Maximizing Time – Improving Sales

People to people meetings, and coordination and most of all, SELLING – clearly eats up a lot of energy.

As the saying goes, you should always be 150% mentally and physically present when you meet with clients.

A simple hi – hello can really mean much to your target market and it is very important to be there in the moment when it actually happens. Conditioning the sale is an art in itself, you can’t be too slow, and you can’t surely rush it. Clients are sensitive and they feel every bit of intent in your body language if you look at them as just numbers you want to close. Most prospects do not like that.

So being there 150% in every meeting takes a toll in someone physically and most of all mentally. Most of the time you’d feel exhausted after a whole day of meeting/s – yeah there are clients that take a whole day to meet while they feel you out and see if they can establish trust and build a relationship.

What do you think you would be able to put in your CRM at the end of the day? Probably you’ll wait till tomorrow and just entering your data and trying to remember what happened in the meeting and be able to assess when the next follow up would be, or do you close the sale in the next meet. Most likely the data you would be able to put in will just be 80% complete if you really are good and lucky to remember everything.

Why not just record the meeting, or better yet do voice recordings (memos) for you to be able to get the most important parts of the meeting and have someone else enter it to your CRM? Listening to it on your own and putting in the details into your system will still eat up an hour or more perhaps. Personal Assistant – probably not cost-effective if this is the only thing they do for you.

This is where data entry service companies are available for you to tap into. More so there are companies that are just focused on CRM Data Entry. They understand the policies and complexities different CRMs have.

With such service providers, you are assured that

  • Security and Privacy – CHECKED!
  • Data Entry – ACCURATE.
  • Turnaround time – FAST!

Wake up and review your data the next day and plan the next course of action in closing the sale. You save time, and your energies are always refreshed making you a more effective Sales agent.

The Pharmaceutical Industry and CRM

The Pharma Industry

Medicine is big business. From $390 billion in 2001, the pharma industry has seen tremendous growth and was valued at $1.2 Trillion in 2018. By 2023, global spending on medicine is projected to reach $1.52 Trillion. The pharmaceutical revenue for North America in 2018 was pegged at 48.9%, while China has seen the highest growth rates in recent years.

The pharma industry is also responsible for the research and development of new and better medicine. The task for marketing these products also falls under their responsibility and this is where the sales team steps in.

The CRM Industry

Would it be a surprise to know that CRM is now the biggest software market in the world? Don’t be, because it is. It is projected to reach $80 Billion in revenues by 2025. This can be attributed to new trends emerging and merging with the CRM space that includes social media, mobile apps and voice technology and AI. 2019 saw increased mobile CRM use which was due to the fact that a lot of companies were adopting cloud based CRM solutions, which allowed their sales reps to access the system from anywhere with a plethora of devices. Sales and marketing departments benefit the most out of CRM software – and ironically, customer relations come only third on the list of departments that use CRM.

When worlds collide

The pharma industry is a gigantic place to navigate – sales or otherwise, and without the necessary tools, tracking your customers and products could prove more than a handful. With a trillion-dollar industry at your doorstep, wouldn’t it be natural to have every bit of an advantage right at your disposal? Taking a slice out of the pharma pie will be daunting, but don’t fret; recent advancements in CRM software technology provides the perfect solution for this gargantuan task. Voice technology cuts down the time your team spends on administrative tasks, like data entry and gives them more time to track down and close a sale. Arm your team with an efficient and reliable voice-to-CRM services. Hey DAN is an advanced voice-to-CRM solution with a unique combination of technology and intelligence that is both fast and efficient. The sales rep just needs to speak into their devices and let Hey DAN do the rest.

Voice-to-CRM and the Pharma Sales Pipeline

Keeping your pipeline busy

With so much sales to be closed in the pharma industry, your pipeline should always be growing – voice-to-CRM ensures just that. Quickly access customer data and know exactly when a sale is closed – and reload your pipeline instantly.

CRM systems ultimately aim to improve sales performance by streamlining its processes.

The art of the follow-up

Easily recognize which client needs a follow-up and create schedules that work. Voice-to-CRM gives you better leverage of your time plus getting  up front information already in your CRM by the time you are ready to work on it.

This gives you more time to do what you do best, nurture those leads and close.

Pharmaceutical clients should be handled with precision thus understanding their schedules and interacting at the right moment increases the chance of making the sale.

Laser focus

One benefit of having an intelligent voice-to-CRM system is the amount of time you save – which can then be repurposed for sales activities. Reps will have more time to focus on selling by freeing them from data input duties. All the freed up time can be used creatively to get a bigger slice of that pharma pie.

You will not believe how diverse accounts would be and each will have its own strategy to close. Getting all your points in line fast and efficient will give you that edge in closing that sale from your competition.

The sheer size of the pharma industry cannot be taken lightly. Taking advantage of the latest trends in CRM technology will at least give you a chance to keep abreast with your competitors. Get with the times and take advantage of what technology and services available to you to be able to perform better in the highly competitive pharma industry.

The Information Gold Rush

When you hear the word “mining”, the mind often conjures images of people in hard hats and carts filled with ore under a hot dimly-lit mine. It’s a cumbersome, yet rewarding process that involves a lot of digging and sifting, and digging, and extracting and dig… – you get the picture. Data mining shares a lot of similarities, but instead of tunneling through a mountain or burrowing beneath the ground, analysts excavate and examine heaps of information stored in data warehouses and process it into meaningful reports for the end-user, like sales teams and managers.

The Process: A Quick Run-Through

Data mining starts with identifying data source. Let’s take your CRM database as an example. The information is housed in a data warehouse, which could be a local server or a cloud-based solution. This raw data is then organized and run for analysis to search for different patterns like purchasing behavior, web searches, social media interactions and so forth. The output is refined through a series of rule revisions and data queries – similar to processing ore in traditional mining – until the data analyst uncovers the outcome he is looking for. From there, the sales team or managers can formulate a plan of action based on the interpretation of the findings.

Get with the program

So you want to integrate data mining into your system. It’s not as difficult as it may seem. You need not look any further than your current CRM. Most popular CRM packages offer data mining add-ons or may have third party solutions already developed for it. You may be pleasantly surprised that the feature you’ve been wanting to add existed all along, right under the hood of your current system.  Hubspot is a perfect CRM system that enables you to perform data mining capabilities with partners that are quite experienced and capable. With evolving  This ensures that your system grows in tandem with the needs of your business, so you wouldn’t need to make a drastic shift to another platform.

Conclusion

When implemented correctly, data mining capabilities can effectively move your business forward to the next level. That is why covering all the bases with a solid program is the next logical step to any growing operation. The insight gained from data mining can be tremendous for your business. It can save you money on costs, increase your ROI, and most importantly, keep those smiles stuck on your customers faces. After all, a deep knowledge of your client base will do your business no harm – you just have to keep on digging.

Increasing Sales Performance with Voice to CRM

Efficiency and accuracy – two qualities that any manager would want for their sales team and also from their CRM system. With Voice to CRM, you can increase the efficiency of your sales team while virtually eliminating mistakes during the data entry phase. This translates to more opportunities and better client relations which in turn increases sales performance.

Voice to CRM boosts your sales rep’s productivity by removing the tedious administrative task of typing in customer details. By cutting this out, you could gain anywhere from 2 to 6 hours a week. Multiply that by your number of agents, and you’ve just created an abundance of valuable time. This can be repurposed to generate more opportunities, do more sales activities or close more clients. It’s pretty basic. After each meeting, they need only to speak the specifics into their devices and it’s off to the next. The data will then be parsed and will meaningfully populate their CRM system. No drop-downs, no buttons, no frills. Just pure simplicity.

Without a Voice to CRM system, sales reps would either scribble down notes, or worse, try to remember all the important details from each meeting they took that day, which often times number in the dozens. Handling valuable information in this manner will most certainly produce costly mistakes down the line, especially during the data entry phase. Imagine having to manually enter all the data that you committed to memory or extracting important details from your hastily scribbled notes at the end of each day. How about having to collate all this information and performing the bland administrative task of inputting them after each week – that’s a lot of time and effort to put in for something that can be rendered non-existent by Voice to CRM. What’s more, this also leaves them wide open to commit critical errors that can badly hurt the relationships they painstakingly built with their clients. Voice to CRM fixes all of that. When your sales reps use Voice to CRM, they effectively save all pertinent data in real-time. This virtually eliminates those instances that they may forget some useful nugget or make a clerical mistake from trying to remember all the information they collected from the numerous clients they interact with each day.

The best kind of data are the correct ones and Voice to CRM ensures that valuable client info is fed to your system with utmost precision. By utilizing a unique combination of technology and intelligence, Voice to CRM produces spot-on data captures. And the best part is that it only takes 30 seconds on the average to dictate the information, then all the work is done in the background – quickly and accurately.

With its simplicity and ease-of-use, Voice to CRM will prove to be a boon to your business. By spending lesser time on data entry and having a clean, accurate database, your agents gain more time to dedicate on sales and not worry about pulling the wrong information on a client. This creates a happier sales team which leads to a natural increase in sales performance.

CRM Adoption: Challenges and Workarounds

There are many issues that can bog down your CRM adoption program. Here are some of the most common problems and some suggestions to remedy the situation:

Change

People are resistant to it; no one can escape it; and everybody will concur that it’s a good thing when deep inside they are terrified by it. Truth of the matter is; people are generally put-off by the idea of change. We get pretty disoriented outside our comfort zones. We tend to get so used to things the way they are not realizing that we’re missing out on a lot of good stuff.

Statistics show that 32% of sales people spend an hour a day typing away on their computers doing data entry tasks. Drive this point home. CRM systems can save them all that valuable time. Now isn’t that a change that they might be interested in?

Intimidation

Sometimes, we may be open to change but feel that it’s too much or too soon. CRM systems can be a frightening proposition for the uninitiated. These systems can be pretty intimidating for first time adopters whose organizational arsenal is a spreadsheet, some sticky-notes and the back of a napkin. Statistics show that 1 out of 5 reps don’t even know what a CRM is. Ween out those bad habits by demonstrating what the system can do for them.

Get them cozy with it by providing adequate training. Don’t overfeed them once and leave them to figure it out for themselves. Turn this into an ongoing process. Finally, don’t forget to make these sessions fun and interesting.

This system in not right for me

The usual complaint you hear from your sales people is that, the system is clunky, difficult, confusing or generally not worth the time to use. This can be a deal breaker because you WANT them to use it.

There are a ton of options out there, so be sure to configure a system that’s just right for your team. Make it easy to use. Don’t go crazy and put everything in it. It’s nice to have all the bells and whistles but not to the point that it becomes a distraction and hinders adoption to your system. Ask for their input on the features they’d want. This will save you valuable time and money.

If you feel apprehensive, why not test drive a free CRM solution? There are numerous options available and some of them are actually not half-bad. Hubspot trumpets its product as “The Free CRM with Something for Everyone”. It’s got features that are useful for a variety of roles; from managers, to sales reps and even business owners. And if the time comes that you feel the need for additional features, you can add modules and customize your system. It’s a great way to get your feet wet before you make that final leap.

Conclusion

CRM Adoption is a daunting task that needs significant investment in time, money and effort. Take a while to study the situation and familiarize yourself before jumping into a decision you may regret. A successful adoption almost guarantees a boost in sales performance, that alone makes all the trouble worthwhile.

Better data – Better insights to closing a sale


Ten years ago, BBM (Blackberry Messenger) was the weapon of choice, MySpace was (sort of) what Facebook is today and binge-watching TV shows could only exist in your dreams unless you planned ahead and recorded your shows on the daily. Today, BBM is all but gone, MySpace is a shell of its former self and on-demand video content has become the norm rather than the exception. Interesting how there have been so many advances in critical and non-critical areas of life, but for your sales team, taking down meeting notes is still a drudgery to perform, yet remains an integral part of the sales process.

Meeting notes are the vital details exchanged and gained during a client meeting. The information is used to gain customer insight, to plan for activities and improve sales performance. Today’s CRM systems are so sophisticated that the amount of detailed information they contain is mind blowing. To populate this, sales agents would have to take down client notes after each meeting and then manually input the information into their CRM systems.

There are times that sales reps are so busy that they skip note taking altogether and commit the details to memory. With the sheer volume of meetings they attend per day, keeping track of all the nitty gritty becomes a daunting task. Enter Hey DAN – a Voice to CRM service that does just that. No more jotting down on paper or risky mental notes. All it takes is 30 seconds, and it’s done. Accurate CRM entries are achieved with a unique combination of intelligence and technology. Sales reps just need to dictate the information into their mobile devices after each meeting – when it is still fresh in their memory, and Hey DAN does the rest. CRM entries are meaningfully and precisely populated so you don’t have to worry about pulling up incorrect information.

Now that your data is well organized and your CRM is set up, planning the next steps is a breeze. Easily find contact information, like social media accounts and store addresses. Track interactions with potential customers and convert them into leads for prospective sales. Access client email addresses to send proposals, quotations, or promotional materials. Most importantly, with a complete database, you can now get routine (daily, weekly, monthly, etc.) summary reports like sales figures, sales performance and the like. You can also generate a forecast or make a detailed analysis based on the saved data.

In today’s world, information is paramount. Having the correct data at your fingertips may spell the difference between closing a sale or losing a customer. Take full advantage of the information from your CRM system. Experience what Voice to CRM can do for your business today.

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.

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.

The Biggest Challenges Faced by Sales Teams and How to Solve Them

Any business will tell you that the very hard working heart of any successful business venture is the sales team. These, after all, are the frontliners who sortie out into the world to convert interested parties into buying parties. That being said, it’s also one of the most challenging teams anyone can ever be on. Is it any wonder why they have the highest attrition rates of any team in any business?

Key to keeping your sales team happy is to ensure that they have the right tools to get the job done. In order to figure out exactly what they need, you need to understand the challenges that they face. Here are the biggest challenges faced by any sales team—and how you should work to solve them.

Accurate Data Capture

One of the key tasks undertaken by any sales team is lead generation. While social media and email have made this relatively easy to do online, many still swear by the traditional way of doing things: going out there and talking to people. The key to success in any such foray is the ability to accurately capture the details of the person you’re talking to. While simple note taking is often enough for one on one contacts, it can get tedious when there are many potential leads and not enough time.

Many have turned to simple voice recording to get the detail captured easily, you still have to transcribe things later on. This isn’t ideal if you want your sales team to be agile and on their feet. A better solution that’s also quite modern is voice to CRM. This kind of solution takes transcription to a whole new level and allows for integration into a database that is readily managed. This leaves your sales team free to focus on generating quality leads.

Inventory Update

Another aspect of sales that many consider to be very tedious is the management of inventory. The problems are of the same level of intensity whether or not the sales are done online or in person. After all, sales can be a fast and fluid affair at the hands of a skilled salesperson. But this doesn’t excuse the need to be able to accurately manage stock and inventory levels. This is a lot tougher than most people imagine even with a fully equipped sales team. Errors can arise from exhaustion or human factors.

Voice to CRM is again an ideal solution here given that advances in technology have allowed for clearer identification of what’s being said at any given time. Of course, in this application, there’s a need to integrate with those responsible for managing your high value data. The solution then is to go for a provider who can deliver both accuracy and effective integration. This way, the software can capture and record information regarding each sale as it happens.

Administrative Tasks

A final challenge that actually seems at first like a mere inconvenience is the handling of administrative tasks. These include the aforementioned entry of data gathered whether they are from leads or actual sales. They can also include, however, the creation of relevant reports and even management of scheduling. The difficulty here is usually compounded by the need to navigate through a CRM.

Again, if you aren’t leveraging newer voice to CRM technology, you’re potentially losing out on over 60% of productivity that can otherwise go to sales. With an effective solutions provider, you can allow your sales team to essentially do all these things as they talk the talk and walk the walk—with less chance for accuracy and recall errors down the line.

Sales Performance Management

One area where voice-to-CRM truly shines, however, is in sales performance management. The biggest hindrance, after all, to this key component of ensuring that you have a top notch sales is not being able to keep tabs on the key performance indicators of your team. Now, in order for that to happen in a very efficient and effective way, you need to capture data very quickly and with as little error as possible.

This is where leveraging voice-to-CRM gets tricky. You need to ensure that the provider you’re getting has a reliable means to bridge between the data gathering point and your CRM as well as ensure a high degree of accuracy when it comes to sorting the data. Thankfully, this is something that you can ensure with a comprehensive demo call. So, if you’re offered one for free, it’s well worth it to try.

Remember, though that the key is partnering with a reliable provider of modern voice to CRM services. Be very discerning in your choice so you can be sure that you’re getting your money’s worth. A good way to work this out is to sit down with them to talk about the challenges that you yourself have observed. The right provider will steer the conversation towards finding the best solutions for you.