With a CRM sales process, you’ll be able to track every interaction with your customers, personalize your sales approach, and overcome any objections that may arise.
I recall doing an activity at the Christmas carnival during my graduation where students had to present a stall and sell various things.
The rules stated that the student who made the most sales would be declared the winner.
Several college students participated in that activity, making it a successful occasion.
The important takeaway was that many students were having difficulty selling their items since they were not following any sales process.
The question that must be running through your mind right now is, “What is the process?”
A sales process is a systematic, repeatable sequence of processes that plan out and track interactions with prospects from their initial point of contact to the final close.
The issue arises when the sales process falls short of expectations.
Define steps, track sales history, guide your sales team
Managing your sales is this easy with TeleCRM
Try NowTo illustrate, consider the case of my buddy Suresh, who recently graduated and is now working as a sales representative at one of the prominent educational sector firms. Suresh’s work includes communicating with B2B clients and creating leads for the firm.
The product which is given to Suresh to sell is a language course and for Suresh, it is getting very difficult because his target is to self 4 courses per day. Sometimes Suresh gets demotivated because he has to call more than 200 to 300 clients daily.
After doing some analysis Suresh found that there is one thing that is lacking And that is a typical sales process.
So, are you ready to take your sales to the next level with a sales CRM process? Get started today and watch your sales results soar!
Why CRM sales process is important?
In the above-mentioned example of Suresh where he was employed as a sales representative and was facing so many problems now, it is time to understand why the sales process is so important for Suresh and how a typical sales process can help Suresh in achieving his target.
According to a study, it was shown that a firm with a specified sales procedure was able to achieve high profitability and a high proportion of predicted sales.
Furthermore, a firm with a unique sales process was able to maintain a good connection with its clients and had a far higher chance of becoming trusted partners rather than just suppliers.
How you can learn about the implementation of the sales process:
I strongly believe that our learning and memorizing power increases when things are explained to us by examples.
Below are some industry examples demonstrating how the CRM sales process helped them:
1. BYJU’S
I was watching a match between India and Bangladesh the other day, and the game was going well when I saw the BYJU’S monogram on the athletes’ jerseys.
That got me wondering about how a company like BYJU, which was founded in 2011, became so famous that by the end of 2022, they were able to sponsor whole IPL and T20 team matches.
After doing some googling I found that in the running year of 2022, BYJU’s turnover is around 10,000 crores.
The working of BYJU is so indigenous that when it launched its mobile application in 2015 it managed to have 15 million users out of which 9,00000 Were paid subscribers.
This takes me to the other question,
How BYJU is managing to sell its product to reluctant parents in both urban and rural areas where the presence of rural areas is more than 60 percent.
Is it because of the efficient sales process that is designed to make aggressive sales?
Well, let us take the example of Preeti,
Just for some information, Preeti is my neighbor who is younger than me, but I have to admit that she is one of the bright students that I have seen in my entire life.
Preeti spends so much time on the internet nowadays as recently the pandemic has gotten over, but school assignments are still taken through online mode.
After scrolling through some random stuff on YouTube Preeti finds this flawless advertisement by BYJU’S which shows an online-level state-level test on her favorite subject.
What makes Preeti more interesting is that the top 20 percent will get some exciting prices and also up to 50 percent discounts on their flagship courses.
This is the first call to action that is used by BYJU,
(Just like YouTube there are so many social media platforms where you have marked its presence like ads on Twitter, social media marketing on various OTT platforms, and of course, Shahrukh Khan doing advertisements for BYJU)
Preeti was so impressed by the attractive prize that she filled out the registration form, which took her to the official page of BYJU’s.
After completing the form and taking the exam, which consists of 20 multiple-choice questions. Fortunately, she receives high scores. Preeti feels overjoyed now that she has informed her parents about this.
Soon after, a BYJU business development official contacts the parents and requests a counseling appointment for their children.
Thousands of students, like Preeti, apply for the online test, and fortunately, more than 80% of students are awarded scholarships.
The catch is that they are all being contacted by company development executives for counseling sessions.
All the above process is just stepping stone for you to find the right customers so that they can provide them with the right service.
Now it all starts with the pitch which is further divided into three parts:
- Quizzing the child
- Counseling the parent
- Making the sale
Once the appointment was set the BDE came to the house of Preeti and then personally guided their parents and their children.
After asking some certain questions like (What do you want to become and what do you like to do in your leisure time)
Following a certain set of quizzes and some guiding sessions for parents, they manage to make parents and children aware of the services and their charges.
And also by using persuasive skills, they manage to sell the services that are specially designed for Preeti.
Your marketing strategy is designed in such a way that they have utilized all digital media platforms because the target market is Genz and millennials.
And we have to admit that they are doing great.
How TeleCRM can assist BYJU BDE:
In the preceding scenario, it can be seen that Preeti and many other children like Preeti are called daily by business development executives, so as an industry leader, TeleCRM can assist in the successful implementation of CRM software that will include all facilities that will help employees to increase their productivity.
Examples: automated lead capture from Facebook and Twitter, a sales dashboard to track sales, call recording tools, and, of course, social media integration.
2. Edumentor educational services:
Recently, I got to know about my friend who is working as a business development associate in mentor educational services
He and I were discussing the sales process, and then he mentioned the different processes that are considered to be the USP of an educator.
This edumentor education service which is located in Delhi and has all over 46 offices in Delhi NCR uses a unique kind of sales process that helps them to be in the top 10 online educational sectors in India.
The sales process that they use is very indigenous and very simple. The steps which are used under their sales process follow certain steps starting cold calling to successfully generating leads.
Steps used by sales representatives in mentor educational services:
- Lead obtained: You might have seen different educational institutes’ official online pages. There it is mentioned that if you have any problems or any questions fill out the below form.
That is exactly what lead generation is. It becomes very important to understand who are the ideal buyers for the organization, so companies like Edumentor built buyer personas. A buyer persona is a detailed encyclopedia that is built by asking questions using online surveys or in-person meetings from you. It also includes your likes, dislikes. According to the study by CBE International, the average B2B buyer is 57% through the sales process before getting a sales rep. This means more than 57% of sales processes are done before contacting a customer. - Connect: One quick question, Do you often get a call about any prerequisite form that you might have filled out under any website? Well, I presume your brain is telling you to nod your head.
Once you have filled out the form for any grievances that you might have, then a business executive will be calling you within 1 or 2 working days.
The same process is followed in mentor educational services.
The second step which is used by mentor educational services in their sales process is to familiarize you with them.
The technique of familiarizing themselves to understand their customer’s needs and wants. After proper analysis of their customer and finding out what their potential customers do, now they pitch their product to you so that you will be able to decide whether it will solve your problem or not. - Advising the customers:
What if you are purchasing a car and the car dealer asks all the questions and suggests the right product within the required budget? According to you, is he an ideal salesperson?
If yes, then, Just like this mentor, the educational sector customizes a plan which contains different educational courses according to your preferences. And following a proper hierarchy business development executives suggest to you the right product and only the right product. - Closing:
After all the preliminary information is provided to the customer then the mentor educational sector finally comes to the negotiating part where both parties negotiate little and form a zone of the possible agreement thus finally making a sale.
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Try NowHow TeleCRM can assist Edumentor educational services:
As explained above in the connect step of the sales process more than 90% of the connection with the customer is done through voice chat.
Automation is happening all over the world just like this for an educator who is dealing with a traditional approach like maintaining records in Excel and calling all the prospects one by one.
TeleCRM being one of the Global platforms for providing customer relationship management software can absorb the connect feature by ditching traditional Excel record maintenance and by automating it in customer relationship management software.
This will help mentor the educational sector in proper record maintenance and will also increase the efficiencies of its employees and sales intern.
3. PaisaBazaar:
May I know when was the last time you heard your parents or you know talking about loans? Be it for anything,
Or you might be thinking about taking a loan for your own house or some of you might be thinking about pursuing your higher education abroad by talking about education loans.
I believe that once in your life you might have experienced this situation.
If I say, you had this situation of taking a loan what would you do first??
Well, as usual, I would go to Google and search for the lowest interest rate provider’s bank for each loan. I would search each and every piece of information regarding loans and would do scrutiny spending countless hours on the internet.
But, what would happen if you don’t have enough time to spend searching for all the banks and their interest rate?
It’s a good question, right?
The same question happens to be pooped in the mind of
who happens to be the founder and CEO of the iconic organization name paisaBazaar.
Just to make all the comparing tasks more interesting and simpler paisa Bazaar is a website that presents all the options that are present in this world and segregate them according to your preference.
Their algorithm-based technology will provide you with access to multiple personal loan offers, with ease of comparison of multiple different offers that are available
With a huge market capitalization, the company is currently valued at 6.5 billion dollars.
The sales process of paisaBazaar is very simple and indigenous as they are focussing a lot on digital marketing campaigns so that people can get attracted to the website of paisa Bajar and can fill the form through which they will get a fresh lead.
Once you have submitted a query about a loan or any other credit card-related issue, a representative from Paisabazar will call you and ask to try to solve your query.
Meanwhile, a representative will try to solve the problem by asking for information like (the loan amount, purpose of the loan, and payment period).
While solving your query the representative will be suggesting to you some more options related to the loan in which you are interested. Usually, reluctant customers are persuaded by providing some more offers.
All these processes usually happen in three to four steps so meanwhile personalized text messages, emails are forwarded to you so that you can get every insight of taking a loan through Paisabazaar.
This process is repeated with every customer who is interested in a loan, be it a personal loan and be it an education loan. Daily thousands of fresh leads come through the policy Bajar portal and a daily representative from PaisaBazar tries to get in touch with them.
That is how the sales process is completed in Paisabazaar.
How TeleCRM can help paisa bazaar:
One small question,
If you are running an organization with huge profits and a different organization offers to increase the productivity of your employees by offering some services…
Would you take it?
I can see you saying yes.
Well, TeleCRM is all you need in that case.
Everybody wants clutter-free data so that there is no chance of ambiguity thus Being a global leader in providing CRM solutions TeleCRM can help PAISA BAJAR by completely automating their customized mails and calls by using features like Activity Dashboard, Activity Tracking, Alerts/Notifications, Auto-Dialer, Automatic Call Distribution.
Applying this feature can and will definitely add some value to the paisaBazaar.
4. ICICI SECURITIES:
(Zindagi KE saath Bhi Zindagi ke baad bhi)
I am sure that you must have seen this tagline in several advertisements for ICICI BANK and also in the headquarters of ICICI banks.
We all know that ICICI banks are dealing in banking services where it is said that services provided by ICICI Bank are preferred to be more proficient than other banks.
But what do you know about banking services?
Till now, I used to think of banking services as just depositing money, transferring money, using services like plastic money, or making fixed deposits.
But after reading about ICICI securities my perspective completely changed about it.
Before discussing the sales process in depth, I just have a quick question.
Do you believe in investing in mutual funds and equities?
I believe yes because in the current scenario, everyone is having a major inclination toward investment in equities and mutual funds. After all, everyone loves side income. Right….
According to the research conducted it was found that more than 31 percent invest in mutual funds and 10 percent of Indians invest in equity, not just that these numbers are increasing day by day.
With this huge potential in the market, it is a great opportunity for banking organizations like ICICI Securities to increase their market share. So, just to make it possible they are using several tactics to find potential leads for their business.
As there are millions of people who are earning ample amounts of side income by just investing in mutual funds. ICICI securities have developed a fantastic way of pitching to clients.
Just as normal info, ICICI security is a technology-based firm that deals in offering a wide range of financial services including investment banking and selling financial products like equity, and mutual funds. Not only that they are providing services like private wealth management, and portfolio management services)
Have you ever got a call from a consultant for purchasing or investing in some equity and share market?
I am sure that you might have got it recently,
sharing my personal experience,
Recently I was searching about how risky mutual funds can be, and then I found a meticulous blog on ICICI Bank’s official website.
Having my account in ICICI Bank, I thought of opening it and reading it.
Soon after I started reading it, I found different ways how I could invest my salary in mutual funds or buy some securities.
When I completed reading the blog a sudden popup came asking me to subscribe to the newsletter to get some more valuable information/blogs about mutual funds. Considering it a good opportunity I subscribed to it and soon after that, I got an email that contained more information about mutual funds.
Now you can see how an organization like ICICI security is generating the lead. By investing a huge amount of money in Google Ads as their articles are always coming in the top 3 positions.
Also, ICICI security is generating leads from Cold calling and also by using several marketing campaigns.
Now coming to my story, soon I had a mail that contained some persuasive customized text about how investing in mutual funds will be the right option for me, and when I submitted my query I got a call from Abhinav who claimed to be a key account manager for ICICI security.
This process took some time but when I was talking to Abhinav he explained how organizations assure a return on every investment.
The whole pitch was so flawless that Abhinav made me agree to say yes to investment in funds and after that, I ended up spending 5000 rupees per month on ICICI securities.
Just like me, there are so many Abhinav who are reaching out to willing clients through emails, text messages, calls, and online social media platforms.
The idea behind all the pitching and advertisement is to cover masses of audience and the above-mentioned sales process is followed in every region.
How TeleCRM can help ICICI securities?
Everybody wants clutter-free data so that there is no chance of ambiguity thus Being a global leader in providing CRM solutions TeleCRM can help ICICI securities by completely automating their customized mails and calls by using features like Activity Dashboard, Activity Tracking, Alerts/Notifications., Auto-Dialer, Automatic Call Distribution.
By, applying this feature can and will definitely add some value to the ICICI securities
5. PolicyBazaar:
Have you and your vehicle ever been stopped by traffic police?
I believe that once in your life you must have encountered this situation where a traffic police officer stops and asks for the document of your vehicle.
Last month I was coming from the office, and suddenly I was stopped by a traffic police officer. Soon I was stopped by police, they started asking for my documents including the insurance of my vehicle and along with my driving license.
Once, I started looking for the documents. I was very confident that I had all the documents with me. But all my confidence got shattered when I found out that my insurance had expired. I became numb for a few seconds as I was unable to think of what I should do.
A small question…
What would you do if you were in my situation?
Well, I opened the PolicyBazaar mobile application and within a few seconds, I renewed my insurance. And the confidence which got shattered was regained again from the ashes.
Talking about Policy Bazaar.
Policy Bazaar which was established in 2008 by yashish dahiya is a digital platform that has its website and application.
The working of Policy Bazaar is very simple as the user can compare different insurance policies and other financial services from major insurance companies.
It is termed India’s largest insurance aggregator and just now they have expanded its wings in other countries as well just like the United Arab Emirates.
As we know that we are discussing the sales process of different companies, don’t you have this question for a company that is an insurance aggregator? Why is the sales process needed?
To answer this question, recently policy Bajar entered moved from a policy price comparison website to an insurance selling operation. The company did an analysis in which it was concluded that nearly 25 percent of the total life insurance and 7 percent of retail health insurance is processed by them.
Having a huge market potential policy Bazaar is using many tactics so that they can increase their market share and in doing this they have imbibed a new strategy of increasing their digital media presence.
I strongly believe that in the current scenario, despite being busy, every one of us takes out some time in which we get ourselves updated regarding the things happening around us.
An organization like Policy Bazaar is just looking for that opportunity as they are running a huge advertisement campaign just to spread awareness about their services.
Just to get some more insights I connected with one school friend of mine through linked in as he is working as a sales executive over there,
After having a word with him, I found that the idea of using digital marketing campaigns came from research that was conducted by policy Bajar and the results showed that around 70 percent of visitors looking for insurance products on their site wanted to buy insurance within 30 days. Just to leverage it they started to invest around 95 percent of their marketing budget in the online medium advertisement.
Now, this was the exact moment when my friend told me about their strategy of calling the visitors and providing them with some professional advice so that they can purchase as soon as possible.
My friend also told me about the sales possess sequence by quoting the example of a guy with whom he recently interacted. He told me soon a user is registered on the Policy Bazaar application. The information like name, email address, and contact details are saved, and regular updates are initiated according to that customer’s preference.
He told me that their work as sales associates is to keep track of sales and pitch to the customers and make them understand the prerequisite of policy. He put a major inclination on the sequential process as he mentioned that all things happen in sequence.
Starting from customers visiting the website and registering and then as soon as customer details are fed then personalized calls are made to pitch for the desired policy.
Also, personalized messages on WhatsApp and email are forwarded from time to time, to make them aware of the due date. This helps to create long-lasting relationships. With customers.
And, at last, my friend mentioned that just by following this process one sales associate is able to fetch around 200-300 leads daily.
How TeleCRM can help policy Bazaar:
As everybody wants their task to be completed on time so teleCRM can help policy bazaar by providing some services like Activity Dashboard, Activity Tracking, Alerts/Notifications., Auto-Dialer, and Automatic Call Distribution.
Also, TeleCRM can help them by providing auto dialer services that will definitely increase the productivity of sales associates.
6. Jaro education:
Are you currently employed?
Or are you still studying?
Often you might have seen people saying that they’ll get a job upon graduation and then will complete their post-graduation from open sources.
Talking about me, my graduation and post-graduation are both completed but still, I get calls sometimes asking if I want to do MBA or any other flagship course from a distance where I just have to give exams only, and I can work in any organization as I may choose.
But if you have good employment after graduation, and you can choose to complete your postgraduate from a reputed college at an economical price from a distance…
Would you seize the opportunity or let it go?
Today I’ll tell you about an organization named Jaro Education which is dealing with some high-end clients to sell them flagship courses like Online MBA, Doctorate & Ph.D., Analytics & Data Science, Management & Leadership, Cybersecurity, and Cloud Computing. How do they manage to sell their courses by making a collaboration with different colleges and universities?
Jaro Education is India’s most trusted higher education company and is also known as a pioneer in executive education. Jaro’s education has successfully collated from top universities and top1 tier colleges like IIM Ahmedabad, IIM Trichy, and IIT Palakkad With over more than 300,00 plus careers transformed more than 1000 plus corporate associations, and around 30 plus centers across India. Jaro education is one of the most prominent educational sectors that one can ever go to.
But the more I researched about Jaro education the more it put me in a quandary like how it manages its sales process.
Getting confused I got to know about my senior named (Somesh) who is working in Jaro education as a business development associate, after getting in touch with him, I got to know about its sales process.
Somesh told me how they are provided raw leads (raw leads are those leads whose chance of getting converted is very low) and their task is to call them and try to convince them to purchase the flagship course of Jaro education.
Upon asking about digital marketing and sending a newsletter Somesh completely denied it and told me that all they are focussing on is calling the leads and trying to convince them.
He also mentioned that their task is to sell around 4 courses per month, and he mentioned how difficult sometimes it can get to persuade customers.
The sales process goes as once he gets the lead now his work is to call as many of the customers as possible. Once the lead is interested then the meeting is arranged so that all the pitching can be done in physical mode.
He mentioned that all the tasks usually take around 5 to 6 days and once the lead is generated then they have to focus on the next leads.
How TeleCRM can help Jaro’s education:
Well after interacting with Somesh I got to know that all the processes in Jaro are done manually thus no automation software is used by them. Traditional software like Excel, calling all the leads and then saving their numbers is becoming tedious for them.
Well, everyone wants their task to be completed on time so TeleCRM can help Jaro’s education by providing some services like Activity Dashboard, Activity Tracking, Alerts/Notifications., Auto-Dialer, and Automatic Call Distribution.
Also, TeleCRM can help them by providing auto dialer services that will definitely increase the productivity of sales associates like Somesh.
7. Dabur India limited:
I am two hundred percent sure that you must know about dabur but if still some of you are still unaware then you must have heard of its product named Dabur chawanprash which you must be eating in winter.
Talking about Dabur is one of the oldest brands i.e. 150 years old which was founded by Mr. RK Burman.
Dabur India Limited is considered one of the leading FMCG companies in India. Dabur India is also a world leader company that teams in Ayurveda and has a Portfolio of over 250 herbal ayurvedic products.
They operate in crucial consumer goods, including hair, skin, body, home, and foods. There are so many production facilities where the production of Dabur products is manufactured among all those production facilities 12 production facilities are located in India
I would like to mention one story of mine when I was doing my postgraduation in marketing I got the opportunity to work at Dabur India limited as a sales intern. It was really a wholesome experience for me to work in dabur as they have this huge variety of products starting from dabur glucose to dabur odomos. There is nothing in consumer goods that Dabur India limited does not manufacture.
During my internship, I was responsible to handle the overall sales of the Gurgaon region under which major responsibilities were to visit every retail outlet and take orders from everyone.
I remember the first day of my internship as I was calling all the retailers in the Gurgaon region and maintaining an Excel sheet of all the official retailers which were in the database. When I asked my sales officer about any automation software like CRM he completely denied it mentioning that this is the only way we have been doing it for many years.
As an intern my task was to call the retailers often and to maintain a healthy relationship it was my task to send them emails and text messages so that the latest schemes can be shown to them.
The sales process which was used by our region in Dabur India limited was very simple as after connecting with the retailers over call now it was mandatory to mark the presence in the physical mode so that distributors and retailers can place their orders and timely delivery can be initiated by the logistics department.
Now during the whole process connection with over 1200 retailers becomes so much more difficult as I had to maintain the data of all of them in an Excel sheet and also had to connect with them. During the ending days of my internship, I also suggested some plans to my regional sales manager so that some improvements can be incorporated.
Focusing on the wrong leads = Hard work - Results
Track and manage lead communication in a single pipeline
Try NowHow TeleCRM can help Dabur India Limited:
Dabur India Limited is one of the oldest brands in the FMCG category and only has one flaw which is automation in the system.
TeleCRM can provide its services to Dabur India Limited and this will not only be for Gurgaon but CRM stem can be implemented in all channels in every region.
TeleCRM being one of the Global platforms for providing customer relationship management software can absorb the connect feature by ditching traditional Excel record maintenance and by automating it in customer relationship management software.