How effective are you at collecting and managing customer information? Are you able to effectively organize this information after you collect it? Are you able to find and access this information easily when you need it during the sales cycle? The ability to be effective in these areas can have a direct impact on your sales effectiveness.
Knowledge is Power
In sales, as in life, knowledge is power. The more knowledge you have of your customer, the more power you will have in finding business, in driving opportunities, and in overall sales effectiveness.
Types of Information
Every day that you work on an account or try to sell to a prospect, you will be collecting a tremendous amount of information. Below are some of the different types of customer information
Where to Put the Information
Ideally, all of the information collected can be put in some sort of customer relationship management system. By putting it there, the information can easily accessed by you and the rest of the team when needed. Having a system like this and being diligent about putting customer information in it can be a key to sales effectiveness.
Although, most customer relationship management systems have some gaps in functionality or can sometimes be fairly cumbersome to use. If this is the case, tools such as Word or Excel may need to used to augment formal customer relationship management systems when it comes to effectively managing customer information.
What to Do With the Information
In order for true sales effectiveness, the information collected should be used in just about every step of the sales cycle. How you position the solution you have to offer should be tailored according to the information collected to ensure that you are solving a business problem. In addition, the messaging you use, the timing of your messaging, and who you interact with should all be driven by all of the information collected to date. Essentially, there should never be a step taken without considering everything that has been learned, discussed, and done up to that point.
Launch Pad Solutions, LLC provides lead generation services to businesses to help them collect customer information.
|This article was published on Saturday 31 October, 2009.|
|Back to main topic: Sales Effectiveness
Know Your Customer to Increase Sales Effectiveness
Continuing to Learn to Improve Sales Effectiveness
Securing Executive Sponsorship is Key to Sales Effectiveness
|Current Reviews: 0|