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How can you use CRM to identify sales process roadblocks?

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As a sales engineer, you know how important it is to have a smooth and efficient sales process that delivers value to your prospects and customers. However, sometimes you may encounter roadblocks that slow down or derail your sales cycle, such as lack of alignment, unclear expectations, or technical issues. How can you use CRM to identify and overcome these sales process roadblocks? In this article, we will share some tips and best practices on how to leverage your CRM data and features to optimize your sales process and close more deals.

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1 CRM basics

CRM stands for customer relationship management, and it is a software system that helps you manage and track your interactions with your leads, prospects, and customers. CRM can help you automate and streamline your sales tasks, such as sending emails, scheduling calls, creating proposals, and generating reports. CRM can also help you store and organize your customer data, such as contact information, preferences, pain points, feedback, and purchase history. CRM can help you improve your sales performance by providing you with insights and analytics on your sales activities, outcomes, and trends.

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Mayank Chandan

Helping businesses buy more time with CRM, data analytics and low code/no code
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Customer being the core of any business for earning their bread and butter, the insight of their interactions have been ignored by most of their businesses across the world mainly they didn't feel it important because most CRM vendors just sold the features and not the benifits in a long term game. Ideally in simple terms CRM at the end of day should tell busines about who all are the Amazing, Bread Winning, Convinient and Dangerous customer. Just four segments will help to strategize effectively. It's that simple to keep and understand.

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2 Identify roadblocks

CRM can be a great help in identifying roadblocks that prevent prospects from moving through the sales funnel. It can be used to monitor the sales pipeline, analyze conversion rates, evaluate sales performance, and review customer feedback. This way, you can gain insight into where prospects are in the sales cycle, how many are dropping out or going cold, how you are meeting your sales goals and KPIs, and what your customers are saying about your product. With this information, you can identify the stages where you are losing the most prospects, as well as pain points, challenges, or objections that need to be addressed.

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Mayank Chandan

Helping businesses buy more time with CRM, data analytics and low code/no code
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The roadblocks aren't just limited to Pipeline visibility. Personally, I have seen a bigger roadblock in terms of user adoption. We all have vehicles which we use for transportation. We all prefer to have our own personalized vehicle's for transport which has our need and comfort. Similarly, many functional users are not consulted before the implementation which is leading to a bad experience for them as it is not solving their day to day need. Many reps just use crm at the end of the month so their data could be used by top management and they become part of the bigger Kpi of the organisation.

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3 Overcome roadblocks

Identifying the roadblocks affecting your sales process and using CRM to overcome them can help you improve your sales results. CRM can be used to align your sales team, clarify expectations, and resolve technical issues. It can create and update your sales playbook, assign roles and responsibilities, and communicate effectively with team members. You can also use it to create customized proposals, contracts, and invoices that reflect a prospect's needs and goals. Furthermore, it can help you test and troubleshoot your technical setup, access and share documents and resources, and provide support to prospects and customers.

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Mayank Chandan

Helping businesses buy more time with CRM, data analytics and low code/no code
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Agreed. There is more to add on it. I will try to add on higher level about overcoming the roadblocks #1 - Identify the Needs , Painpoints and Desire of your Marketing, Sales, Operation and Support team. Empower them with a system that will make them a champion for achieving their KRA #2 - Reengineer the whole process in every function, if there is a need to. Apply automations to each workflows of business. Collect data at every customer ( internal users and Customers) touch points for deeper analytics and Data solutions and map it with desired KPI to achieve those. #3 - Applying Feedback loop at various stages from the top management to lowest level of user and make sure those feedback to be incorporated in next iteration of release.

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4 Optimize your sales process

Finally, you can use CRM to optimize your sales process and make it more efficient, effective, and scalable. Automating sales tasks, streamlining the sales cycle, and scaling sales operations can all be done with CRM. For example, you can set up workflows, triggers, and templates that can help you automate your sales process and increase your productivity. Additionally, you can simplify and standardize your sales stages, milestones, and criteria to reduce time and effort in closing a deal. And by segmenting and targeting prospects, creating campaigns, and expanding your reach and influence with CRM data and features, you can grow your customer base and market share. Ultimately, CRM is a powerful tool that can help identify and overcome roadblocks hindering the sales process so that you can close more deals as a sales engineer.

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Mayank Chandan

Helping businesses buy more time with CRM, data analytics and low code/no code
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Agreed. Automated whatever you can. Embrace new tech and apply creative and innovation at each process. Sales Engineers are the first line of Soldiers for closure. if they are well equipped which empowers the champion sales engineers, It's likely to boost a companies sales.

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5 Here’s what else to consider

This is a space to share examples, stories, or insights that don’t fit into any of the previous sections. What else would you like to add?

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How can you use CRM to identify sales process roadblocks?

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5

1 CRM basics

2 Identify roadblocks

3 Overcome roadblocks

4 Optimize your sales process

5 Here’s what else to consider

Sales Engineering

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How can you use CRM to identify sales process roadblocks?

1

2

3

4

5

1 CRM basics

2 Identify roadblocks

3 Overcome roadblocks

4 Optimize your sales process

5 Here’s what else to consider

Sales Engineering

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