Unleashing the Power of ACT - CRM

Cambridge House, 91 High Street, Longstanton, Cambridge, CB24 3BS

Telephone: +44(0)1954 789978 Fax: +44(0)1954 782878 Email: [email protected] Web: www.boldfield.com

Unleashing The Power of Sage and ACTMadingley Hall26th April 2012

Cambridge House, 91 High Street, Longstanton, Cambridge, CB24 3BS

Telephone: +44(0)1954 789978 Fax: +44(0)1954 782878 Email: [email protected] Web: www.boldfield.com

Boldfield LtdWhat is a CRMWhat is ACT

Andy IrvineManaging Director, Boldfield

Business is Tough

Lots of noise,

Competition

Some customers tightening their belts

In these circumstances your marketing can’t be haphazard

So the answer it to go to market in a systematic way

Treasure contacts – don’t discard them

Old & New Marketing

Broad Marketing Everyone will want one of these

Impersonal I am talking to everyone

Analogue Newspapers

Tell ‘em once (loudly) Blast it

Build Sales Only in the area for the next 2 days

Little Content A newspaper a day

Narrow marketing You might want one of these

Very Personal I am talking to you

Digital Internet, e-mail, social media

Build Confidence Over Time

Build Relationship I am always there for you

Too much content Bucket loads on line

Is a CRM The Answer?

Contact - Anyone you make contact with; customer, supplier, prospective customers but primarily about customers

Relationship – Capture all the details about your contactsPersonal information, sector, location, preferences, products interested in, relationship to other contacts in your database, any marketing campaign you have included them in, any documents you have sent them....

Management – Control and view the information in one location, have the information ready to use – often by different people

.

My Contact

My Contact

FacebookHobbies

AssociationsPreferences

FamilyFriends

Contact Details

Location Sector

Business History

Opportunities

Modern Marketing

• CATCH

• CONNECT

• CLOSE

The Company View

MD

Finance

Sales

See a company as a collection of contacts – is people

With inside knowledge of the contact within a company you can profile the decision makers and take appropriate actions.

The Group View

Create many groups depending on any criteria Geography, product interest, buying behaviour Products that they have, networking groups

Groups can be created by Dynamically Look up Manually

Use multiple criteria to focus on key people

Managing Opportunities

Record a opportunity against a contact

Set process stages and the probability of the opportunity being won.

Track & follow up opportunities

Record history against the opportunity

Record when the activity is won/ lost with the reason

Quiz

A buyer receives three proposals One he rates 7/10 One he rates 8/10 The last one he rates 9/10

Who gets the deal?

Contact Management Business Benefits

11

• Customers Receive Superior Service.

• Target Right Customer, Right Time.

• No information is lost and nothing is forgotten.

• Increase Revenue.

• Reduce Costs/Operation Time.

• Work Anywhere, Anyhow, Anyplace, Anytime, 24/7 365

• Stay one step ahead of your Competitors

• Share Information with different Departments

• Better co-ordination between employees

• Effective Sales Calls