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Why do we think that the Maximizer leads module such an important evolution of the platform? In a year that has seen so many changes forced on us, it’s a relief to see some changes are more evolutionary than revolutionary. Sales leaders agree that Post Covid Selling is the correct response to the challenges of driving sales in the new normal. For users of the award-winning Maximizer CRM platform, this year has seen the emergence of key new tools for the new rules.
Basic sales and time management
For as long as anyone can remember, the best and most successful salespeople managed their time in order to manage their sales pipeline. By focussing time and effort in the correct ratios with buyers at different points in the purchase journey, salespeople found they could outperform the competition. Controlling the amount of time they spent.
- Prospecting
- Nurturing
- Pitching
- Closing
- Managing
..for sales became a key skill. Think about your own superstar sales performers. Do they spend time filling their sales pipeline with prospects to prevent the damaging “Feast or Famine” performance roller coaster?
In 2020 we saw many salespeople drain their pipeline, changing their focus to closing existing opportunities, and managing existing customer retention. Now, as we enter the second half of the financial year there is a lack of sales-ready new business opportunities in many sales pipelines.
Maximizer to the rescue!
Maximizer CRM has always provided the tools needed to manage customers and prospects. From the earliest versions, users could divide their address book entries into suspects, prospects, live opportunities and customers. Simple searches and saved lists helped when prioritising activities at each stage of the buyers’ journey.
Over the years Maximizer evolved. Marketing departments took on the generation of sales-ready prospects and the management of ever-larger numbers of suspects. Increasingly they relied on Inbound Marketing tools to fill the very top of the sales funnel. Automation, allows the nurturing of relationships, with an audience of which they knew little beyond what they had clicked
Salespeople focussed on the later stages of the sales process and spending time in face to face meetings with eager buyers. In recent years the idea of salespeople “cold calling” became deeply unfashionable. Time was best spent developing deeper relationships with fewer customers.
In a world that is more socially distanced, and locked down, where buyers inform themselves and make purchases entirely online, Maximizer has evolved.
Focus, Plan, Execute
The Leads module has received a lot of attention in Maximizer 2020. It has rolled out to users on the popular CRM live platform and is available to clients who self-host next time they upgrade. The result is a module that helps users to Focus on buyers at different stages in their buying journey. By moving suspects and early-stage prospects into a separate module, users can focus time and effort free from distraction. Deals that are ready to close, can now be separated from customer management and prospecting, yet scheduled tasks for all can be viewed in one place. So if you know you need to work to fill the top of your sales funnel, there is no chance of being distracted with an update on a current customers support tickets.
The Leads module also improves activity planning and reporting. With simple to configure, and easy to update Processes and Stages. Now you can define key steps to move suspects forward to the point where they become prospects. Navigating through your list of suspects based on how close they are to converting really helps prioritise who to call and when! As you would expect the leads module has all the tools you need to engage with suspects.
Execution of tasks is not the only area where the developers at Maximizer have added functionality. From the simplified user interface to the improved import tools, the leads module gives some interesting insights into possible directions for the rest of the product.
Putting the Maximizer Leads module to work
With so many great new tools and features being delivered as part of a regular product update, it’s important not to miss the benefits that the leads module can deliver. If your Maximizer administrator, or supplier, doesn’t understand why the leads module is so important then speak to one of the team at Collier Pickard. Let us explain, not just the technology, but also where Maximizer leads module fits as a part of your Post-Covid Selling plan.
