With all the messaging tools and database systems available one would think that there’d be no way to lose touch.  But, with all that said, test yourself, try the following questions!  Evaluate how well you “really”  know your customers.  Consider your top 10 customers as you answer.

1. Do you know when your customer last purchased from you?
2. Can you identify the last meeting or call with your customers – and was there a followup?
3. Do you know how each customer prefers to communicate?
4. Do you know your customers last announcement about their business?
5. Know the date of their Birthday, Aniversary or other important event? 
6. For new customers (last 12 mos).. Do you know when to send a “It’s been a year… let’s review…” card?
7. How many of your products or services do they currently use daily?
8. Do you know what other vendors are being utilized by your customer?
9. Does your customer have a wish list?
10. If your customer could do anything tomorrow morning, what would they do?

So how did you do?

Could you successfully answer 7 of 10?  If so, you get a “C”!  Remember back when you were in grade school?  70% was a C grade or average.  Below 7 and you are heading for trouble… need assistance… could put a little more effort into the work.  If you answered 8-10, you are doing well, but “can improve” is always appropriate for successful businesses.

If you wish to excel in your customers eyes, you must be an “A” player.

Really knowing the answers to the questions have one thing in common, a good CRM system.  If you don’t have a CRM system or yours doesn’t help you answer these questions, then it might be the time to acquire or change the system.  With a properly chosen, configured and installed CRM system you will easily know the answers to these questions.  Knowing the answers will allow and assist with business excellence and growth.

Besides having a CRM system available, it’s key that you and your team utilize the CRM system as habit and norm, not as duplicated efforts. After all, a great system that is a pain or not regularly used will provide you with no benefit.

A properly configured CRM system assists you in monitoring ONLY the information you need on a regular basis while in addition providing the social stream information that allows you to know the customer.  In best practice, the social stream is available for  prospects and customers, vendors and employees. With a social stream integration, that social stream is available for your analysis and use.

TeamAutomation provides guidance choosing and implementing CRM systems. Design, implementation and training are key services provided by a certified team.  Call 805.522.3875 or email info@teamautomation.com for more information

I continually think (and am told), gotta get on the phone, gotta get on the phone, no progress being made!

And I realized, times have really changed. 3-4 years ago we judged our day and successes on how many calls were received, how many calls were placed, who did we talk to?

Yet today, how different it is with email! Using it as a crutch in sales, definite negative. But responding to customer needs and questions…. sure seems like email is now the preference. Phone calls coming in have dropped considerably and I stop and think – DANGER! But is it? Or is it the “new way”?

Personally I have 3 quotes in process today, received 2 new business opportunities, and started a potential project/collaboration. ALL via email at the preference of the clients. They are as busy as I am and don’t have time to “gab”. We are at our desks, on our phones, on our iPads or laptops continually… and we just “get it done” and can move on.

While it can become a crutch, it also can be a sign that you are already communicating well via your marketing efforts, customer service responses, and yes even your sales pitches and many people prefer that method.

So ask yourself, Why Doesn’t the Phone Ring Any More?

The answer may not be as negative as you think!

If it is, then it may be time to start building your marketing efforts and customer service feedback to your clients.

Let us help. Contact us today.

What does this mean to you?

• Solving customer facing problems?
• Meeting customer expectations?
• Communicating with customers over the web?

Social CRM can be overwhelming to new users, but once you learn to utilize social network tools such as Nimble, you will find the Social river will provide new leads and new partnerships.

Wondering how this is possible?

What if you could read what the potential customer is looking for, such as the following?

• What is this potential client trying to achieve?
• What do they expect from the company they work with?

Being able to read what your customer wants can help you close sales faster. Rules and guidelines should be placed with your team so that they understand what can be used and what can be discussed publicly in the social channel and forums. Its important to give guidelines about which sites your employees should frequent.  Better yet, be clear on the type of sites you do not want your message posted to.

TeamAutomation uses the social media stream to assist with creation of a favored business atmosphere and to extend client, customer and vendor relationships. We look to these channels and forums to help us build relationships beneficial to not only TeamAutomation but in favor of our clients needs.

Using Nimble helps manage social and business contacts to build customer relationships. Nimble as a social media tool can turn casual contacts and social connections into business leads and sales opportunities. Nimble enables users to efficiently manage e-mail, social conversations, marketing and sales leads. It can assist in management of the sales pipelines by tracking the deals, probabilities, action items, follow-ups and other conversations.

Try Nimble FREE today as a single user and experience how it can change your business operation and profits!

All of us at TeamAutomation want to wish our valued clients a happy and profitable New Year. The last few years have been challenging for many businesses, and we at TeamAutomation have continued to add products and expertise to help your business grow and expand in 2012 and beyond.

TeamAutomation was founded in 1989. Since that time, we’ve seen CRM, helpdesk and customer service products evolve from strictly “on-premise” products (on your computer and servers), to complete “in the cloud” products (SaaS – Software as a Service on the internet). There’s something for all business models, with most focused on reducing costs while increasing productivity.

Through the years, we’ve assisted our clients and partners by keeping up-to-date with the expanding technologies and capabilities being offered. We’ve been able to provide some of the best “on-premise” and “in the cloud” products. We are proud to announce our newest partnership with industry leader SugarCRM. We can now provide our clients with both choices (“on-premise” and “in the cloud”) within the same product. We’ve watched, monitored and tested this product over the last few years, and found it to be an excellent product.

We’re proud to represent SugarCRM, Zoho, RedHorse CRM, Nimble, vTiger, QuoteWerks, TeleSupport HelpDesk and a number of other business automation services. Although we are no longer a FrontRange/GoldMine Sales Partner, we continue to service those who utilize GoldMine products through Version 8.x.

The CRM and business automation products world has changed dramatically in the last few years. If you have not reviewed your operations from a software and internal systems viewpoint recently, we may be able to help you save money and increase functionality for greater profits. We also offer consultation services to help you use your existing software and systems more effectively. Give us a call or e-mail, and we’ll set up a review with you.

Here’s to a New Year full of peace and prosperity for you, your employees and your families.

• 2-Way Contact Syncing- GSEngine can synchronize contacts two ways: from RedHorse to Gmail and from Gmail to RedHorse.
• 2-Way Calendar Syncing- GSEngine can synchronize appointments and activities two ways: from RedHorse to Gmail and from Gmail it RedHorse,
• 1-Way Email Syncing- GSEngine can synchronize emails one way from Gmail to RedHorse.
One thing I cannot stand with these new applications and software are when you sync your contacts, everything is either doubled and your precious memory depletes or you have to manually go into your android or Apple device and change all your contacts individually to make it the perfect way you prefer your contacts. With Google sync this is all done for you with just a few customizable settings.

Just to name a few of these features:

• Gmail contacts can be updated with the contact information from RedHorse when a match is found.
• RedHorse can be updated with the contact information from Gmail when a match is found.
• The calendar allows you to approve a setting that will allow you to choose what kind of event you will have such as an appointment or call.
• Allows the user to place an event in the calendar in a priority type-setting such as urgent.

I’m a very organized person but with contacts and calendar events I have a hard time keeping it all in one place. I have some in my phone, in my email, in a calendar book, etc.  With Gmail sync it will automatically link everything to my phone and computer. A couple of clicks and BOOM everything is in an organized fashion.

With e-mail it’s the same. I like having my mail sent to me quickly. I use internet so much that I get constant e-mails. It needs to be organized and easy to understand for me to enjoy it. Having your inbox up-to-date no matter where you are or what you’re doing means I can choose whether it’s important to read while I’m involved in something else or can be left until later, but I know that it is always there waiting for me to choose an option. Sync works with your phone’s native email application so there’s no additional software needed.

With this amazing option I now won’t have 3 different applications ringing me incessantly telling me I received one email. The BEST part of this new application? Google Sync allows you to sync just your contacts, calendar, or Gmail, or any combination of the three. Don’t need one of them? Then customize to include just two or even only one!

You can’t go wrong with the RedHorse Gmail sync feature – included with RedHorse CRM.

Give it a try

Contact TeamAutomation for more information, I did.

How many times have you reviewed your pipeline and thought – what is happening?? They just drop and don’t build lately.  I don’t get it!!

Well, I started asking myself just that after reading a very short sales book recently and it is working for me! 

Cold Calling Techniques That Really Work by Stephan Schiffman. 

Simple, short, but very accurate!  A couple hours of reading time.  

While I don’t do a lot of cold calling in my position the one thing this book did make me realize is the above “What is going to be different about tomorrow?”   And I’ve been reciting that to myself every day since.  Nothing I didn’t already know…. but how many days go by in a salesperson’s role where we “think” we are being productive, we “think” we are making progress, only to find…. What did we do to build the pipeline yesterday?  And WHAT will we go after tomorrow “again”.

Take this simple test over the next 2-4 weeks and you’ll be surprised.  At the end of each day, “what did I do today that will give me a potential tomorrow”.  At the beginning of each day “what will I do today to meet JUST today’s goal” ?

Rather than thinking of it in closing the next sale (which of course we all want!), think of it more in the simpler terms:

Send 1 quote
or
Do 1 presentation
or
Close 1 Sale 
****** PER DAY *****

Now hopefully we will all do more than that, but if not… simple works!   At the end of the day, a bit of fullfillment, at the beginning of the day, a goal and plan, and soon the pipeline builds again.

Often our only goal is to close a sale, but nurturing, proposing, presenting are all key aspects to reach that final goal.  

Need to increase sales?   Try it 1 day at a time… 1 quote or 1 presentation or 1 sale per day. 

SIMPLE SELLS!

If you’d like some other quick pointers and/or someone to discuss recreating your sales processes and efforts, contact us. 

TeamAutomation
http://www.TeamAutomation.com | Twitter
Growing Businesses with Data Management & Process Expertise
Offering a Full Suite of Cloud Based & On-Premise CRM Solutions! 
RedHorse CRM | ZOHO CRM  l TeamScope CRM l vtiger CRM    

At those times I take a “back away for a bit” approach.  Even though that approach annoys those in my organization, my frustration and annoyed attitude seems worse than backing away.

As I back away, I review what my options are and normally find myself back reading and practicing the Getting Things Done (GTD) methodology. A great book and philosophy by David Allen.

I have used this methodology for organizing my workload and those around me – even though that part can be as hard as pulling your own teeth.  As I restart and make it obvious,  those around me notice and get a bit miffed at my rigid attitude but I believe in the long-run they’d agree that the benefits outweigh any un-pleasantness.

GTD essentially comes down to “get it together” (Collect as David Allen puts it), “make sense of it” (Process as Mr. Allen states), “get it sorted out” (Organize), “check it out regularly” (Review) and of course DO IT!  For short I just remember CPORD….

Getting it together means exactly what it says, not some minimal version, a MAXIMUM version of it.  Leave no stone unturned!  Gather all of your “stuff” into one place, be that an inbox or a cardboard box…. it is critical to get it ALL into one place.  This can take minutes to hours, yes the 1st time will likely be an hour or even more.  You will gather notes, documents, letters, brochures, file folders, hanging folders, things behind doors, in the car, in the trunk, VIRTUALLY EVERYTHING.  No cheating here!

Now the fun begins…. You get to trash a bunch of it, handle some of it, and finally delegate or schedule NEXT ACTIONS.

If you are tired of drowning in “things to do”, I’d appreciate the opportunity to discuss how we might assist you in clearing your head and maximizing your efforts to success.  Success being the ability and reality of growing your business while maintaining a healthy life style.

We can assist you with the GTD processing and then the tools and methodology adoption in your environment.  Note that YOU must adopt first and then we can assist you with the team adoption.

Contact us for additional information.

Now comes the hard part, what is the proper “Tweet” etiquette and how much is too much?  Being very different than a Facebook status “Off to watch the game – go Broncos” periodically, Twitter is intended for those quick messages that will be beneficial to others and interesting enough to gain followers.  Or is it?

Trying to determine what to tweet, how often to tweet, and finding new people to follow has been the most difficult thus far!  Last thing a new member of Twitter wants to do is look like a twit!

Thought I had it down, retweet interesting tidbits, provide quick links to key articles in your industry or area of interest, promote positives like companies you have just experienced a great customer service interaction with…

But now, I see many people do tweet where they are, what they are doing, more personalized.  So how DO we know what to tweet and not to tweet?  THAT is the question…

Did a bit of research today and found a very helpful article http://www.pcworld.com/article/169137/twitter_etiquette_how_to_tweet_politely.html that seems to sum it up well.

Learning a new social media tool or app can sometimes be frustrating, but there are people and companies out there to give advise.  Simply need to find the right one!

Contact us for assistance with developing a method or direction for beginning Tweeting in your organization.

Happy Tweeting!

#teamautomation #tweet

Just this week, I experienced this frustration -  I am an avid “note taker” during the day on my laptop,  so I utilize notepad.   How many times have I lost a note when the system shutdown unexpectedly?  How many times did I save OVER untitled, only to find I lost other info I needed?  But yet, that is the “easy” way to take notes!

As a salesperson, VERY detrimental.  What DID we talk about?

But late Friday that all changed.  After not being able to find info quickly during a 3 person telecon on Thursday, I became the person who seemed to be “lost”.   I wasn’t lost, my notes were!  Somewhere within 19 notepad entries all over my desktop for the day,  I had to hunt through quickly for the info, and could not find it fast enough, so to others I appeared to be “lost”.  EMBARRASSING!

Solution:  Microsoft Office ONE NOTE!!!  What an awesome tool and most likely on your system right now with Office 2007.

Type in notes within one click (or Windows N key sequence) of the application from the desktop shortcut, enter your quick note and it saves whether you remember to or not!   Later you can organize those notes into various folders, capture a graphic from the screen (Windows S key sequence), grab a photo portion, so many things in a simple tool!  Or simply delete as an unneeded note.  But YOU can decide later.  No “save as”, naming, filing location, etc.  It saves as you go!  You simply close it and move on.

Check it out!!!!   Microsoft ONE NOTE will also schedule a task or appointment into Outlook if you wish.  Off to read more of the tutorial on this great new tool…. Imagine how powerful I can be if I know how to use it even better.

P.S.  I’m typing this into ONE NOTE as I don’t want to lose the thought later and now I know I won’t!

For more information on this and other handy tools to utilize in your sales day Contact Us.

Take for instance the business man who’s tired of working and the hustle/bustle. Business isn’t as strong as it used to be. It’s time! A new direction is needed. And this time, one that he will enjoy and will take his business to the next stage. And if he doesn’t do it, NO ONE WILL!

So he buys a yacht, determines himself the Captain (CEO), and 100 people (Customers) pay to join in on a “FUN” trip to a luxurious island!

He can’t wait for the FUN to begin. He knows he needs some strong assistants (Team) so he doesn’t have to do the day-to-day in his new mode. His job is merely to get to their destination and figure out the next $$ venture, so he brings on his trusted crew and makes his goals clear. One crew member’s primary responsibility will be to STEER the yacht (Support), the other will continually pace the yacht (Operations) and make sure there are NO holes that will let water in and will keep the voyagers (Customers) safe, calm them when concerned (Customer Service) and sell them new services such as fun events onboard, drinks,& extras (Sales)! If those holes are not plugged to keep those customers safe & new sales made, NO ONE would be safe, current or future, including the Team. (#1 – No sales, no customer service, no customers!)

So the Captain gets the guarantee from his trusted crew that they will be there to support him. They agree fully and everyone is very excited about the trip and the Captain collects the money from the voyagers!

Off they go … all is great!

They are out on their second day of their journey and the Captain sees a nearby island and says “I bet if I go over there, I can get more people to join us!!! (Business Builder)”

“But Captain, says the crew member, the seas are getting a little rough and I’m not sure I can steer it well enough alone for the tours! What if we get into trouble? And all these people depend on us?!”

“And Captain, I’m seeing quite a few holes popping up and I’m having trouble keeping them all plugged alone, drinks & food are late, and voyagers are starting to complain! And all these people depend on us?!”

“Well, I told you I didn’t want to do those tasks anymore. But I can see more people interested over there and that’s MY job now! In fact, I may just buy a coconut orchard and we’ll harvest coconuts next, everyone near the islands needs coconuts!! I cannot and will not do those tasks, I must find more for our next voyage and new ideas. You agreed, make it happen!”

So off he goes in the motor boat and has a great time on the island for the day and evening, pushing for new voyagers $$ and roaming thru coconut orchards dreaming of new ways. And slowly returns to the yacht… which appears to be slightly tilted.

Crew member 1: “So where are all the new people you were getting? And can you please help?? I can’t hold this wheel much longer, the seas are rough!! I have been extremely seasick all day and I MUST rest.”

Crew member 2: “And the water is starting to really pour in through some of these holes, I can’t plug them fast enough alone! I need your help”

“We know it’s our job and we are committed, but we need to rest just a bit and then get back to it and help you to succeed as planned. We nor YOU planned on rough seas!!”

Captain: “Couldn’t get them to sign up so fast but I’m going back and will sign some up over pina coladas and the big island party! But MANY were interested and I’m buying them all drinks! And there are LOADS of coconut trees, I might even add banana trees to the list!! Journey on!

And off he goes the next day….

The seas get rougher and rougher, the crew member can no longer hold onto the wheel, water is pouring into the floor boards… so the two members shift responsibilities throughout the day and evening and try to hold on as tight as they can as the voyagers are REALLY upset! Together it is now their responsibility to keep the yacht sailing. The night goes on and they shift back and forth as best possible, trying to keep it afloat.

The ship slowly begins to sink…. Voyagers are rescued by competitive yachts providing the same service and they demand that WILL get their money back…. blaming “the crew”. But the crew.. stays with the ship until the end and slowly and sadly it goes down.

The Captain looks back from the island and sees his yacht sinking, how could they let him down?!?!

He thinks: If he had only helped a bit, maybe it could have been avoided? If he had steered for a short time, relieving the crew member, if he had plugged a few holes himself, maybe they could have been strong enough as a TEAM to bring back new voyagers and kept the current ones safe and happy as well!! His crew tried, but did they have the backup they needed in the storm? It would have been great to start the coconut harvest… or was it banana? Actually, sand globes might be great.. There’s lots of sand!

Moral of the Story: In business, the job tasks may change, but the RESPONSIBILITY never does. Leadership counts, every team member counts, and you are only as weak as your weakest link. What is your weakest link and what is your leadership plan in the event of a storm?

Management Consulting - Contact us today