CRM
Please correct the following as it should be written in the CRM:
First Name: john
Last Name: smith
Job Title: finance manager
Capital Letters for Names and Job Titles
First Name: John
Last Name: Smith
Job Title: Finance Manager
What does ERP stand for?
Enterprise Resource Planning
Karen: Hamza is in a meeting for the rest of the day.
When is the best time to call back?
Would tomorrow morning be better?
Do you happen to have his direct line so I can reach him first thing tomorrow morning? I need to get this report over to him by the end of the week.
TRUE OR FALSE: Sydney is the capital of Australia
FALSE: Canberra
Correct these emails as they should be written in the CRM:
Hajar@bnzsa.com
Franklin.Edwards@nesquick.com
Emails are all lowercase.
hajar@bnzsa.com
franklin.edwards@nesquick.com
TRUE OR FALSE: NetSuite is just accounting software.
FALSE - NetSuite is business management software for ALL parts of the business. With modules from Finance, HR, CRM/Sales, Supply Chain, Procurement and more!
PROSPECT: I'm kind of a decision maker.
What's the next question you ask?
Dig for more detail to get a clear YES
Examples:
Kind of! *Giggle* I'm sure as the finance manager you influence the decisions in the event of accounting software evaluation, correct?
Oh I see, so when you are evaluating your systems, you are ONE of the people taking part in the decision making process amongst your fellow colleagues, correct?
TRUE OR FALSE: Koalas drink water
FALSE: They survive off of eucalyptus leaves.
You want to see ONLY NoValue contacts with finance in their job title, how do you do this on the CRM?
I) Open Contact Level
II) Open Advanced Filter
III) Filter by NoValue and %Finance%
DEFINE - What does it mean to evaluate your business management software?
Summary - To analyse current systems and decide if there can be any improvement.
Prospect: Hello this is Jane.
Rocker: Oh hi Jane, this is Ikram.
Prospect: HANGS UP
What do you do?
Call back!
Which person on the team studies economics and is the middle child of their family?
Soumaya!
Why can looking at your closed positives be helpful with your prospecting?
This way we can identify trends! If you notice most of your leads are in Manufacturing or with Finance managers for example, follow the trend to see if you have more joy!
What does a financial controller do?
"A financial controller essentially is a company's lead accountant. They oversee accounting activities and ensure that ledgers accurately reflect money coming in and out of the company"
What are some good ways to organize your calling strategy?
Focus on certain job titles
Try at different times
Focus on certain industries
Call As during power hour and Cs in quieter hours
Which team member especially loves to cook/bake?
Hajar!
"Treasurer, Finance Manager, Controller, Finance Director"
A prospect says that they do not have any business management software in place.
You ask if they have a CRM or any accounting software at all.
The answer is still no. They do all of your processes manually through excel.
What's a good follow up question?
EXAMPLE:
Oh wow! I understand youre doing everything manually, that must be a lot of excel *giggle*
Hypothetically speaking, would you be evaluating the possibility of implementing any kind of business management software in the next 12-24 months?
Prospect: "Is this a cold call? I hate cold calls! GRRR"
How do you respond?
EXAMPLES
I completely understand my call is a little out of the blue... however all im looking to do is send your over a quick email in case you could find it of value in the future
Which team member can easily zone out, but can also be very very very focused?
Ikram!