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CRM Sales Enablement

CRM & Sales Enablement Expertise

Your market and customers are constantly evolving, from both a digital and behavioral point of view. As a company, you must develop and master new technological levers as well as define and adopt efficient business processes.

What is a CRM?

CRM
Definition of a CRM

A CRM (Customer Relationship Management), or customer relationship management, represents all the actions and interactions that a company has with its customers/prospects.

C’est l’outil principal des commerciaux pour le travail de prospection et le suivi des affaires en cours.

Toutes les informations liés au contact, au compte, à la transaction et aux produits y sont renseignées. Depuis une première visite sur votre site internet ou une première rencontre lors d'un événement, jusqu'à la signature d'un devis, en passant par l'envoi d'une proposition commerciale.

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How to use a CRM?

One of the main uses is to monitor your business by creating opportunities, attaching business proposals to them and following up with contacts.

Many CRMs also allow you to synchronize your inbox to see the exchanges on the contact, account or opportunity information sheets.

CRM allows you to simplify your appointment scheduling by sharing a link that allows your prospects to reserve a slot in specific areas of your agenda. You can then find out who is viewing your documents and how much time has been spent on each page.

There is no CRM without reporting. Analyze your sales performance and conversion rates by team or individually. Track your sales forecasts at every stage of the cycle. Track the average amount and type of business you do. Finally, organize your work by prioritizing your sales opportunities to be processed according to the estimated closing date.

Successful CRM Adoption

Aligning teams around the business strategy and defining common practices in the use of CRM is key to successful adoption.

To successfully deploy your CRM, several points must be secured:

Your management must be a sponsor so that the CRM is used by all.

The good filling of the data by the sales representatives will allow to obtain reliable reports that will help the company to improve its profitability and to take structuring decisions for the organization and the business.

Finally, the needs of sales representatives must be taken into account to help them gain in productivity. The more complicated the CRM is to use or tedious to inform, the greater the risk of failure.

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What are the advantages of a CRM ?

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Improve your sales results

Manage your entire sales funnel and all your sales leads from one place.

Convert prospects and build customer loyalty while promoting teamwork.

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Increase the productivity of your sales teams

Provide your sales teams with the tools to accelerate your growth.

Automate tasks and reminders to free up time for your salespeople. Record and consolidate calls, emails, and appointments.

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Gain in visibility and optimize your reports

Stay up to date on your sales performance. Define your KPIs and customize your reports for each team

Optimize your sales cycle by monitoring the number of generated leads, their conversion time, and the average order value at each stage of the sales funnel. Provide managers with clear, easy-to-use reports that are updated in real time!

alignement-ventes-marketing-crm
Aligning the sales & marketing teams

Define common goals, in particular in terms of lead generation, database optimization, and the generation of business.

Optimize the sharing of information between your sales and marketing teams. Set up efficient processes to optimize the points of contact for prospects and customers.

Find out more about our CRM & Sales Enablement offer
Markentive-Expertise-CRM-Sales-Enablement

How to set up a CRM?

A CRM system lets you align the various departments of your company around common goals. Backed by a proven methodology, we hold a series of workshops to help you design your sales strategy, model your internal processes, and give life to these processes by configuring your tool.

A CRM system is worthless unless it is adopted by your teams. Markentive helps you pinpoint each of your needs and assists your teams with the implementation of their projects.

Designing your CRM

Design, updating, configuration, training, encouraging adoption.

Following the strategic framing phase, we parameterize the CRM according to your needs: governance, properties, pipelines and phases of the sales cycle, automatisms, synchronization of mailboxes, reporting: your CRM will be ready to use! Training follows to ensure adoption of the tool.

Creation of sales automation sequences and e-mail templates

Earn up to 3 hours a day to focus on what is most valuable.

By understanding business needs and business practices, we help business-oriented teams to gain efficiency and productivity by automating tasks but more importantly by helping them use the right productivity tools at the right time.

Integration with third-party applications

We connect the right extensions to your CRM: quotation software, invoicing, telephony solution, collaborative tool...

We take into account your needs for native integration with HubSpot CRM: quotation software, invoicing, telephony solution or collaborative tool... We recommend the most suitable solutions and set up the connection between the different systems for you!

Middleware implementation, API development

We build the desired bridge between an external system and HubSpot CRM.

You want to build a bridge between an external system and HubSpot CRM, but there is no native application? Business ERP, invoicing software or e-commerce platform: we deliver our technical recommendations and implement the envisaged solutions.

Find out more about our CRM & Sales Enablement offer

CRM & Sales Enablement 
by Markentive

Which CRM solution is best for B2B?

Assess your needs and compare the features of several CRM solutions! If you're hesitating between Salesforce and HubSpot, we usually recommend going with the latter. HubSpot CRM and all Sales Hub Starter, Pro, and Enterprise add-ons are extremely easy to use. HubSpot is made unique by its user-friendly interface and ease of use. For more information, contact us!

Why is CRM important?

Sales and marketing teams need consolidated information on potential customers and accounts. And companies must maintain good ties with customers if they want to retain them. CRM makes this possible by documenting current deals and keeping a history of past orders. Sales reps can prioritize their call list and email reminders and automate certain tasks to become more efficient while prospecting.

What are the steps in a CRM project?

#1 - Identify your sales strategy and sales processes

#2 - Create detailed specifications and a precise CRM user guide for each position

#3 - Manage your third-party integrations and evaluate the current technological ecosystem and data migration process

#4 - Enhance your project with effective CRM training and adoption monitoring

#5 - Ensure a smooth transition from marketing to sales by connecting your CRM system to your marketing automation solution

How much should we invest in a CRM tool or project?

It depends on the size of your organization and the complexity of your needs. Your budget will usually include the following:

- the cost of the license (€50 to €1,500/month, depending on the software)

- strategic planning and implementation (€10,000 to €30,000)

- large-scale deployment and training of teams (€3,000 to €6,000)

Why do we need an agency for our CRM project?

CRM projects are often complex and involve a number of subjects - the migration of existing data, the use of CRM on a daily basis, governance and user rights, third-party integration, scalability, reports, adoption of the tool, etc. It is therefore a good idea to have a team of CRM experts on your side to provide tips on setting up and deploying the software.