Your CRM could be the most powerful weapon in your commercial arsenal, but only if you know how to harness its potential.

Common Challenges :

• Great investment, slow adoption • CRM is only used to run reports

• Great expectations and low perceived value

• Lots of information, but little use • Use and Continuity…" Those who knew how to

use it, are no longer in the business" • Lack of resources to manage and align business

process with system changes

• Not sure how to expand your CRM capabilities

ADOPTION

Tips To Increase Adoption

• Deliver a strong communication plan emphasizing benefits to users

• Create a culture of ongoing collaboration in the CRM (Ideas, Chatter, In App Meetings, Reports, Dashboards)

• Create customized modular training videos demonstrating how to manage specific business processes in the CRM application

• Drive initiatives and contests that help accelerate adoption of CRM, mobile productivity, process automation, approvals, etc.

• Pay attention to the challenges presented by users and take action to facilitate their solution through the CRM

CRM CAPABILITIES

Beyond Reporting…• Adherence to Best Practices and Methodologies • Demand Generation / Campaign Management • Customer Segmentation • Cross and Up Selling • WAR Account Planning • Tracking Tactical Sales Plans • Marketing Automation (Pardot) • Service Cloud (Knowledge Base, Self Service Portals, SLA,

etc.) • Add-On Applications (e.g. Commissions, Inventory, etc) • Pre Sales Management • Contract Management • Document Automation and E Signatures • Communities (Partner, Customer) • Field Services • Performance Management • And, MUCH, MUCH MORE

GREAT EXPECTATIONS

Accelerate Your Business GrowthIncrease Your Sales

• Better Lead Sourcing and Qualification

• Accelerate Sales Cycle

• Increase Closing Rate

Improve customer experience

• Improve Customer Service Automation

• Better knowledge of customer needs and ”Right-Fit Solutions”

• Quicker Case Resolution (Scripts, Knowledge Base, SLA´s, Self Service Portals, etc.)

Increase customer loyalty

• Recognize the Value of Your Customers and Reward them accordingly

• Strengthen relationships with customers

• Exceed expectations

”ACTIONABLE” INFORMATION

Simplify Your Processes Focusing on "Actionable Data"

A good CRM strategy must clearly define the information that is most relevant to the business. Capturing this key data should be an integral part of the business processes.

Use the most relevant data to segment your customers, execute targeted promotions and strengthen the customer relationship and experience with your business.

Master the "4 V 's + U" of Data Management:

• Volume: Number of data to capture and process • Velocity: Speed with which you can analyze the data • Variety: Different types of Data (Customer, Transaction,

Product, Value, etc.) • Veracity: Integrity of Data • Utility: Usefulness of the data

CONTINUITY & EVOLUTION

"Those who mastered the CRM are no longer in the company"

• Develop a Strong Communication and Change Management Program that focuses on user-benefits and seamlessly aligns your business processes with expected behaviors and system automation.

• Create modular classroom and video training programs and use gamification and assessments to measure and increase knowledge retention and continuity.

• Seek expert advice and comprehensive support from an unbiased partner that can guide your team as you develop, refresh or improve your business processes and synch with CRM automation.

• Become active in expert communities and participate in industry events to increase your knowledge and share ideas with colleagues facing similar goals.

LACK OF RESOURCES

“We don’t have Dedicated / Resources to Manage our CRM Programs and Technology”

• Incorporate one or two internal resources (Admins) to manage basic changes in your CRM System.

• Assign a CRM Functional Business Champion that is engaged with users and can help identify and prioritize business processes and CRM improvements.

• Engage a trusted consulting firm to support your internal resources and provide guidance to help you navigate more complex issues.

EXTENDING THE REACH OF YOUR CRM

How to extract even more value from your CRM?• Master the Basics: Sales Management, Marketing and Customer Service • Mobile Applications (Salesforce1) • Integration with other key systems (360) ERP, OSS , BSS , CTI , etc. • Develop Add-On Applications (Commissions, Inventory, etc.) • Marketing Automation (Pardot) • Interactive Docs & Electronic Signatures (Docomotion , DocuSign , etc.) • Integration with Social Marketing (Marketing Cloud) • Performance Management (Work.com ) • Geolocation Capabilities • Field Services • Order Management • CPQ (Configure, Price and Quote) • Business Intelligence

• Extend CRM capabilities through Integrated Applications:

Over 3,000 applications 4 million installations CRM applications with integrated solutions for each department and each industry.

QUESTIONS?

Top Salesforce Add-On Apps to Maximize Sales Productivity!

Seamless Calendar and Email Synch

Interactive Documents (Quotes, Contracts) and E-Signature

Holistic Performance, Goals and Coaching Management

Seamless Affordable Integration with 3rd Party Apps.

On-going support packages

Sales Leadership, Adoption & Change Management

Basic User, Administrator, Power User and Strategic Sales

Commercial Process Consulting

Configuration, Development, Integration & Support

THANK YOU

Contact us!

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@doblegroup /doblegroup /+doblegroup

Company/doble-group-llc doblegroup /DobleGroup

Doble Group, LLC

D o b l e G r o u p , L L C i s a b o u t i q u e c o n s u l t i n g f i r m t h a t f o c u s e s o n i m p r o v i n g c o m m e r c i a l b u s i n e s s r e s u l t s t h r o u g h C R M s o l u t i o n s a n d t h e a l i g n m e n t o f t h e o r g a n i z a t i o n , i t s p r o c e s s e s a n d t e a m s f o r s u c c e s s . W e d e l i v e r o u r s e r v i c e s t h r o u g h h i g h l y c u s t o m i z e d c o n s u l t i n g , t r a i n i n g a n d c o a c h i n g p r o g r a m s a n d t h e w o r l d ’ s # 1 C R M t e c h n o l o g i e s , S a l e s f o r c e .

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