entering data is assigned to field personnel who interact with customers almost on a daily basis. Because of it, it is beneficial for businesses to utilize a voice solution that works well with their CRM tool to ensure expedient and accurate data entry. This is where HubSpot CRM is also advantageous as it can be easily integrated with voice to CRM solutions like Hey DAN. Optimal customer relationship management can be easily achieved with synchronization of Hey DAN to HubSpot CRM.

Microsoft Dynamics 365

No business succeeds without effective  solutions that cover everything from nurturing leads, tracking deals, monitoring interactions to closing sales. And Microsoft —  a giant in the tech industry — has long forayed into such field through its Microsoft Dynamics line. But what makes their customer relationship management solutions — specifically Microsoft Dynamics 365 —  stand out? We take a look at its origin, evolution and advantages of its current offerings. .

A Brief History

Microsoft Dynamics CRM began in 2001 with Microsoft’s acquisition of iCommunicate. The merger lead to the production of a web-based CRM application intended for small and medium businesses. web based CRM application, In 2003, version 1.0 of what was then called Microsoft CRM was launched. It offered email campaign management and the most rudimentary of contact management. The later versions would see a shift towards the now-popular 365 brand as well as wider integrations with Microsoft software like Outlook.

The Big Benefits

Microsoft Dynamics 365 seamlessly integrates with many applications like Word, Outlook, SharePoint and Cortana and even Skype. Such feature saves users time by totally eradicating the need for double entry when dealing with several applications. It also allows easy collaboration when working with several people on customer relationship projects. The mobile app also highly customizable creating a more personalized workspace for users which helps them quickly accomplish their tasks. Better knowledge of clients can also be achieved through the platform’s social listening tools which allow users to see what their contacts are up to. The Pro license allows access to InsideView which gives users understanding of their customers purchasing behavior.


Voice Integration

Out of all the conveniences it offers, its capacity for voice to Microsoft Dynamics CRM integration is what would appeal most to people on the go — the sales team. Voice recognition technology such as Hey DAN can be leveraged to quickly gather data and information for storage in this particular CRM platform. In fact, it is the perfect supplement to any tool  designed to capture customer information like Microsoft Dynamics CRM. Substantial data gets into the system which allows it to create a clear picture of the value gained from every customer interaction.

 

Lead Generation Challenges and CRM Adoption

Lead generation is key to the success of businesses across different industries. This core task is not only essential in the field of sales but also in marketing where increase of influence and gaining insights from new markets are often top priorities. Interactions with prospects need to be systematically recorded for ease of predictive assessments. . Such goal can be achieved with the use of a Customer Relationship Management (CRM) system,for ease of access and entry of information Such system also enables businesses to automate analysis of customer data that get into it. However, it comes with a number of challenges. Let’s go over the more daunting ones and how to overcome them.

Building Up The Courage

Gathering information is tricky — more so if you need to gather it from complete strangers. The good news is these days, it can be accomplished by simply commissioning third-party lead generation services. Some even offer a 100% money-back guarantee or you only pay for every successful lead.. If you wish to do direct engagements, it helps to offer something of value as an exchange for information. Product samples work best. Also, make sure to clearly state how their information will be stored and utilized. Social networking sites are also useful in expanding your reach as you perform this task.   .

Finding Leads

One  option that’s proven to generate the most number of leads is participating in trade shows and conferences. The reason is people in such events are already interested in your industry and most likely hunting for the kind of product or service you offer. As you interact with participants, it helps to have a voice to CRM Solution handy in to quickly  collect data from them. Timely capture of your interactions is essential for complete entry of the details into your system. Another approach is set up booths and installations in malls or other areas with high foot traffic. As mentioned above, pair this up with giveaways or anything of value and you’ll find it a lot easier to draw people in.

Quick Data Entry

When performing lead generation in the field, you want to spend most if not all of your time interacting with people. The more face-to-face contacts you do, the more chances of discovering opportunities. You then have to utilize a credible  voice to CRM solution so you won’t have to worry about the data entry part of the job.It has to be one that captures recorded speech and automatically assigns details into proper fields in your CRM. You don’t want to worry about sorting the data for entry later on — the voice solution has to do it for you.. It  allows you to be more productive and efficient in performing your main function.

Voice to CRM technology has come a long way and is proving to be an invaluable tool for sales and lead generation teams. When looking for a speech recognition solutions, professionals want one that is combined with the power of human intelligence to deal with nuances of speech and differences in pacing. . Hey DAN has a proven track record of success in providing such convenience to their customers.Businesses from varied industries have benefited from their tested voice to CRM system offerings. Their subscription to Hey DAN enabled their success in generating leads.

A quick look at Oracle CRM

In a world where AI and predictive analytics  is becoming key to every business’ success, quality and timely data entry is essential. Sales people’s capacity to convert leads into paying  customers relies heavily on their usage of accumulated and properly sorted data in relationship building It is then critical for businesses to invest in customer relationship management systems that can be easily integrated with voice recognition solutions for ease of storage, access and, the most taxing part for field sales representatives, data input. Oracle, one of the most trusted names in the IT industry, offers such and many other advantages through Oracle CRM. Let’s go over the detailst here.

Ease of Setup 

No one wants to go through an intricate process to start using any application. Furthermore, people get discouraged when operating a software requires purchasing of another one. The  plug-and-play design of Oracle CRM’s cheaper On-Demand package frees up users from such inconveniences as it only requires a web browser to access.  Their On-Premises option, while costly,  is suitable for larger enterprises that are more particular with data traffic control.  Monitoring and management of data that flow through it to businesses’ data centers is effortlessly achieved with the plug-in inclusions of the package. Both packages can be easily modified and synchronized with other systems such as SSO, expense tracking and speaker recognition solutions.

Voice Integration

One downside of Oracle CRM is its clunky UI. Having been around for a while, its design is a tad outdated and not as intuitive as the newer options in the market.  However, voice to Oracle CRM solutions enables business to easily overcome this challenge . A perfect example is Hey DAN which allows users in the field to simply speak customer data into it.. The API design of Oracle CRM enables quick integration with such CRM data entry service. The fusion makes it worlds easier for field personnel to efficiently capture customer data. It  allows them to focus on what they are primarily hired to perform which is to close sales deals.

Evolution of Voice Technology

Voice technology is seemingly everywhere. From devices in your home to mobile phone controls.  One of the more recent additions to the voice world are voice to CRM solutions. This voice technology speeds up the  capture of key customer data and enters it directly into the fields within the CRM. This enables efficient and effective organization of sales data immediately after a sales interaction occurs.

In order to understand just how effective it is, however, you need to understand how the technology has evolved over the years—including the challenges that each step faced along the way.

Mobile & Automation

A big step on the road to voice to CRM was the advent of mobile phones in the 1980s. While these were huge and unwieldy by today’s standards, they did prove that telephony was the path to the future. Naturally, many marketers saw the potential of a world that was more dependent on over the air conversations and this paved the way for the development of so-called robocalls. These were the first automated messages that not only dialed out of a set list, but also delivered key messages for advertising or political campaigns.

Hello, Siri

If you’re familiar with both Siri and Google Assistant and enjoy its convenience, you have the dictaphone to thank. Invented by Alexander Graham Bell himself, it leveraged his own technology to be the first to allow the recording of voice. It was revolutionary and paved the way for music recording and, yes, even the voice software that we enjoy today. Speaking of which, the honor of being one of the first commercial viable voice software platforms should go to Dragon NaturallySpeaking, a dictation software that greatly aided in the development of voice recognition.

Voice to CRM

The effectiveness of voice to CRM solutions today are the result of much study and evolution of the technology itself. The fact is that it is now far more refined and capable of capturing data accurately due to the advancement of the software used in interpreting the voice data and transforming it into relevant entries in today’s CRMs.

The key here is to find the most effective provider of this kind of service.

Leveraging this kind of technology is an efficiency boost when gathering key information. The important thing to look for in a voice to CRM provider is their flexibility in delivery options. They should move beyond just the standard marketing pitches to really converse with you about your needs and be able to adapt their model to your data gathering goals.  This ensures each client engagement is captured quickly, and accurately, every time.

Pushing CRM Adoption

When it comes to CRM adoption, long term compliance is possible only through intrinsic motivation. Providing incentives can encourage users to take the first steps, but promoting those aspects of CRM that create real value and satisfaction for the end user provides the natural motivation necessary to keep a user engaged with the technology. Rewards are a good start but they are not a long term solution. The only way to maintain user adoption is by getting the users to see the value of CRM so they want to use it.

Reward Systems

When implementing a reward system, be sure to keep the goal of promoting the value of CRM front and center. This requires choosing tasks and rewards intelligently. For compensation based organizations, make it clear that the reward for CRM adoption will be a boost in sales and its associated boost in compensation. The reward is in the task itself. Further to this, and to help spread the word about CRM, consider rewarding users for their testimonies and sharing these reviews company wide. If shared in the right ways, these testimonies can change a company’s perception of CRM and do wonders to increase adoption rates.

Time-Based Programs

Another approach is to incentivize users to enter meeting activity same-day.  Same day recall of meeting notes is significantly higher than even just one day of delayed entry.  Capitalize on this by setting time-based objectives that result in a reward for timely note entry for an extended period of time (think over the course of a quarter, for example) to build a habit vs. short term workflow adjustment.

A Well Chosen CRM Is It’s Own Reward

Ultimately, the chosen CRM software, if used, should streamline your sales processes as well as provide valuable insights through reporting. This in and of itself has to be valuable enough to be a reward on its own for any short term reward program to be effective at encouraging long term user adoption. Focus on tasks and rewards that promote the value of CRM data when you first introduce the technology as part of your internal CRM marketing efforts — but once you get the word out, let the CRM be its own reward!