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Get the most out of your crm

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Alan Maites
Alan Maites

Improve the efficiency of your CRM and Marketing Automation. Improve on facts like these: 63% of CRM systems ‘fail to deliver on their original objectives’ Only 31% of CRM users achieve an adoption rate greater than 90% Reps spend on average only 41% of their time actively selling

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Maximize Returns from Your CRM While Improving Efficiency of Your Sales Team 1   10/10/14
THE PROBLEM: 63% of CRM systems ‘fail to deliver on their original objectives’     (Source: Merkle Group study) Only 31% of CRM users achieve an adoption rate greater than 90%     (Source: Accenture CSO Insights study) Reps spend on average only 41% of their time actively selling     (Source: Accenture CSO Insights study)  
REASONS INCLUDE: Adoption issues, such as: •  The human element: paying insufficient attention to user needs/benefits •  Installing in a silo, without adequate specification aligned to business strategy Compliance issues: •  Poor data inputs (a reason and a symptom of failure) •  Poor process definition and feeding of useful information to where it is needed most •  Misuse of analytic capabilities (akin to driving a Ferrari at 10 MPH on the Autobahn)
OUR SOLUTION Everyone who works in sales is after ‘the big fish’ – the monster deal that makes careers, and reputations. CRM systems are the rod and reel to help land that fish, but Radiant 1 offers something else essential to help the salesperson … BAIT
OUR SOLUTION BAIT is our systematic means of turbo-charging your CRM system, giving you better results for new or existing installations. B – Basics A – Adoption I – Interface T – Tools    
BAIT Basics. Basics is all about identification of the gaps between what you intended and what has actually happened with the system. Through our Basic discovery process, we uncover likely blockages or resistors in the system and come up with 'quick fix' solutions that achieve fast improvements. The start of every assignment, Basics gives you a clear identification of process hiccups or pockets of resistance, plus some ideas on how to tackle them.
BAIT Adoption. For some clients, user adoption is a specific goal that is well known before we walk in the door. Certainly for new installations, but also for expansions of CRM systems to new groups, or re-examining how new employees are trained and motivated to use the system. We use proven techniques to not only equip users to get more out of the system, but also motivate them using our 20+ years experience in behavior modification for major brands like FedEx, Verizon, and (other).
BAIT Interface. For both new and existing installations, we provide a service that improves the user experience. We make it more intuitive and attuned to user needs. We can also improve information flow, brand engagement, and even workplace morale - after all, isn't it strange how companies spend countless hours and money fine tuning their website, but completely ignore the opportunity to engage with their employees every day? Our approach to developing branded UI/UX helps companies get the most out of their technology investment.
BAIT Tools. Often a quick fix for an existing system is leveraging new or existing tools to improve system use and data input. One such tool, which comes out of the box and ready to use, is JANE - our 24/7 mobile application that quickly impacts field sales rep usage of the system, improving data input speed & quality while saving reps time between calls. The following slides share a bit more about JANE and how it can be molded into one of your most powerful allies to improve results.
MOBILE IS A CRITICAL COMPONENT Making the mobile application a key component and a relevant business tool that will easily answer the needs and wants of all users of the CRM system. •  Executive Management: Improve quality of data input into the CRM system •  Salespeople: Provide a practical solution that saves time in both gathering and updating customer information
INTRODUCING “How can I help?” “Hello, I’m Jane”
Who is Jane? AND MUCH MORE. All your Salesforce.com tools are accessible through simple voice activation on your mobile device. • Dictate meeting notes • Make calendar updates • Search salesforce.com • Send email or collateral. • Update your accounts, contacts & opportunities
Jane is the world’s first virtual assistant designed specifically for sales reps and managers •  Always  Available   •  Simple  Voice  Or  Text  Interface   •  Takes  Care  Of  Admin  Tasks   •  ‘Knows’  And  Speaks  Sales   •  Frees  Salesperson  Up  To  Sell   •  Data  Updated  In  real  Dme   •  Ready  to  go  ‘out  of  the  box’  for  most   common  tasks   •  CustomizaDon  available  to  suit  your  specific   sales/CRM  system  needs    
LEARN MORE OR SCHEDULE A DEMO Contact Alan Maites amaites@radiant-1.com (312) 492-9333 14  
Thank You. 824 W. Superior Street, Suite 205, Chicago, IL 60642

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Get the most out of your crm

  • 1. Maximize Returns from Your CRM While Improving Efficiency of Your Sales Team 1   10/10/14
  • 2. THE PROBLEM: 63% of CRM systems ‘fail to deliver on their original objectives’     (Source: Merkle Group study) Only 31% of CRM users achieve an adoption rate greater than 90%     (Source: Accenture CSO Insights study) Reps spend on average only 41% of their time actively selling     (Source: Accenture CSO Insights study)  
  • 3. REASONS INCLUDE: Adoption issues, such as: •  The human element: paying insufficient attention to user needs/benefits •  Installing in a silo, without adequate specification aligned to business strategy Compliance issues: •  Poor data inputs (a reason and a symptom of failure) •  Poor process definition and feeding of useful information to where it is needed most •  Misuse of analytic capabilities (akin to driving a Ferrari at 10 MPH on the Autobahn)
  • 4. OUR SOLUTION Everyone who works in sales is after ‘the big fish’ – the monster deal that makes careers, and reputations. CRM systems are the rod and reel to help land that fish, but Radiant 1 offers something else essential to help the salesperson … BAIT
  • 5. OUR SOLUTION BAIT is our systematic means of turbo-charging your CRM system, giving you better results for new or existing installations. B – Basics A – Adoption I – Interface T – Tools    
  • 6. BAIT Basics. Basics is all about identification of the gaps between what you intended and what has actually happened with the system. Through our Basic discovery process, we uncover likely blockages or resistors in the system and come up with 'quick fix' solutions that achieve fast improvements. The start of every assignment, Basics gives you a clear identification of process hiccups or pockets of resistance, plus some ideas on how to tackle them.
  • 7. BAIT Adoption. For some clients, user adoption is a specific goal that is well known before we walk in the door. Certainly for new installations, but also for expansions of CRM systems to new groups, or re-examining how new employees are trained and motivated to use the system. We use proven techniques to not only equip users to get more out of the system, but also motivate them using our 20+ years experience in behavior modification for major brands like FedEx, Verizon, and (other).
  • 8. BAIT Interface. For both new and existing installations, we provide a service that improves the user experience. We make it more intuitive and attuned to user needs. We can also improve information flow, brand engagement, and even workplace morale - after all, isn't it strange how companies spend countless hours and money fine tuning their website, but completely ignore the opportunity to engage with their employees every day? Our approach to developing branded UI/UX helps companies get the most out of their technology investment.
  • 9. BAIT Tools. Often a quick fix for an existing system is leveraging new or existing tools to improve system use and data input. One such tool, which comes out of the box and ready to use, is JANE - our 24/7 mobile application that quickly impacts field sales rep usage of the system, improving data input speed & quality while saving reps time between calls. The following slides share a bit more about JANE and how it can be molded into one of your most powerful allies to improve results.
  • 10. MOBILE IS A CRITICAL COMPONENT Making the mobile application a key component and a relevant business tool that will easily answer the needs and wants of all users of the CRM system. •  Executive Management: Improve quality of data input into the CRM system •  Salespeople: Provide a practical solution that saves time in both gathering and updating customer information
  • 11. INTRODUCING “How can I help?” “Hello, I’m Jane”
  • 12. Who is Jane? AND MUCH MORE. All your Salesforce.com tools are accessible through simple voice activation on your mobile device. • Dictate meeting notes • Make calendar updates • Search salesforce.com • Send email or collateral. • Update your accounts, contacts & opportunities
  • 13. Jane is the world’s first virtual assistant designed specifically for sales reps and managers •  Always  Available   •  Simple  Voice  Or  Text  Interface   •  Takes  Care  Of  Admin  Tasks   •  ‘Knows’  And  Speaks  Sales   •  Frees  Salesperson  Up  To  Sell   •  Data  Updated  In  real  Dme   •  Ready  to  go  ‘out  of  the  box’  for  most   common  tasks   •  CustomizaDon  available  to  suit  your  specific   sales/CRM  system  needs    
  • 14. LEARN MORE OR SCHEDULE A DEMO Contact Alan Maites amaites@radiant-1.com (312) 492-9333 14  
  • 15. Thank You. 824 W. Superior Street, Suite 205, Chicago, IL 60642