Sales reps only spend one third of their time selling and only 1 in 3 actually makes their quota. Improving sales productivity is critical to achieving revenue goals.
Welcome to the ActivePrime Blog
In our blog, you’ll find helpful and informative posts dedicated to improving CRM performance and usability. Our topics include deep dives on the technical aspects of CRMs like searching and data quality. You’ll also find insightful posts about user productivity and adoption.
Many organizations today are moving from legacy systems or multiple CRM instances to a single CRM. The SaaS Cloud environment provides easy access for all users. It is desirable to consolidate CRMs for simplification and utility.
In the past, separate systems evolved for a number of good reasons such as the location of IT and networks or the different CRM needs of divisions and companies. Many systems were specialized to address the application needs of different user communities.
A strategy for enriching and accessing customer data can have a profound impact on marketing and sales productivity and results. The measure of an organization’s effectiveness is often found in customer acquisition and retention, market share growth and profitability gains. A strategy that supports enriching CRM data beyond the level of basic information to a source of genuine customer intelligence will fuel that effectiveness.
The strengths of account based marketing have made it widely popular within marketing and sales teams across organizations of all types. The cornerstone of this strategy is clean, reliable data on your organization’s accounts and prospects because the sales and marketing teams need to have confidence and trust in the data they are using to communicate with these key resources. Does your team trust your data? Does your CRM system support account based marketing? The primary concept of account based marketing is identifying and communicating with key accounts and targeted prospects that match the ideal customer profile for a particular organization. Several years ago, sales methodologies used customer profiling as a foundation to drive sales. With today’s tools and lists we too should be able to target our best prospects and sell them our products to drive more sales and profits.
Organizations need to protect their customer data, especially if planning to migrate to a new CRM or consolidate multiple systems into a single CRM. All customer data is extremely important to a company as it is used by sales, marketing, and customer service teams alike. The historical significance, security, and compliance of this data helps these teams within an organization to strengthen customer relationships and develop insightful selling strategies. Understanding and using collected customer data information is key to building value and developing loyalty with customers and prospects. Archive your data.
When it comes to healthcare, one size does not fit all. Health providers faced with increasing competition and higher customer expectations need to reassess their customers’ needs and provide them with superior quality of experience. In a fragmented market, churn over any given year is inevitable, leaving customers with dismal satisfaction levels and health providers with humbled growth. A 2015 study on the Pioneer ACO program found a churn rate of 38% among patients over a year, with income-based churn even higher.