Building material trading company boost Sales by CRM
Pain Point
- The sales process of building materials projects are typically very long, sometimes more than two years. The long selling process makes tracking of deals very hard, as the deals are large in size, client want to make sure every deal is on track.
- Quotation process is complicated and many quotes may be involved in a single deal- When expanding into B2C segment, they need a systematic sales system to handle larger number of deals
- Commission calculation process is troublesome and time consuming
Solutions
- Implement a price control and approval system, product price is controlled centrally with multiple price books for different situations.
- Implement a two-type sales process and treat large deals and small deals differently
- For large deal, it can further break down into small sales process to trace the deals more effectively
- Implement commission calculation system
Impacts
- Reduce quotation effort with less human errors
- Increase win rate
- Reduce human resources effort for commission handling
Factory enhance sales and repeat purchase by CRM
Pain Point
- The factory has a large number of customers, it is very difficult and require huge resources to maintain a good relationship with them
- The account ownership structure is confusing and further increases the burden of salesman
- The price calculation is complicated, salesman cannot provide a timely and accurate price to customers
Solutions
- Develop an activity management system to monitor the on going contacts with customer.
- Set up customer activity KPIs to make sure every customer is well managed
- Set up account ownership privacy sharing system to enhance efficiency of salesman
- Implement price calculation system and pricing approval process
Impacts
- Efficiency of sales team is greatly enhanced, sales turnover per salesman increased
- Enhanced business visibility in sales, pipeline, forecasting, pricing control
Investment company streamline operation by CRM
Pain Point
- The procedure for setting up funds is very complicated and involves many stages, it is hard to keep track of the milestones of funding set up.
- Investor may invest in lots of different funds / assets, it is time consuming to summarize all investments of investors
- Hard to keep track of investors looking for funds and fund manager want to create funds
Solutions
- Implement process flow for setting up funds and set up various check points
- Set up KYC process control to enhance customer service
- implement 360 degree view of customer information and investment portfolio
Impacts
- Enhance investor acquisition and retention
- Single view of funds and investors' portfolio
Retail company enhance customer loyalty and repeat purchase by CRM
Pain Point
- Client does not have a regular touch point with her customers and lack of understanding with them
- Currently client does not have an effective way to increase repeated purchase from customers
Solutions
- Implement marketing automation tools which records the foot prints of customers, and integrate with offline purchase and online store purchases to build a 360 degrees customer profile
- Develop email marketing journey to engage repeated purchase
Impacts
- Developed an in depth understanding of customer
- Enhance upsell and repurchase of customer
IT company enhance sales and operation by CRM
Pain Point
- The sales process of IT projects are very long, as number of opportunities in pipeline increases, precise tracking of opportunities is very hard.
- Client invests in Google AdWords but lead quality generated is bad
- It is hard to justify the cost of project quoted by Sales
- Client want to enhance customer support quality
Solutions
- Set up standardized sales process to enhance sales visibility
- Break down of sales process into and presales and sales process. Cost of project is controlled by project manager rather sales
- Synchronize conversion data from Salesforce to Google AdWords to trigger smart bidding and enhance lead quality
- Implement support ticket system to keep track of support quality
Impacts
- Increase number of leads and lead quality
- Enhance win rate of sales deals and cost control
- Improve customer support quality
