4 Key Stages of Lead Generation

Leads are the potential customers that each business wants to start a relationship with. From online to offline campaigns, lead generation campaigns find prospective customers, segment them, and then nurture them into a purchase.

So, how does a customer become a stranger into an advocate for your brand? There are four keys stages that they have to go through:

Attract

Customers don’t just show up in your store. They need to know who you are and how you can help them with their problems. The first step is building the right channels that represent your products and services. It should show information that any customer will need at every stage of the buyer’s journey.

The next challenge is to make sure that the right people know about you. Using a mix of online and offline campaigns, marketing teams start the process of separating strangers from potential customers. One of the main goals is to build trust with your brand through engaging and relevant content. Customers who take the time to view your channels want to know more before making any commitments.

Convert

Once companies have their potential customer’s attention, it’s time to engage them. To continue the relationship after you first meet, companies need to get their contact details. In this lead generation stage, a call-to-action asks for their personal information in exchange for access to a benefit such as freebies, special promo prices, or exclusive sales.

Often going from the conversion to the closing stage is not instantaneous, and many customers need time before they move into the next level of their buyer’s journey. This time should is filled with educating the customers on just what the products and services are, but how they are relevant to their individual needs.

Close

Once a customer believes that you might be the right answer to their problems and give you their personal information, then companies have now captured them as leads. Unfortunately, not all leads are the same. Some leads are better than others, but great leads are nothing without proper relationship management.

A great CRM system will tell you exactly which leads to prioritize and where they are in their journey. CRM systems help companies keep track of their movement along the sales pipeline.

Delight 

Once a lead has converted into a sale, the relationship is far from over. Companies that pay attention to their customer’s after-sales journey make them more likely to be repeat customers.

Simple actions such as engaging them again through smart content, asking them for feedback on how to improve your offers, or even cross-selling other products can improve the customer’s over-all lifecycle value.

Leads don’t just happen; they come into fruition through the various joint efforts of marketing and sales. They’re also continuously moving across the sales pipeline and always on the lookout for better offers.

Luckily, companies don’t have to worry about the lead generation process by themselves. Sales performance management can be improved partnered with companies like Hey DAN that does CRM Data Entry with their voice to crm solution. Your sales team may now focus more on nurturing their leads, and closing sales.

3 Main Types of CRM Leads

Leads are the lifeblood of a great CRM system. For most CRM systems, a CRM lead is a kind of customer who could already be in your sales pipeline but has not completed their lifecycle yet.

Unfortunately, not all leads are made equal. Focusing on the wrong ones can be detrimental to both your company’s budget and your teams’ time. So what are the types of leads in a CRM system?


3 Main Types of Leads

Information Qualified Lead (IQL) – Cold Lead

In the early stages of interacting with your customers, companies are often given contact information in exchange for freebies, promotional offers, or relevant information. With a stream of nurturing activities from marketing and sales teams, IQLs need to learn more about your company, your offerings, and how it answers to their particular needs.

IQLs can be considered cold leads. More often than not, it’s good to keep tabs and regularly maintain your relationship with them. However, they shouldn’t be a priority for your team’s follow-up strategies.

Marketing Qualified Lead (MQL) – Warm Lead

Marketing Qualified Leads are a kind of lead that is likely to convert into sales. While they’re not likely to buy right now, they are likely to respond better to being nurtured. MQLs are also called warm leads. After a combination of time and effort, they can become paying customers.

Different companies will have different ways of qualifying an MQL. It is often a combination of the prospective customers’ positive interactions with your marketing campaigns, their existing history, or how well they fit into your ideal customer persona.

Sales Qualified Lead (SQL) – Hot Lead

A Sales Qualified Leads is also what you call a hot lead. The main difference between MQL and SQL is their readiness to commit to purchasing your product or service. After being qualified by marketing, prospective customers are nurtured by sales teams to avail of your product or service.

Through careful vetting, sales qualified leads to feel that their needs are understood. The marketing department’s budgets are also better spent, and the sales teams maximize the effort they are putting in.

Nurturing Every Kind of Lead

The key to a great CRM system is knowing exactly where each lead is in their buyer’s journey. As a rule of thumb, it’s always best to prioritize the hottest leads first before going after the colder ones.

It’s not enough to have a lot of leads. You also have to find good quality leads. With limited time but a mountain of opportunity, sales teams need help to find the best prospective customers at the right stage and the right time.

One way to make sure that each lead is taken care of until they are ready to be closed by sales is by working with Voice to CRM enablement companies such as Hey DAN.

With their data management system, consulting services, and opportunity spotting technology, they can help you nurture each kind of lead at every stage of the sales pipeline.

CRM Strategies for Internal Employee Engagement

During unpredictable times, many employees are buckling under the weight of the new world. Employees look towards their employers for stability and comfort. It’s not easy to engage multiple people at once, especially for big companies who have thousands on their list.

Luckily, a well-implemented CRM system can make all the difference. Here are a few ways to engage your employees with your internal CRM system:

CRM Strategies for Internal Employee Engagement 

Ask employees how they are

With the rise of work from home arrangements, many employees are still struggling to adapt. Creating avenues for employees to share their new grievances will give upper management a better insight on how to improve their productivity and overall happiness.

Give mental health support

Regardless if an employee is doing well or needs help, offering help is always welcome. Whether it’s sending them discount coupons for hiring cleaning teams or tips for stress relief, it’s good to make employees know that their mental wellness is a priority for their company.

Greet them on special days

When you keep track of relevant details about your employees, it becomes easier to greet them on their special days. From birthdays, mother or father’s days, company anniversaries, and so on, a little acknowledgment goes a long way to making employees feel special.

Suggest ways to bring teams together

Having opportunities to bring people outside meetings are necessary for team building. Employees need to feel like they’re more than just there to do their job. From zoom drinking mixers to online yoga classes, there are plenty of ways that companies can create spaces for their employees to get to know each other outside of meeting rooms.

Give your employees regularly updates on company projects & plans

Companies need to share their vision before their employees can help build it with them. They need to be clear about the successes, failures, and plans to move forward. Sharing insights and progress on company projects and plans make employees see their contributions come to life.

Publicly praise good performers

It’s not enough to share company success. Employees also need to feel like their work is valued. It’s important to thank and uplift employees who have given their time and energy towards bringing projects to life.

Maintaining Your Employee CRM Data

While keeping track of your customer’s CRM data accuracy is already a handful, many companies do not have dedicated teams that make sure that employee CRM systems are up-to-date. Not doing so is a wasted opportunity for companies to maximize their CRM system investments.

With a well-designed employee CRM system, each conversation can be personalized, engaging, and relevant. It’s a great way to make every employee feel that they are valued. Partnering with CRM enablement technology providers such as Hey DAN can make a big difference in making sure you never forget a name, role, and milestone.

Hey DAN uses machine learning and human touch to make sure that every detail that your employees share with you gets logged from ; Hey DAN makes sure that every customer, even your internal ones, feel appreciated.

Bad CRM Data Part 3: The Consequences

A Customer Relationship Management (CRM) system is only as effective as its foundational data. At the heart of any communication strategy is knowledge about your ideal and current customers. But what happens when your data is unreliable?

Consequences of Bad CRM data

You’ll lose out on good customer leads.

Having a good CRM database means knowing useful, timely, and relevant information about your customers. A strong fundamental understanding of your existing customers are clues to improve not just your product or service but your overall customer experience.

If you don’t understand what customers want or need from you, you may be losing out on providing what they expect from you.

You will annoy customers.

Customers who feel unheard will quickly move to make their purchases where they are. Gone are the days when marketers would put up billboards and radio ads with no amount of targeting. These days, customers will be hesitant to trust you if you can’t even remember their names.

Check out Bad CRM Data Part 1 – What to Avoid

It will mess up your sales pipeline.

When you do not know who your customers are or the clear historical signs that they are ready to convert, you will not know where to put your energy. Your sales teams will struggle to manage their time and end up wasting resources pursuing a lead that is likely not going to make a purchase.

It will frustrate your sales teams.

No matter how many capable salespeople you have on your team, with bad data, they will be going into battle without ammunition. Not only will they have no accurate picture of their prospective clients, but they will also lose visibility on their existing ones.

To nurture relationships with customers, companies need to understand where they are at any point in time. Loyalty is fickle, but positive customer experience makes all the difference.

Check out Bad CRM Data Part 2 – Reasons and Fixes

It will waste endless resources.

One of the worse things that can happen with bad CRM data is forecasts will not be accurate. Management will not be able to set reasonable targets that will lead them to burn out and low morale from their sales teams.

Customers want a seamless experience between channels. An effective CRM system will pass customer information between relevant departments while speaking with the same voice. Great CRM remembers their birthdays, contact details, and addresses for shipping. Bad CRM data will have them feel like you are a broken record that asks the same questions with every purchase.

Do not fall into the trap of bad data. Help your salespeople not only do their job but do it well. Make sure that your CRM system is the most effective it can be through integrating it with sales enablement partners like Hey DAN.

Hey DAN can do everything from meeting notes, data entry, clean up, and mining; Hey DAN can even do the follow-ups for you so that you never miss out on purchasing milestones. Let Hey DAN worry about the last mile of the meeting and give your salespeople space and time to shine to do what they do best – close deals.

Bad CRM Data Part 2: Reasons and Fixes

Bad / inconsistent data is the ax that will keep any great CRM system from bearing fruit. They sap not only your time, energy, and resources but your ability to grow as a company. An inaccurate view of the past and present state of your business will almost guarantee an uncertain future.

Useful pipelines and better forecasts need clean data. CRM systems need to know why CRM Data becomes dirty before they can avoid them.

3 Reasons For Bad CRM Data

Bad Forms

It’s not enough to set up a form that integrates with existing CRM systems. Companies have to make sure that not only do their customer forms have all the necessary fields we need but that it also has the right capabilities to weed out dirty data.

Prospective leads who either don’t complete the form or don’t do it correctly are regular sources of dirty data. Proper form-field validation capabilities lessen probable errors of customer information.

Data Entry Errors

Besides meeting prospective customers and closing deals, many sales teams struggle to fulfill the many administrative tasks assigned to them. The rush of things to do sometimes means missing out on acquiring important information during meetings. Before it gets integrated into the company CRM system, there are very few opportunities to validate data.

Obsolete Data

Due to their packed schedules, many salespeople take a long time to input information into the company CRM system. Should the lag time between their initial touchpoint and the succeeding follow-ups be too long, there is a chance that their lead becomes cold before it even begins.

Companies should avoid loss of leads because of improperly designed forms, late and wrong data entry at all costs. Dirty data creates inefficiencies, diminishes customer relationships, and can be a source of frustration from your sales teams who can’t rely on the company for important information. CRM systems populated with dirty data can cost companies thousands or even millions of dollars a year.

How to Avoid Bad Data

Customer data will inevitably change with time. However, there are still many ways to make sure the initial data integration process is flawless. Companies need to make sure their forms are unstructured, their data validated and logged into the CRM system promptly.

It may sound easy, but it’s not. Generally, the nature of their roles already stretches sales teams. From prospecting and meeting clients to the hassle of administrative duties that come with it, salespeople have limited time and energy.

However, these issues still need to be addressed for everyone’s benefit. One way to make sure that companies stay on track with their CRM Hygiene is to work with professionals who can do it for them. Using specialized sales enablement technology, companies like Hey DAN can help companies maximize their CRM efforts with just a call.

Hey DAN’s Voice to CRM technology that combines machine learning and human intelligence makes the form validation, data entry, and management a fuss-free, convenient experience.

Read about Bad CRM Data Part 1: What to Avoid

How To Keep Your CRM Data Clean

Your company’s CRM is a treasure trove of information. A combination of prospective customers and existing relationships, the effectivity of CRM systems will mean the difference between thriving and surviving. Great CRM keeps both the management and their sales teams aligned. It should be a centralized system that makes sure companies will never miss out on opportunities. It’s a powerful tool unless your data is all wrong.

In a webinar by DiscoverOrg’s CEO Henry Shuck, he revealed through a study that bad data cost companies approximately 550 hours and as much as $32,000 per sales representative. If you’re not taking the time to maintain your CRM system’s data, it doesn’t matter how much resources you’ve spent. Good campaigns with bad data don’t convert customers. They waste money.

How common is flawed data?

According to Salesforce, 70% of CRM data becomes unusable and obsolete every year. Customers change with time; they move houses, change jobs, and get married. The list goes on.

To realize the maximum value of your CRM investment, you need reliable, accurate, and up-to-date information. To have this, you have to do two things: make sure that the data entry process is flawless and do routine cleaning of your existing data.

Why Data Entry & Hygiene Is a Problem

A common problem that sales teams experience is that they don’t have enough time to do all the administrative aspects of their job. The study says that of over 2900 sales representatives worldwide says that admin activities use up 66% of sales representatives’ time on average. These activities are more often than not unrelated to their essential core function – selling.

Sales representatives are also people; they have limited capacity that a company must manage effectively. Salesforce’s State of Sales report says that sales representatives only have 7% downtime while on the job. With minimal breaks between engagements, sales reps regularly have their plates full. Sales teams are prone to not only having flawed data but also high chances of burned-out staff and high attrition rates. High turnover rates with delayed data entry can lead to wasting company acquisition resources and loss of institutional memory.

Finding A Better Solution

Instead of using your sales team’s valuable time to do the CRM data maintenance, you can outsource this to integrated systems like Hey DAN. Data automation through sales enablement specialists can not only assure you that your data is timely and accurate, but they can also improve the context of your relationship.

In just a single recording, Hey DAN is a customized voice to CRM solution for all your data capturing and hygiene needs. From the first time you speak to a client to the automated follow-ups, you’ll have a range of expert assistance for your CRM maintenance needs. From data clean up, mining, and management, you’ll not only save your team’s energy; you’ll also be gearing yourself for sales success. If you’re not confident in your company’s data, CRM enablement partners like Hey DAN can help you get there. Book a demo with us today.

5 Strategies For An Effective CRM Foundation

Customer relationship management (CRM) helps businesses understand customers like never before and nurture relationships with them that last a lifetime. Every good relationship has a great foundation. How do you make sure your CRM system stands the test of time?

 

Engage Your Leadership 

 

While often a term associated with sales, CRM is a tool that entire businesses can leverage for holistic success. Leaders from all stages of the CRM process should understand the value of CRM and how it affects their business units and overall company targets.

CRM systems are only as effective as the strategy behind them. The people calling the shots should know the value of CRM and be able to lead people on how to utilize the platforms effectively.

 

Establish Cross-Functional Teams

 

Initial adoption into a CRM system isn’t always easy. According to McKinsey & Co, 70% of change programs don’t succeed because of employee resistance and lack of support from their management. Through systematically rewarding high performers and early adopters, you can encourage your teams to continuously improve their performance.

By creating cross-functional teams with the singular goal of doing better than the other, the culture of excellence will be the gold standard within the company. This is one way to guarantee success in all four stages of the CRM process from Marketing, Sales, Product to Support.

 

Create Templates

 

While there are templates provided by various CRM providers, tailoring content specifically for your business is important. From the way your sales team approaches their leads to the language, the support staff will use when they need help, having a unified voice will help build a more cohesive user experience.

Great templates will save companies time and prevent them from missing out on key information that is necessary to close a sale. Companies who know how to utilize them will make every customer feel important.

 

Celebrate the Little Victories

 

The journey of creating great customer experiences is often a long, ever-evolving process. This doesn’t mean that one can’t celebrate when you’ve done something right. Good performance should always be rewarded and performing teams should be thanked for their contributions.

CRM will give you up to date data that will tell you exactly where you are in your company’s goals. Celebrating milestones and targets through regular updates is one way to keep employees engaged and happy with their progress.

 

Streamline the CRM Process

 

At the foundation of every great CRM system is clean, usable data. Proper data entry, integration, and workflow automation are essential to not miss out on great leads. To make sure that the right data is given to the right people at the right time, companies should consider outsourcing time-consuming administrative tasks.

Integrated system integrations such as Hey DAN’s can painlessly optimize your team’s productivity and accuracy through their machine-learning enabled Voice to CRM Entry, Data Cleanup, Consulting Services, and BPO.

By spending less time doing what could be outsourced means more time to focus on your core responsibilities – create meaningful client relationships and drive sales.

The Efficiency/Profitability Equation

With the world turned over its head by the current health crisis, adapting to a “new normal” has become mandatory for people and businesses alike. Our everyday routines may have changed a lot, but keeping your business profitable with an efficiently run CRM has not.

Businesses have taken such a big hit from the current global situation that some of them are in danger of having to close shop. But don’t fret, even during these times, having sound business fundamentals can still have a positive effect and one of the best attributes to have in any given situation is efficiency. Aside from thinking up new ways to adapt to the times and having a positive outlook, configuring your CRM systems for maximum efficiency can be a great way to keep your business profitable. The crisis is real, yet, keeping your business profitable is still very possible.

CRM systems do more than just keep records of your clients. Here are some ways your CRM can help with your business efficiency:

  • Email, calls and other relevant customer engagement activities are tracked and can be configured to be routed to specific departments so that it can be quickly addressed.
  • Admin and business processes such as accounting, expense reporting are handled by your system, easily creating pipelines and reducing “double tasks”.
  • Get access to your database in real-time and make adjustments on the fly,  making timely “at-the-moment” reactions. Fine-tuning your next move enables you to take advantage of opportunities as they present themselves or may even help you avert a crisis.
  • Stay uniform across your email proposals and responses. Employees can access templates for letters, forms and contracts and not waste time trying to compose letters for each new client.

With so much information to be tracked and encoded, mistakes are a dime-a-dozen. The solution is to eliminate the risk generated by manual data entries. Why not give your CRM a needed boost? Let Hey DAN put the “turbo” into your business charge. As an early adopter of voice technology, Hey DAN was developed with a unique combination of machine learning AI and voice technology, forming a robust and efficient Voice-to-CRM solution that seamlessly integrates with your current system. This makes note-taking a thing of the past. With Hey DAN, you only have to dictate all the relevant data into your smartphone or internet enabled device and let the technology do the rest. With virtually error-free data input, you can rest easy about committing errors in data entry and boost your company efficiency.

Efficiency in business equates to profitability. Time equals money and efficiency means getting more focused on relevant tasks. Lesser expenses, more work accomplished vs. time spent, better communication between customer and agent – these are just some of the advantages and benefits of having an efficient business process. Having the right system in place keeps you one step ahead; an upgraded system gives you two.

Give your business that well-deserved efficiency boost today. Learn more about Voice-to-CRM, request for a demo today!

CRM: Going beyond sales

Staying on top is more difficult than getting there in the first place. The saying rings true for companies experiencing growth; because when you look beyond the sales and performance numbers, companies still have to content with a plethora of challenges to keep the machine running – financial decisions, logistics, technical issues, human resource – the list goes on. But for now, let’s focus on two issues: new acquisitions and employee turnover. Both are basically human resource issues so having a competent HR department would be the obvious go to answer for this, but what if I tell you that a well deployed CRM system could have a significant impact on employee turnover and new hires? Truth is, CRM systems are worth more to a company than being just a sales tool. Well-deployed systems can help ease-in new hires while also absorbing the hits taken by employees leaving the fold.

New Hires

As your company grows, so does your workforce. And as new hires go, the amount of time they can get up to speed and hit their stride is critical to keeping your business running on all cylinders. The faster they “get it”, the better for the company. It’s easy for a fresh hire to get confused and frustrated within a new working environment. There is just so much to absorb. Couple that with a brand new company culture to adjust to, and your new hire could be out the door in no time. Luckily, a well installed CRM system can help new hires adapt to their workplace.

  • Data
    Without a competent CRM system, vital information can be scattered everywhere – in a laptop, someone’s home desktop, an entry on a mobile phone or somewhere crazy like the bottom of a pizza box. CRMs do away with this by having all important data stored centrally, making access easy for new hires and grizzled veterans alike.
  • Speed
    With virtually all the pre-work on a client done, new hires are literally out the gate running. Vital information is readily available – so new reps spend less time tracking it down and have more time doing what they do best which is selling.

Turnover

Employees leave companies; this is the reality, and it doesn’t matter whether the company is new or established, employee turnover will always remain a dicey situation. Because beyond the loss of a team member and contributor, there are also issues regarding client trust and rapport. When an employee leaves, he takes with him valuable client information. This would be a big issue if your company didn’t have a CRM system in place. CRM systems store data in a central location and it stays there, even when the rep that put it there leaves. Managers can easily delegate a new rep to quickly re-establish the trust with the client – minimizing the chances that they leave for another provider.

Invest in your employees and grow your company; automate your CRM system with Hey DAN, a Voice-to-CRM solution that combines voice technology with AI, resulting in fast and efficient data entries to your system. For more information, visit www.heydan.ai

Crushing Sales Goals with Voice to CRM

As a sales leader in a large business, every bit of advantage can make that small jump in percentage in sales which is already a huge benchmark in achieving your goals for the month or the quarter at hand.

You want to give your sales agents that edge in maximising their time on closing deals than doing data entry into their CRM.

CRM Adoption has been a big issue for large companies where people just don’t have the time to adapt to a new platform better yet keying the minutes of every meeting into a CRM that well, so you might say not that user friendly most of the time.

This is why Voice to CRM companies are becoming a necessity so that it enables top sellers continue what they do best – SELL. All they have to do is record their meetings and a combination of AI and human intelligence would be able to process the data entry into ANY CRM.

The most popular CRMs are not usually the easiest to use, but with the most functionalities and its easy to get lost within and waste time by spending too much on processing your meeting notes then just fail at saving it correctly into the company CRM.

1 hour a day saved in theory is 5-7 hours a week, and 20 hours a month. Those 20 hours can be very much well spent with your agent’s specialty may it be conditioning clients or closing sales.

These hours can surely make a whole big of difference cumulatively in a quarter better yet in a year’s time.

The best part is, as a manager, you work with the CRM all the time and now, DATA is promptly and accurately entered by your team members which makes it also an improvement in the overall sales performance of the company.