How to Accelerate Your Sales Process with High Velocity Sales


Sales reps can see all the information they need with High Velocity Sales. The app includes the work queue, which prioritizes the next steps reps need to take with prospects. Plus, with Lightning Dialer, email templates, and call scripts, reps can communicate confidently with prospects in a fraction of the time it took before.

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Now Is the Time to Alleviate Financial Stress for Families and Businesses

My Post (15).pngThe rippling effects of COVID-19 on the economy has overwhelmed everyone. With the unemployment rate at 13.3%, people are trying to save their homes, their businesses, and support their families. Banks are flooded with customer requests to help delay debt payments or alternative financing options. Your employees want to help alleviate customer stress, but are navigating new government programs, adjusting to work from home, and now are having virtual empathetic conversations. As a banking leader, you are faced with balancing how to help customers immediately, educating your employees remotely, and understanding the long-term credit implications of your actions.

This is an opportunity for banks to reestablish relationships with families and businesses as a trusted advisor. Influential leaders in financial services around the globe know they must be part of this recovery. This means leading with empathy, understanding pain points, and ways you can help. The financial services industry is in a better place than it was during the 2008 Economic Recession and is poised to become a foundation for stability and support.

Here we discuss ways you can deliver an empathetic trusted experience that can identify, engage, resolve, and lead customers to financial recovery.

Identify vulnerable customers

Your customers’ financial stability is changing daily, increasing the demand for new credit and financial solutions. You must identify your at-risk customers to proactively provide solutions to alleviate financial pressures. This can be a challenge as most banks lack visibility and connection into both credit portfolios and customer analytics to manage risks across all product lines and departments. By creating a single source of truth with your data, you can have visibility into your operations and customer financial wellness.

Start with connecting your platform and banking systems to your back, middle, and front departments through integrations with APIs or MulesoftMascoma Bank leveraged Mulesoft to connect to their core banking system. This allows you to capture financial account data, service inquiries, and virtual meetings from any channel in one place. Now you have created a single source of truth. Analytics tools like Tableau and Einstein Analytics for banking can reveal real-time business insights to quickly sense and respond. Below is an example of a Credit Risk analysis of Small Business Loans in proximity to COVID-19 cases. Employees can see which small business customers might be affected by COVID-19 closures and proactively reach out to help.

By better understanding your customers, you can identify who needs immediate help and predict what areas could be impacted in the future. Use these insights as guidelines to adjust your operating model, protect the bank from the negative impacts of credit defaults, and revenue compressions. Now is the time to listen and focus on creating programs your customers need. – Read more

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3 Types of CRM: Everything You Need to Know

My Post (9)Building and maintaining great customer relationships is at the core of any good business model. But staying on top of who your customers are and what their relationship with your business is at any given moment is difficult. And that’s true across the board—whether you’re a small business with a hundred customers or a large one with hundreds of thousands.

The best way to address the challenge is with the right tool, in this case a good CRM. But for anyone as yet unfamiliar with the CRM market, there’s a lot to learn. To start, there are three main types of CRMs: collaborative, operational, and analytical. To help you get your bearings, we’ll cover what a CRM is to begin with, how the three types of CRMs differ, and how to select the right product for your company.

What is CRM?

CRM stands for customer relationship management. While the term describes a larger strategy for working with customers, in practice the acronym CRM is most often used to describe the category of products that enables effective customer relationship management.

The most important thing about any CRM is right there in the first word—it’s about customers. A CRM should help you understand your customers better, and use that information to deliver the best possible customer experience (CX).

That’s a goal that’s gotten harder in recent years. Consumers now move between different channels (such as messaging, email, social media, and phone) to communicate with brands. With more ways to research products and make purchases, the buyer’s journey has grown in complexity. And for businesses selling lots of products to multiple audiences, the difficulties of managing it all are even more notable. The CRM category of products grew out of a need to address those challenges.

Why use a CRM?

At a high level, the reason to use a CRM is to improve the customer experience. That’s the simple answer. But CRMs do that by helping in a number of specific ways.

Web-based (SaaS) CRM tools enable businesses to more successfully collect and organize customers’ data. When the data is organized in an intuitive way in a tool everyone can access, employees across the organization can find relevant customer details the moment they need them. That’s especially important in the age of omnichannel support. An employee needs to know what happened last week when a customer reached out via email, even as they’re responding to a new question sent today over chat.

A good system for accessing customer data ensures that agents can see the contextual details they need to provide the most relevant support every time.

They bring automation to simple tasks

Humans are always central to providing a good customer experience, but automation technology enables humans to do their jobs better. Some CRMs offer automation features that reduce employee workloads. By taking over mundane tasks, they give employees more time to focus on the work they’re best at. That increases efficiency and leads to better results.

They break down silos

A CRM that’s accessible across departments keeps everyone on the same page, and allows them to collectively learn from the data you have. It also makes it possible to accurately track the relationship between marketing activities, sales numbers, and customer relationships by creating a single view of the customer journey.

Marketing and sales reps can reference it to stay up to date while moving potential customers through the sales pipeline. In the process, they collect and capture important data about those customers that customer support will have access to once they convert.

They make personalization possible

A CRM contains all the details about past conversations and interactions you’ve had with a customer, making it a powerful tool for personalization. When customer service agents know the specific products a customer has, any past support tickets they’ve opened, and any recent questions they’ve asked, they can incorporate that knowledge in the support they provide.

Collecting all that data is good for the employees that need it for context, but it’s also valuable for analytical purposes. When you can see larger trends in your customer conversations, you can shift your larger strategy to better serve them. A CRM can put the data you have into a format that helps you turn it into key insights.

With that, you can make your customer relationship strategy more proactive by helping customers before they know they need it, and learn to spot signs a customer may be considering a competitor and needs some extra attention.

What are the types of CRM?

While all those benefits apply on some level to just about any CRM, customer relationship management includes a large category of tools. Different CRM products vary in terms of features and focus, and they can be divided into three main categories.

Collaborative CRM systems

A top focus of collaborative CRM systems is breaking down silos. Often the marketing team, sales reps, and customer support agents are all in different departments that feel disconnected. And for bigger organizations, each of those departments is further separated based on factors like geographic locations, channels they serve, products they focus on, or skill specialties. But in order to provide a seamless customer experience throughout the customer’s journey, you need a way to share information across the full organization in real-time.

Collaborative CRMs ensure all teams have access to the same up-to-date customer data, no matter which department or channel they work in. Not only does customer support have all the information marketing and sales teams collected when working with a prospective customer, but agents in a call center have updated data on customer interactions that happened over email.

That integration between departments and channels saves customers from the dreaded experience of repeating themselves each time they talk to a new contact. Each employee they interact with can quickly and easily pull up a record of all past interactions with the consumer to consult and learn all relevant details. – Read more