Lecture Series 9 - Managing your CRM for Improved ROI Flashcards
1
Q
What is my main goal for this lecture series?
A
- you get a get good job
- be able to discuss CRMs
2
Q
Sales cycle is split into ___ and ____
A
front end and back end
3
Q
What makes up the front end?
A
Lead and Opportunity
4
Q
what makes up the back end?
A
quote and order
5
Q
what system covers the front end?
A
CRM
6
Q
what system covers the back end?
A
ERP
7
Q
when is critical time?
A
opportunity stage
8
Q
Why is the opportunity stage important
A
increases your probability of getting the order
9
Q
why is managing at quote stage bad
A
- reactive
- lower margins
- outside looking in
10
Q
Team Selling =
A
Sharing and leveraging
11
Q
CRM is…
A
Hub for multiple business departments
12
Q
CRM for a competitive edge
A
- S&L customer touchpoints across all departments
- opportunity and project pursuit w/ everyone involved
- success stories for similar applications
- ^^ for parent companies
- sharing won/lost info
- competition knowledge
13
Q
new Load Input
A
new opportunities identified
14
Q
pipeline
A
total open opportunities
15
Q
secret sales formula
A
sales goal = base business + (new load input x hit rate)
