This is the 2nd article in a series of three articles that looks at how Maximizer CRM is used as a sales tool. The first article discussed how Maximizer CRM functions in client acquisition and in this one, I will talk about Client Development.
Once a lead has been generated and processed it becomes an opportunity. Businesses need an effective method of tracking opportunities through the stages. From initial calls and meetings to the supplying of quotations, Maximizer CRM is a powerful tool that allows your sales team to remain on top of the prospect as they drive the process to the subsequent sale.
User Defined Fields (UDFs)
I often describe Maximizer as a beautiful piece of wet clay that can be moulded around a businesses people and processes. An unlimited number of UDFs can be created and configured allowing the company to profile information according to their business functions. UDFs can be alphanumeric, numeric, a date range, formulae or pick-list orientated and are configurable in the address book, opportunity management and customer service cases sections of Maximizer.
The Address Book
Maximizer CRM is very good at understanding the difference between a company and the contacts associated with that company. This means that you can have multiple contacts stored against a company within Maximizer. Depending on the nature of the company, they may have several sites/offices, Maximizer allows for the input of multiple addresses at a company level, each contact added can then be pinned to the address that relates to the site/office they work at. With a host of out-of-the-box fields and the ability to create UDFs, the address book in Maximizer ensures that you only require one tool for storing the information of your clients.
Opportunity Management
The effective tracking of opportunities is vital for client development and increasing the close rates of sales. The opportunity management module in Maximizer allows sales teams to efficiently manage the sales process. Using the power of UDFs, opportunities can be configured to seamlessly operate within a sales pipeline. Multiple processes can be shaped depending on the types of products/services that are being sold and these processes can be monitored through stages as the sales team moves from establishing contact to the delivery of a quotation. Capturing important information like potential revenue allows the business to accurately forecast sales, dashboards can be configured to display information such as potential revenue at a certain stage or total revenue by sales team.
Where to next?
Client Development is no easy task, clients need to be nurtured and understood. The right CRM tool understands this and will empower a business to not only capture and safeguard critical information but also to monitor internal process like opportunities, to ensure that each potential or existing client is getting the very best of what the business has to offer. In the final article in this 3-part series, I will discuss how Maximizer CRM supports business through client retention.
If you want to find out more about how CRM can benefit your business, or about CRM in general, feel free to get in touch with one of our consultants or have a read through some more of our articles.
