Back to basics: how financial institutions can effectively optimize their corporate sales process

What the sales process means for your financial institution

sales automation bpm'online

A true sales process is an internal methodology that contains steps from lead qualification to lead closure. A common definition of sales process is pretty obvious and not a novelty. It is a set of steps and activities from receiving a lead to deal closure. The majority of banking institutions in the
industry today have sales process in place. Nevertheless, there is a huge gap between having one and acting on it. Not that many institutions use
their own sales process as an internal sales methodology. Even less monitor and measure it on a regular basis or provide feedback to sales  managers and have it automated in the CRM.

Re-defining the term helps institutions to evaluate and ensure the success of a sales process installation. It has to become an internal sales blueprint that contains a set of well-thought actions from lead qualification to deal closure which are fully integrated into financial institution’s ecosystem and drive sales
behavior that create value by providing a big impact on sales results. When implemented correctly, the sales process is accepted by sales managers as the tool that improves their productivity and performance. Once defined, sales managers commit to act on the efficient, scalable sales process, which entails much more than following steps and sequences,  and includes a complete transformation to a customercentric, value-based sales model.

Pipeline for corporate sales

sales pipeline

Refined view on the eight stages of the sales pipeline. Before going into further investigations on what the pipeline for corporate-level sales should look like, let’s define core for the sales process. It definitely should be based on the pipeline stages and actions, which takes place inside every sequence.

There is a lot of buzz around seller vs customer pipeline approaches, but we consider sales as a proactive act, believing that an ideal sales process should be based on the sales pipeline. Despite the fact that the sales pipeline is not a new topic, it is still quite difficult to find the appropriate model that could be applicable for corporate level sales. While outlining an effective and methodically followed sales process, driven by the specific business needs and workflow pain points, as well as strategic corporate objectives related to business development, the first step should be a careful process mapping the stages in the sales pipeline. This mapping helps institutions to identify the source of bottlenecks and waste, and to
help determine how inefficient processes can be improved to add more value.

Steps definition

opportunity sales

Sales process has to be connected to a customer journey through the funnel. After the processes and stages are fully understood, we can explore every step of the funnel and define the benefits of the model. Each stage in the process has its own objective and set of activities combined in the subprocess. Ultimately, the sales process has to connect with the lead generation pipeline, account management and service delivery stages ideally powered with automation software. A CRM system would help to
determine the probability of closing, measuring the progress of a prospect through stages of the sales pipeline; allow sales managers to monitor “the feeling” of how a deal might progress through the set of emoticons. As well as provide tips and raise flags to ensure that no step or information has been missed throughout the entire customer journey – from lead generation to cross sales and loyal customers. Now let’s have a closer look at each stage.

1. Qualification

sales process automation

On this stage, it’s very important to assign an owner to the lead while focusing on the key indicator of qualification which is an arranged meeting. When a qualified lead rates high on both attractiveness and engagement, it becomes a sales qualified lead. Typically, four main questions need to be answered on the lead generation/BANT (Budget, Authority, Needs, Timing) qualification step:

  • Does a customer have a sufficient budget?
  • Are the decision makers engaged in selection or at least identified?
  • Does a client have an identified need for your product or services?
  • Is the timeframe for the deal identified?

If there are answers to all of the questions, BANT qualified – it’s time to tap the client and create an opportunity in the CRM. Some financial organizations are assigning a sales manager even though only three of the questions are answered (BANT-1). If a lead was not qualified as an opportunity it should be passed back in the funnel for the lead nurturing process to be reapplied.

Key actions during this step are the arrangement of an initial  meeting, the opportunity creation in CRM, owner assignment and determination of the exact date and time for the first meeting.

2. Needs Analysis

sales bpm

The main purpose of the stage is to collect all initial information on a client, realize client’s requirements, needs and pain points. Proposing the solution is a mirror of the Needs Analysis – all received information should be used for customization of the presentation and proposal, and become a basis for the sales play, or tactical moves in the sales process. The information gleaned from a needs analysis includes initial research on potential decision makers through company website, industry portals, professional social networks and other sources, checking whether sales rep or his/her colleagues have contacts inside the organization or know somebody from that company. All that data should be entered or linked into CRM. The Next step is a discovery call or meeting that provides sales rep with an understanding of client’s requirements, expectations etc.

We recommend the use of formalized questionnaires which touch different areas of the client’s business and needs.

3. Presentation

sales automation

The goal for this step is to prepare a killer presentation or product demonstration. From a process standpoint a company should ensure that all sales reps use relevant and not outdated templates or content. As practice confirms, reinventing the wheel by of creating separate presentation for every client does not prove to be effective. At the same time, the presentation should contain all the necessary information to  address identified requirements.

Actions here can be divided into three main categories:
preparation, presentation and debriefing. Process approach and automation should help sales reps to tap the right template and use all existing knowledge and relevant experience inside an organization to move closer to winning the deal. In that perspective, the data collected for the presentation and debriefing including competitive analysis and the observation of the history of the deal, helps to develop the most effective sales play. Finally, the result of the presentation should be debriefed and saved as a SWOT analysis, with the information on key participants and their attitude clearly identified. The use of emoticons to express sales managers feelings about the meeting provides better apprehension of how to proceed in the following stages.

On this stage, it’s very important for the sales reps to double check whether all key influencers will attend a meeting or at least acknowledged the invite and there is no schedule conflicts with other vital activities in their agendas.

4. Proposal Development

The main purpose of this stage is to coordinate all activities around proposal preparation in order to submit it on time, addressing all identified needs, requirements and expectations. It’s fair to state that a lot of financial organizations get stuck on this stage having to go through a lot of silos and approvals. However, this doesn’t mean that approvals should be ignored. Moreover, the lack of appropriate reviews can potentially lead to a lot of damage to the organization. The solution lays in the streamlined and automated process that orchestrates all stages of proposal development including calculation, content preparation and approvals. Engagement and collaboration is very important on this stage so a traditional process should be empowered by the enterprise social network (ESN) or even gamification.

sales busines process management

5. Proposal Submission

In order to succeed on this stage it’s important to ensure that the  document was submitted or presented on time. A poorly executed proposal can diminish months of excellent sales effort. It is also imperative to remember that sales proposal is a critical customer communication and as such may contain a series of feedbacks/checks and confirmations. As a  work in progress type of document, the proposal can be amended if  necessary with information reflecting the most recent discoveries from the previous stages. Based on the proposed terms and conditions outlined in the documents, a sales play might undergo further adjustments.

6. Negotiations

The key challenge here is to ensure that sales rep tapped the right negotiation strategy. The negotiation can be an art, or a science. Or all of them in the single interaction. Sales negotiations might take place over a series of meetings, conversations and phone calls, or can begin and end within minutes. It’s crucial to provide an ability to counter promptly, speed up and manage all communications during this step. This should be a very dynamic part of the process with close supervision. The ability to set up the right tempo of activities and contact in order to speed up the path and be able to react immediately on all additional request and other feedback is crucial. If the negotiations drag on for too long, this indicates that an error occurred, and the lead has to bounce back to the needs analysis. A good advice here would be to create a detailed plan for follow-ups and additional contacts, which adds versatility to the process.

During negotiation it is also useful to add content for sharing, which might be an additional presentation or other piece of content.

7. Contracting

For each step in the contract management process, the right approach prevents clogs and speed up sales cycles. Automating this process saves time and adds value to each step of the contract’s lifecycle. The right process should help to manage all interactions inside an organization and plan of activities with a client in order to sign the contract quickly and not get stuck. Full-featured contracting management systems should afford the complete visibility and control over any given contract from its inception to its renewal.

Organizing the contracting stage allows to focus on closing sales, while spending less effort on jumping the hurdles in the process.

8. Closing

sales process

When its time to close the sale, the opportunity is either a win, a loss, a rerouted opportunity or a rejected deal. The most important action on this stage is to evaluate the results. Winning is celebrated through analyzing the reasons for success by sifting through the information on why the company was selected, what sales play was successful and so for. The next
step is to ensure the transition of the deal to the back office.

When a sales manager loses a deal, its imperative to know why. A sales team can learn from the mistakes by looking into the data that is accurately record in the CRM. It should be mandatory for every manager to record a lost reason for every lost opportunity. This feedback is vital for other departments such as marketing or business development to quickly fix possible issues or review marketing messages.

Finally, opportunities could be either rerouted or rejected. In case of the rejection the analysis of the things that went wrong helps to keep the record straight and make better grounds for the future successes. The rerouted coding marks a path to bouncing back to the lead generation process and the next BANT
check. Either/or – the process has to be clear, solid and workable as we drift down to the conclusions.

On this stage, it’s imperative to evaluate the performance identifying ups and downs of the sales play in sets of recorded entries.

Conclusion

Having established the stages of an enterprise level sales pipeline, organizations can implement a number of the recommendations outlined to ensure your process remains effective through a continuous improvement approach. A few rules of thumb to ensure proper enactment of the corporate sales process:
• Regularly inspect processes and look for potential failure points, such as deal handoff or special pricing approval. Set up appropriate metrics to measure process efficiency.
• Identify best practices inside the organization and distribute them among the entire organization.
• Process should be part of the training courses. Managers and supervisors need to be coached on how to provide feedback to stuff based on the processes, which should be reviewed at least once a year.

Delivering a process-centric approach to the sales process is what breaks down the traditionally dysfunctional boundaries of a failing process. Treating it as a sales methodology helps to set a comprehensive, end-to-end process that is driven by customer behaviour changes requirements. This approach provides the highest value to the organization, which in turn gives an ability to deliver superior customer experience. A process approach can help financial institutions to sell more dynamically, collaborate more efficiently and get better results.

Source: https://www.bpmonline.com/ebook/optimize-sales-process-financial

Five incredible BPM software solutions for better results

When it comes to management of business processes, most companies cannot exist without proper software and consultants. BPM software can replace numerous programs, tools and assistants. These top BPM tools can be implemented by companies of any size, just select the one that suits your needs and requirements.

bpm’online

bpmonline

Simple and affordable, bpm’online provides an integrated platform for execution of various business processes. Sales, marketing, service – unit everything you need in one platform. It may be applied on your premises, or be used as a cloud-based program. One distinctive feature of bpm’online BPM software is WYSIWYG design tool using which you can create, modify and control business processes of any complexity. Preconfigured elements will help you to process data and work with tasks easier.

What makes it one of the best BPM tools is intuitive engaging interface: a few minutes will be enough for users to understand the navigation. There are no extra elements in the menu: everything is simple and comprehensible. The software is integrated with hundreds of different services, social media and applications, so you can be sure in relevance of customer information. Besides, it eliminates the need of using third-party services to get in touch with clients.

As many other BPM tools, this program comes at per user per month pricing basis and is pretty affordable ($25-$50 per user). It can be used as a cloud solution, or being implemented on your premises. Most platforms (iOS, Android, Windown, Linux) support the software, so users can access the data whenever they need.

What makes bpm’online one of leading BPM software solutions is in-built Artificial Intelligence. Learn more about its benefits and peculiarities here.

Alfresco

Alfresco

Alfresco Process Services is created for businesses that need to handle tens of mission-critical processes in one place. Decent business process management tools can’t exist without customization options, and Alfresco offers all of them for you to adjust to even-changing business environment.

First, there are graphical tools for creation of process models: convenient drag and drop navigation can be handled by beginners, and BPMN editor may be used by more advanced developers. Secondly, Alfresco platform provides Point and Click editors to define business processes and help teammates to make decisions. Data is integrated via different platforms, so users won’t have to use third-party resources to acquire it.

While helping to automate repetitive tasks, this BPM tool also ensures agility in non-routine situations. Users can quickly access information and documents to execute business processes, and collaborate as a team no matter where they are. With group and individual tasks, organizations can support the whole gamut of business scenarios and accomplish goals.

PerfectForms

PerfectForms

One of the simplest and most affordable BPM software tools, PerfectForms provides various workflow solutions to boost efficiency. It has the following distinctive features:

  1. Drag-and-drop editor to create and modify business processes, user interface and reports. No coding required. You can use existing templates or construct your own applications.
  2. Business process automation and process-driven decisions help to execute tasks quickly and reach goals efficiently. When workflow is optimized, your potential is unlimited.
  3. Comprehensible reports will give you a detailed view of task progress and the success of leads. Information is analyzed in real time.

PerfectForms software is widespread among different organizations including educational and financial institutions, manufacturing, healthcare, etc.

LogicGate

LogicGate

Our BPM tools list would be incomplete without LogicGate solution. It helps to organize workflow thanks to the flowchart of physical activities. As processes are executed, LogicGate software creates the rules and logic to centralize operations.  Users value this program because it is:

  1. Adaptable and flexible. Everyone in your organization will be able to work with business processes and share information in real time. Rules and logic are modified to comply with ever-changing environment, you don’t need to know coding to alter them.
  2. Easy to use. Workflow is synchronized and integrated across all devices and levels. Now teammates will be aware of tasks in progress and may work together. They don’t have to be tech-savvy to understand how things work.
  3. It provides the whole array of BPM tools for customer communication including emails, calls, personal meetings and interaction in social media.

If you need maximal agility, this platform will be a perfect solution for your team no matter how big the organization is.

Comidor

comidor

This automation platform allows uniting business process management, CRM and sales in one place. Organizations that need to automate workflow and boost its efficiency will definitely like this software: teammates can interact using instant messages, video chat and friendly text anytime, anywhere. Comidor BPM solution is compatible with the most widespread platforms (iOS, Android, Windows, Linux, etc.). Besides, it can be used as a cloud program, on premise or a hybrid variant.

Comidor can be integrated with different services and applications to establish efficient communication with customers and acquire their contacts. Since it’s a low code development platform, you can create your own applications without extra efforts and skills. The entire sales lifecycle can be managed with the help of a few tools and instruments. Another key benefit of Comidor is low price: it comes for $10 per user per month only!

Now when we’ve conducted BPM tools comparison, you can choose a solution suiting your unique needs and requirements. It will definitely take your business to the next level.

Most Popular Consulting CRM Softwares Your Business Will Benefit from

Day by day, business owners have to resolve lots of different problems. The latter include a wide variety of issues, from sales and marketing to client servicing and reselling. Those who head up private consulting firms are no exception. Naturally, they can handle all their problems using old good card-catalogues and traditional books of records. But how time-consuming and inconvenient they are!

Smart consultants give preference to customer relationship management softwares that help them regain control over the whole scope of their daily operations. Let us gain an insight into the key benefits of CRM for consulting firms:

  • They improve the company’s workflows.
  • The systems of the kind move leads through the sales funnels.
  • Such platforms promote customer experience.

We are ready to present you the top five CRM for Management Consulting Firms that help organizations of all sizes in their marketing efforts. Here they are:

Bpm’online

Bpm’online Consulting CRM

It is a cloud-based customer relationship management system for consulting firms and professional consultants that improves resource allocation, boosts officer productivity and enhances human resource management efficiency. Bpm’online allows users to implement smart enquiry management tools and organize all the company’s documentation in a single stream. The software lets modern organizations centralize all their collective knowledge and experience in the single database. With this CRM for consultants, you will have a perfect opportunity to elevate your client relationships and sales management to higher standards. You will bу able to organize all types of activities in a user-friendly interface, plan workload for your team, calculate costs of services and control all additional expenses. Besides, with bpm’online you can monitor the results of your day-to-day activities, continuously improve the firm’s business processes and gain competitive advantage as compared to other companies working in the same industry.

Bitrix24

Bitrix24 Consulting CRM

It is a highly secure, turnkey CRM system for small and medium-sized companies aimed at efficient collaboration, communication as well as business process management. The software helps consulting organizations get rid of data silos and move all the necessary pieces of information to a well-protected centralized database. Using Bitrix24, you can apply to a variety of effective instruments, which will help you create reports, import and export contacts, perform the analysis of the team’s performance and so on. This CRM for consulting companies gives users a quick look at their sales funnels and allows them to monitor all their transactions in progress. What is more, this customer relationship management platform features a Gantt chart, in which you can view all the company’s tasks and subtasks with their statuses, responsible employees and chronological relationships. All this enables consultants to work more effectively and with greater confidence.

Accelo

Accelo

It is an integrated professional service designed to automate business processes of consulting firms and agencies. The platform streamlines all the company’s workflows and helps employees deliver their projects on time. The CRM tools of Accelo let consultants manage the firm’s budget, maximize revenue and avoid value leakage. The software integrates sales, projects, support service and the staff into the single centralized system, saving you from the trouble of using multiple platforms and spreadsheets. With this CRM for Consulting Firms, you will be able to focus on client relationships, as you will know what is going on with every customer at any given time. Moreover, Accelo enables organizations to increase their billable hours, utilize their resources more efficiently and get rid of redundant administrative procedures. Finally, the system can be easily integrated with other apps used by most modern consulting agencies.

Bullhorn

Bullhorn

It is a comprehensive CRM solution that helps consulting firms accelerate their employee productivity, increase the level of client satisfaction and gain the maximum visibility of human relationships within their organizations. Bullhorn equips companies with the real-time insights into the client’s situation. For instance, you will hold information about the person’s relationship history, his orders, top engaged contacts and so on. With this CRM for management consulting firms, you will receive alerts about client issues right to your mobile phone, so be ready to respond to them as quickly as possible. Besides, the system helps companies manage all their eventual personnel operations with timesheets, expenses, commissions, invoicing and onboarding programs. Bullhorn is a fully customizable platform that can be changed in accordance with the users’ preferences; you can easily adjust it with a simple drag and drop function.

Base

Base

It is a dynamic CRM solution that will help you digitize your sales management consulting firm. The system lets users identify the areas for improvement, makes them more proactive and increases the level of customer loyalty. It features a user-friendly dashboard, which will be very helpful in management of a client contact information, keeping track of the firm’s projects and recent dealings, making schedules for the stuff and so on. All this data can be used later for the purpose of reporting on the consultants’ performance and the clients’ actions. With Base, you will have a perfect opportunity to prioritize the company’s leads and customize multiple sales pipelines in order to track and manage different deals. The platform will let you associate a number of contacts with a single deal, so that you could easily navigate multiple decision makers. What is more, you’ll stay connected on the go using the system’s mobile app for iOS and Android.

Turbocharge Your Sales With The Top 4 Sales Management Software Tools

The Art of The Deal: Then And Now

In the not so distant past, sales professionals around the world relied on manual tools and methods to push sales orders along the sales pipeline. Sales teams sent letters and contracts by post or by hand, transmitted messages internationally through facsimiles and waited to get back to their desk to receive “while you were away” notifications on post-it notes from the company secretary or receptionist.

Within three decades, a new tech savvy generation of sales professionals now dominate the field. The old way of conducting sales has become extinct. The loud keystrokes of typewriters and bulky keyboards has been replaced with the silence of virtual keyboards on smartphones and tablets. The sound of the facsimile printer (or worse, the dot matrix printers of telex machines) has been replaced by a single chime of incoming mail or notifications in powerful new apps, all designed to reduce the response time for incoming sales inquiries to seconds or minutes instead of days or weeks.

Sales teams can now collaborate and share real time information about their various prospects and deals, digitally acquire new leads and close deals from a single digital platform, designed specifically with them in mind.

The Top 4 Sales Management Systems In 2017

Although no common standard for sales software solutions exists to aid in their ranking, the best software for sales management share a common set of features that include the ability to tweak the platform to fit particular use cases, environments and industries. Sales funnels are generally similar but the tasks describing the progress of a lead through it is unique to those cases, environments and industries.

Having said that, all modern software for sales management aim to help businesses boost their sales operations through various techniques such as automation and industry-specific templates for workflow and documents. With that in mind, we present to you 4 of the best sales management software platforms available in the market today that will fit the most common requirements along with the ability to configure and customize the solution to meet particular needs.

BPM’online: Bpm’online is our top choice in this list of best sales management software and is one of the market’s leading and most intuitive and user friendly sales management platforms available in the market today. Its comprehensive sales, marketing, and customer service capabilities are integrated in a unified platform, thus enabling sales teams with the ability to automate lead generation while generating more repeat business by providing customers with a personalized sales experience based on their previous preferences and service history.

Bpm’online online sales software

One of the most beneficial advantages of Bpm’online is that it comes with a rich library of pre-defined sales process templates that follow industry best practices for many common industries. It boasts powerful 3rd party integration capabilities with various communication channels such as online digital marketing campaigns, email servers, call center management engines and social media channels. Among its other powerful benefits are custom reporting, real time dashboards, team communications and management, process editing, collaboration tools, document libraries and much more. It can be deployed on-premise and in the cloud and is suited for businesses of any size.

Sugar CRM: SugarCRM is a general, multi-feature open source CRM solution with powerful sales management capabilities, which are a subset of a robust CRM solution. This platform is ideal for businesses of any size that require good scalability from their software. It comes with a rich feature set for the end-to-end management of sales operations, including live dashboards, visual reports, workflow management, offer and order management, client profiling and order histories. Because of its open source nature, a passionate open source community contributes many additional modules, features and integrations that allow further customization to meet any kind of requirement and environment. Like Bpm’online, SugarCRM can also be deployed on-premise and in the cloud.

Sugar CRM online sales software

PipeDrive: PipeDrive is an online sales management platform that is available as a Software-As-A-Service. Its simple and intuitive interface allows for rapid deployment for small and medium sized teams looking to hit the ground running. It has a robust feature set, though not as extensive as the ones provided by Bpm’online and SugarCRM. Nevertheless, it compensates with its simplicity and rapid adoption rates. It provides sales pipeline visualization capabilities, sales team management, sales forecasting and places emphasis on customer interaction logging. It has decent 3rd party integration capabilities with other online platforms such as Google Apps for productivity and collaboration and MailChimp for email marketing.

PipeDrive

HubSpot Sales: HubSpot Sales is an online sales software system designed to integrate easily with existing workflow. The strategy that HubSpot follows here is to minimize adoption time by introducing a learning curve only to the platform, not the process. The reasoning behind this is that process change comes over time and not necessarily at the time of implementing a new platform.

HubSpot’s online sales management system is an intelligent option that combines common sales management capabilities in an intuitive interface, with a strong focus on change management but without the complexity found in other platforms. Like others on this list, HubSpot can be integrated with online campaigns, email services, social media platforms, call centers and many others. Like PipeDrive, HubSpot is an online subscription only platform. And even though its subscription costs may be considered cheap, its ROI is realized over the long term with savings in reduced deployment downtime and seamless change management capability.

HubSpot Sales

Marketing automation software

Marketing automation software is the top of any list of best solutions for modern businesses. This technology allows companies to streamline workflows and operational efficiency.

The goal of the marketing automation software is, as it follows, quick automation of marketing actions. Using the technology makes repetitive tasks (emails, social media, different website actions) much easier and saves up a lot of time. Besides, it simplifies marketing ROI measurement.

Marketing software is used in many modern business processes. It’s widely presented in the B2B and B2C types of organizations. The software helps increase sales and stimulates profits.

Opportunities offered by marketing CRM software:

  • placing all the marking data in one spot;
  • providing clear customer database segmentation;
  • aligning marketing, sales and service on the same CRM platform;
  • segmenting and targeting right messages to each customer;
  • customer interactions across online and offline channels;
  • analytics for testing, measuring, and optimizing marketing ROI;
  • tracking new leads, evaluating the efficiency of different channels;
  • automation of marketing campaigns;
  • extensive integration possibilities.

Why marketing automation platforms are so powerful

To be successful and efficient, specialists in marketing should respond personally to every customer who shows the slightest interest in buying. But in real business it’s hardly possible. And only technological platforms can fully automate all marketing communications.

Top 5 Best marketing automation softwares

The best solutions for business automation are determined by customer satisfaction according to the users’ reviews. All the software products introduced below have “all-in-one” business options: blogging, email, analytics, social media, automation and much more.

  1. Bpm’online marketing automation software is a cloud CRM multichannel management software for businesses of all sizes. The platform enables to have a constant dialogue with your customers. Engaging interface, free of redundant information, makes communication and marking easy and pleasant. This software is widely recognized by key industry analysts.

Special features:

  • email-marketing tools for personalized communications with every customer;
  • three basic products aligned on a single platform (marketing, sales and service);
  • no coding or any technical difficulties in changing processes;
  • bulk data import and export;
  • complete monitoring of workflows and history tracking.

Marketing automation software bpmonline

  1. Autopilot a is visual marketing software, which helps communicate with customers and manage leads smarter. It’s easy to use and suitable for multi-channel marketing automation needs. Autopilot marketing automation tools successfully serve both small and large businesses. The software connects different apps to integrate and automate tasks.

Special features:

  • enables to send texts or emails to the right people at the right time;
  • built-in integrations with Twilio, Segment, Salesforce, Lob and more;
  • tracking real-time activities;
  • action-based trigger automation;
  • visualization of data and revenue reporting.

Autopilot

  1. Oracle Eloqua is a good choice for large enterprises that provides real time data transformation. This software offers a lot of features in its basic package. It integrates with other CRM systems. Oracle marketing automation tools are well-designed for a precise event and budget management. It allows to create a network of over 500 partners and represents over 700 integrations.

Special features:

  • function of progressive profiling,
  • possibility of email A/B testing,
  • in-depth analytics;
  • tracking of lifecycle and revenue progress.

Oracle Eloqua

  1. Marketo offers online marketing automation for mid-sized businesses. It helps find the right customers and prioritize potential customers based on the fit with your business. Marketo applications plan marketing activities across the team. One platform handles millions of activities per day. The software gives you flexibility to launch targeted campaigns to generate more revenue.

Special features:

  • a built-in marketing calendar;
  • advanced social media promos;
  • advanced content abilities on landing pages;
  • the ability to allow sales and marketing to communicate through the same system.

Marketo

  1. Hubspot CRM for marketing management serves for effective setting up workflows and their financial boosting. It saves time on repetitive tasks and helps control targeted workflows in real time. This automation tool is aimed at small businesses. The platform is easy to use and gives business owners a possibility to learn about online marketing.

Special features:

  • publish relevant, conversion-optimized content in social media;
  • insight analytics depicting main marketing impacts;
  • ability to tie all the data together with analytics;
  • the software is easily installed on laptops, tablets and smartphones.

Hubspot

Give it a try

Today only innovative strategies can really attract new customers. Hypercompetitive business environment requires being aware of all modern opportunities for effective business management.

Choose one the best online marketing software, presented in the review to evaluate the possibilities for streamlining your business processes. Using online marketing software is the best way to coordinate workflows and produce high-quality leads for the sales department. With the help of CRM marketing tools, you can control your entire business performance and make it more effective.

You can have your free trial of the chosen software to analyze its functions and opportunities first.

Top 5 game-changing CRM software solutions

Customer relationship management is all about establishing personal and emotional linkage with clients and partners. The robust interaction between consumers and a brand is a pillar of a business stability and success in today’s dynamic market landscape. One of the ways to solidify relationships with perspective and existing clients and at the same time reduce operational costs and boost productivity is investing in the right CRM product. CRM is a program (web-based, on-premise or hybrid), which enables companies achieve excellence in marketing, sales, and service by providing powerful tools to administrate every aspect of customer relationships.

An ideal CRM solution is entangled with the following features:

  • Business process management and automation
  • Customer data management and segmentation
  • Content management
  • Lead management
  • Social media integration
  • Reports and dashboards
  • User interface customization
  • Big Data management and storage
  • Files sync and share
  • Sales funnel management
  • Campaign management
  • Email and social media marketing
  • Product catalog
  • Mobile CRM
  • Order processing

Based on these criteria we have developed our list of the most sophisticated CRM tools and hope it will help business owners and executives figure out which solution will suit their needs best of all.

Bpm’online

bpmonline crm software solutions

The acknowledged leader in online CRM software solutions, bpm’online provides a central hub for customer experience management and sales force automation.  What sets bpm’online out of the competition is that it is the first in the world process-driven CRM program, which allows non-technical users to easily design, modify, and run customer-facing processes on a single platform.

Such a powerful CRM+BPM engine enables to consolidate customer-related information, build efficient promotional campaigns, create and automate workflows using the inbuilt process designer, assign tasks and responsibilities, retrieve documents and contracts from the system, sharing information among multiple users and departments, track leads through a sales pipeline, analyze the results of each business activity, and much more.

Full-featured bpm’online software is able to serve every business need by incorporating three products in one CRM package:

  • Bpm’online marketing to develop and deliver compelling demand generation campaigns via different channels and evaluate their success;
  • Bpm’online sales to manage and automate vital business processes and keep an eye on sales performance;
  • Bpm’online service to solve customer cases, process orders, handle requests, and manage omnichannel communications with customers.

   Zoho CRM

510652-zoho-crm-new-dashboard-ui

One of the best CRM software products on the market, Zoho CRM is a powerful yet simple-to-operate platform helping its users manage sales and customer-related information in one place. The rich functionality of this solution can address many business challenges like planning activities for the target groups, creating invoices and quotes, managing deals and contracts, and tracking the progress of marketing campaigns directly from the system. The main features of Zoho CRM are:

  • Pipeline management
  • Task management
  • Contract management
  • Account management
  • Marketing reporting and analytics
  • Lead management
  • Campaign management
  • Social media synchronization

ProsperWorks CRM

prosper works crm software solutions

Smart and simple, ProsperWorks CRM is aimed at helping companies close deals faster. A seamless integration with Google apps makes ProsperWorks a high-performer among CRM solutions. The software provides all necessary tools to track leads in a sales process, capture specific data on new opportunities and create call-to-actions based on informational triggers, design customer engagement projects, manage a database, establish consistent communication with members and clients, and implement standard sales procedures. This CRM product provides such functionality:

  • G-suite integration and extension to Gmail and Inbox
  • Emails tracking
  • Sales tasks automation
  • Team activity tracking
  • Pipeline management and reports
  • Forecast management
  • Leads and sales dashboards
  • VoIP Calling

Salesforce CRM

Salesforce CRM

Cloud-based CRM software solution, Salesforce is an ideal program for midsize to large businesses of different types that are focused on overall monitoring and reporting. Salesforce can keep track of every prospect, client, and partner and provide insightful custom reports on sales and marketing activities, thus, contributing to more accurate decision-making and forecasting. Owing to rock-solid functionality, integration, and configuration, the suite can be very beneficial for companies looking to:

  • Manage lead and contact-related information
  • Build and execute online marketing campaigns
  • Get the real-time stats on sales
  • Reach out to the customers straight from the system
  • Share content among the participants
  • Track the teams’ and individual performance

Nimble

Nimble

Affordable and easy-to-use customer relationship management software, Nimble provides everything to effectively manage contacts, communications, and sales activities from one place. It can help the shareholders to organize workflows around new lead generation, segment contacts to determine the right audience for a new product/service, create and perform email and social media marketing campaigns, manage tasks and calendar events, etc. The key competencies of this solution are:

  • Customer database management
  • Lead management
  • Deal tracking and invoicing
  • Sales forecasting and analytics
  • Email marketing and tracking
  • Task management and reminders
  • Social networking services integration and social listening
  • Enterprise social network

 

5 CRM Solutions Designed To Help Your Business Increase Profits

CRM software is all about recording and maintaining institutional knowledge about customers from contact details up to purchasing behavior and history of interactions. A failure to keep every bit of customer information is fraught with lost opportunities, foregone income and utmost dissatisfaction with your brand. Hence, the essence of CRM products is undeniable. Still, it is very difficult to find the best solution as the modern CRM market offers over 200 tools.

Turning a prospect into a loyal patron and the automation of customer-facing processes are what a professional CRM suite is supposed to be capable of. For this, a fine customer relationship management program must serve a large scale of business needs across all departments and meet the following requirements:

  • Sales process automation
  • Contact and account management
  • Data analysis and insights
  • Custom reports
  • Social media features and social engagement measuring
  • Opportunity and pipeline management
  • Customer care tools
  • Prospects tracking
  • Unified database
  • Integration and mobility
  • Partner relationship management

A properly chosen CRM system can help organizations dramatically improve their teams’ collaboration and efficiency, build target marketing campaigns with a high conversion rate, detect prospects for up- and cross-selling, evaluate clients’ satisfaction, keep an eye on what consumers say about the company in the social networks and use the customer data to develop more personalized offerings. If a CRM product can address all these business concerns, a company is sure to boost overall productivity and, eventually, increase revenues. The only thing left is to select a decent CRM system.

Bpm’online CRM

Bpm’online CRM

Best-in-class cloud CRM solution, bpm’online is committed to making your business more profitable and competitive by providing an opportunity to align sales, marketing, and customer care processes on a single platform. This cutting-edge process-driven CRM software is the game-changing solution that incorporates customer relationships with business process management.

Such a revolutionary approach to CRM enables bpm’online users design and automate mission-critical processes, view customers from different angles, supervise promotion activities, monitor employees’ performance, deliver multichannel customer support and make more accurate data-based sales forecasts. What sets bpm’online apart from other CRM vendors is that it provides a truly rich functionality to manage every aspect of cooperation with both existing and to-be customers and bring sales and marketing initiatives under one roof:

  • Business process engine
  • Change management
  • Contact center
  • Customer database management and segmentation
  • Document management
  • Email marketing
  • Event management
  • Incident management
  • Knowledge management
  • Lead management
  • Mobile app
  • Multichannel communication
  • Opportunity management
  • Orders and invoices
  • Other services synchronization and integration
  • Product/service portfolio
  • Productivity tools
  • Project management
  • Reporting and analytics
  • Sales force automation
  • System designer/custom fields

BigContacts CRM

BigContacts CRM

BigContacts is a right choice for small to mid-sized companies looking for a flexible yet affordable online CRM solution. A full-featured lead-to-revenue tool, BigContacts allows for managing a complete customer journey, tracking contacts, calendars and tasks, capturing and keeping all conversations with clients/partners in a centralized database, sending automatic event-triggered notifications and alerts to stakeholders, putting emails on the autopilot and getting real-time sales reports. Such powerful CRM software provides the next modules:

  • Contact management
  • Email marketing
  • Landing page creation
  • Mobile CRM
  • Opportunity management
  • Reports and dashboards
  • Shared calendar
  • Social media
  • Task management

Infusionsoft CRM

Infusionsoft CRM

Infusionsoft is considered the one of the best CRM solutions for small and medium organizations of any type as it helps companies stay organized as the business grows. Infusionsoft is capable of centralizing customer interactions in a single place, streamlining daily workflows, capturing new leads and managing payment procedures. A user-friendly interface and smooth integration with other apps and services add points to the Infusionsoft’s popularity. This software comes with:

  • Contact management and customer tracking
  • Data management
  • Segmentation
  • Calendar and task management
  • Lead scoring
  • Mobile application
  • Report builder
  • Billing/invoicing
  • Inventory management

LeadMaster CRM

LeadMaster CRM

Yet another effective tool to drive your business to success, LeadMaster can help commercial organizations manage contacts, automate marketing activities and convert leads. Good for all business sectors, this cloud-based CRM solution also provides smart virtual call center features to give companies more opportunities for marketing and selling. To ensure a quick return on investments, LeadMaster has the following capabilities:

  • Analytics and customer reporting
  • Collaboration panel
  • Email marketing
  • Lead lifecycle management
  • Queue management
  • Sales management
  • Workflow automation

LeadSquared CRM

LeadSquared CRM

Simple but multifunctional LeadSquared CRM enables its users to generate real and measurable business outcomes by providing everything sales professionals need for the successful lead generation. This online CRM solution can address many business challenges including landing page creation, leads identification and nurturing, marketing campaigns tracking and sales funnel automation. To help companies win more sales, LeadSquared CRM offers:

  • Conversion analytics
  • Email and drip marketing
  • Dashboards
  • Lead management
  • Landing page templates
  • Automatic notifications
  • Social sites integration
  • Sales automation and tracking
  • Mobile CRM

5 Outstanding consulting CRM solutions that will take your company to the next level

CRM for consulting companies will help your team to process and analyze data, make process-driven solutions and automate workflow. This is an all-in-one solution that can replace many programs and apps.

Even if your company has skilled advisors, the success of the consulting organization can’t be complete without properly optimized operations and processes. CRM for Management Consulting Firms is a versatile solution that helps to deal with project management, human resources, data and knowledge, and marketing. These five solutions have been created for consulting firms to leverage all useful services.

Bpm’online

Bpm’online consulting CRM

This CRM for consultants is considered to be highly efficient and affordable, and selected by thousands of companies around the world. What makes users love it? Together with a simple intuitive interface, bpm’online offers the whole gamut of features for:

  • organizing all documents in a unified stream;
  • boosting efficiency of HR management;
  • improving resource allocation;
  • deploying an integrated approach to business operation management;
  • managing a centralized knowledge database.

The software will perform all time management for you: notifications, workflow optimization, and organization of customer communication, calculation of costs, reports and data analysis. You can streamline more than half of routine tasks to offload your staff and let them focus on really important matters.

With this CRM for consulting, you will benefit from integration with many services and applications to get relevant data. Enquiry resolution can be monitored, and you can assign advisors for this or that enquiry. The result of work can be monitored with the help of reports and diagrams: you won’t miss a detail. Bpm’online solution can be used as a desktop and mobile solution, and is compatible with various platforms.

Bitrix24

Bitrix24 consulting CRM

Bitrix24 is a globally acknowledged platform for business process management that can also be successfully used by CRM consulting companies. If you need an affordable solution and endless opportunities, Bitix24 consultant CRM solution will be the right choice. Users get the full spectrum of necessary tools: not only customer database, but also quotes, invoices, project management instruments, etc. The platform may serve to collaborate with clients and all involved partners.

While not all similar solutions include email marketing and self-service portals, Bitrix24 provides them for users. It also helps to generate leads, personal messages, invoices and many other documents. Time managers will like the wide choice of helpful tools like Clock-in /Clock-out, billlable hours, workload management, absence tables, work reports and calendars.

Time Consultant

Time Consultant

This web-based solution can be used by different organizations including CRM Consulting Firms. It has most basic features like other CRM solutions:

  1. Improved time reporting. Users can receive automatically generated notifications, submit timesheets and have steady access to data via an Internet browser.
  2. Timesheets in electronic form are easy to manage.
  3. The system calculates the time requires for operations and processes.
  4. Expense reporting options show bill expenses of particular projects, defines currency and payment method, and shows expenses to be approved.
  5. Streamline of invoices and billing based on expenses and time. Bill rate changes for every employee can be displayed or sent via email.
  6. Analysis of gross include at all levels of the organization and immediate reporting of gross income by project, department or consultant.

Time Consultant is a surprisingly cheap ($4 per user per month) solution that helps to automate employee time reporting, timesheet approval, invoicing and project management. This is a suitable solution for startups and companies with tight budget.

Bullhorn

Bullhorn consulting CRM

Another popular solution for consulting business, Bullhorn helps to grow business without much expenses and efforts. It boosts employees’ productivity during relationship transitions and provides visibility of business processes. With Bullhorn CRM software, management of consulting firms becomes much easier. There are several outstanding features that are worth mentioning.

The platform provides real-time insight into relationship history, the most engaged contacts and tasks in progress. Customer contacts and personal data are also automatically obtained from different services and platforms. With total transparency, you will get a clear vision of employee relationships, business opportunities, results and client health. With Bullhorn software, you will be able to overcome the main challenge: provision of consistent service in ever-changing environment with altering customers’ demands. One more important advantage of this suite is convenient intuitive interface in both desktop and mobile versions.

CAS CRM

CAS CRM

To ease sales management in consulting firms, you can implement this software. CAS CRM is a versatile solution that has the following benefits:

  1. Total confidentiality. Define who is authorized to access customer data.
  2. Central knowledge database that provides information about clients and will help to make a decision.
  3. Secure and easy access via mobile devices.
  4. Let employees know what tasks are being performed, and enhance communication providing them with an integrated platform for collaboration.

CAS CRM software also has many options for sales optimization: sales funnel, sales reports, convenient dashboard, comprehensive project plans. This is an available solution for consulting organizations in need of basic CRM functions.

With suitable consulting CRM software in place, you will get overall control over data and automate various processes to offload your employees. This is a perfect solution for organizations that care about their teams and customers.

BPM Software:The Top 5 of 2017

Modern businesses need to be quick to respond to ever-changing market conditions in order to achieve success and maintain a competitive edge. The smoother and better managed the response is, the better off the business is in all aspects. Furthermore, in order for the consumer to recognize your brand and prefer it over others, businesses must ensure that every single process they employ revolves around the customer. However, designing customer-centric processes and adapting them constantly to market conditions can be a complex and daunting task. Fortunately, BPM software makes it significantly easier and more intuitive to do so.

What Is BPM Software?

Businesses of different shapes and sizes employ people who perform tasks. These tasks are usually part of a process that results in a specific outcome. For example, when a business needs to restock its warehouses, there is usually a process that determines which items are needed, how many of them are needed and how long they might last. That process also defines the people that are responsible for making all this happen. It may also have a certain time frame within which it needs to be completed, what happens if it isn’t completed on time along with many other variables and scenarios that this process needs to manage. Different processes handle different tasks and outcomes.

Simple put, Business Process Management Software (or BPM Software for short) is software that allows businesses to design, deploy, update and enforce processes across organizations. With the help of BPM software, business managers and decision makers are able to model new and existing business processes with ease and intuition, as well as enforce them and monitor their performance at the click of a button. Over time, decision makers will be able to monitor each action within a process, find inconsistencies and suggest ways to improve them on the fly.

BPM systems

In fact, these BPM systems consolidate and integrate organizational structure, regulations, methodology and policies in a unified platform to better serve an organization’s goals and overall strategy.

Additionally, modern BPM software platforms come packaged with pre-defined process templates that embody the best practices and industry standards in the most common processes across different industry segments. A lot of the time and effort that goes into designing, implementing and optimizing processes can thus be drastically reduced, thus increasing efficiency, reducing complexity and lowering learning curves. After all, there is no need to re-invent the wheel if someone else has already done it for you.

BPM Software Solutions

The Top 5 BPM Software Solutions

Without further ado, here they are the top BPM platforms for 2017:

Bpm’online

Bpm’online is arguably the leading BPM platform available in the market today. It boasts a solid and comprehensive family of tightly integrated products that span an organization’s sales, service and marketing operations. At the heart of all these modules is a powerful and intuitive BPM engine that allows organizations to tailor the solution to their individual processes, while benefiting from an extensive library of pre-defined process templates for various industry segments. Bpm’online boasts a solid portfolio of Fortune 500 clients with access to the vendor’s world-class round the clock service. Various 3rd party integrations are supported including various analog and IP telephony platforms, the most widely used email servers, social media plugins and many of the leading business intelligence tools for analysis. The bottom line? Bpm’online’s offering offers amazing ROI and is a no nonsense, hassle free and user friendly platform suited for any business for any size looking for a serious competitive edge in today’s crowded marketplace.

Bpm’online

Adonis

Adonis BPM by BOC Information Technologies AG is a robust open source BPM tool that offers good standard BPM functionality, including process design and documentation, deployment and monitoring. Process optimization is supported with version control and workflow tagging. This is a purely cloud based platform and its various features are accessible by most modern browsers. 3rd party integrations are established with its open API library for various scenarios. Process analysis and KPIs can be monitored by integration with 3rd party open source BI tools.

Adonis

BP Logix Process Director

BP Logix Process Director is a BPM solution geared towards regulatory-minded organizations with strict compliance requirements, such as healthcare, finance and government entities. Its tools and features heavily focus on BPM compliance as well as standard workflow management capabilities. User and data validation and security is also heavily present in this solution, such as electronic signatures, data validation within form builders and standard two factor authentication. This solution is available as both on-premise and cloud based deployments.

BP Logix Process Director

Canea Process

Canea Process is a powerful solution for modeling and sharing business processes. While not technically a BPM product in the traditional sense, Canea is a part of a family of products known as Canea One that together form a formidable contender in this list. Canea Process boasts one of the simplest and friendliest graphical interfaces in this roundup, in addition to a powerful process modeler that allows everyone the same ‘big picture’ view of all of an organization’s process set. This makes cross-organizational process optimization seamless. Together with the rest of the modules such as Canea Workflow and Canea Project Management, powerful features are at your disposal for a complete BPM solution.

Canea Process

Sensus BPM

The final contender in this roundup is Sensus BPM Software. This is a general purpose, feature-rich and scalable BPM solution that provides robust cross-organizational BPM capabilities. Its sizable feature set include workflow documentation, dynamic role to task mapping, swimlane visualization, process modeling, version control, process library management and much more. This platform scales well within organizations of different sizes. Sensus is available for both cloud and on-premise deployments.

Sensus BPM

Best Sales Management Software for Your Company

Sales management software enables companies to manage the entire sales cycle effectively and easily. How to select the relevant software for your business?

Bpm’online

The system combines the best sales practices and manages a complete customer journey connecting marketing, customer service and sales processes. Its collaboration tools include communication panel, calendar and Enterprise Social Network for managing projects and deals of any complexity. Bpm’online has also a variety of tools for product, contract and lead management. All data may be imported from and to Excel or integrated with MS Exchange or MS Outlook. A system designer helps to work with pages and processes. A detailed analysis of each stage of sales enables to see all performance indicators. Visit https://www.bpmonline.com/sales-demo to find out more about packages, pricing and free demo versions.

Pipedrive

The software applies the most up-to-date pipeline methodology which helps to control complex sales processes. All contracts, projects and deals are categorized by stage. It develops a clear understanding of sales priorities and refocuses forces accordingly. The whole process is fully customizable; users can add as many sales options as they need thanks to drag-and-drop interface and detailed menu. In addition to that, the platform offers different tools for sales forecasting and reporting for future sales planning and budgeting. Check https://www.pipedrive.com/en/features to learn more about its features.

Pipedrive

Zoho CRM

The CRM empowers companies with lifecycle management solutions and helps to achieve great sales performance. Lead management tools collect lead information from campaigns and websites. All deal details are seen in a single screen without scrolling. In-depth reports and dashboards identify advantages and bottlenecks of any sales process. Territory management tools help to control sales across various geographies. Users can share accounts with other territories, see the statistics among regions and allocate sales representatives to the right locations. Find out more about this software for sales management at https://www.zoho.eu/crm/features.html.

Salesforce

The CRM drives operational excellence from lead to deal closure. The system combines marketing automation tools with sales pipeline to sell faster and find more sales opportunities. Its tools include Sales Cloud (automation and CRM options), SalesforceIQ, Quote-to-Cash (for payments and invoices) and Data.com for data cleansing. The smart system Einstein AI analyses data and highlights the top leads. For more options and solutions have a look at https://www.salesforce.com/products/sales-cloud/overview/.

Salesforce

Infusionsoft

Companies use this platform to automate marketing and sales processes while combining email campaigns, CRM and e-commerce in one place. The system helps to focus on the hottest leads and assigns a score automatically. It also adjusts the settings a user needs for a particular task. Pipeline management tools make a sales management more productive. Users can automate reminders for sales team, view reports, train new members and make accurate forecasts. If you are ready to get started, check https://www.infusionsoft.com/software/features/sales-automation.

Infusionsoft

Clickpoint (SalesExec)

With this software developed for call centers and sales managers, companies close more deals quickly and efficiently. The system enables to import leads into user’s management software and improve lead conversion. DNC and TCPA rules are created for compliance. Built-in sales scripts increase company’s close rates. Lead management reports and scoreboards provide sales managers with detailed up-to-date information. The system integrates call service so that employees can call leads and analyze the results. Automated email and direct mail options also help to increase lead conversion. Visit https://www.clickpointsoftware.com/salesexec/lead-management-software.html to learn more about products and solutions.

Clickpoint (SalesExec) Sales Management Software

Teamgate

This platform has a great number of tools for generating leads, accelerating sales and closing deals. Leads import, segmentation, filters, duplicate mergers, smart search and geolocation help to manage leads in a comfortable way. Sales pipeline reports and dashboards provide users with the quick overview of company’s sales. If you want to speed up your sales process, check https://www.teamgate.com/solutions/sales-acceleration/.

Teamgate Clickpoint (SalesExec) Sales Management Software

Yesware

Yesware is an email platform for salespeople. It has a number of email tracking tools, email templates, sales automation tools, phone dialer and time saving tools for more effective sales management. The system provides full analysis on opening, clicks, responses and other actions of customers. Analytics reports enable to see which prospects are likely to be closed. If you want to sell smarter, have a look at http://www.yesware.com/product-tour/.

Yesware Teamgate Clickpoint (SalesExec) Sales Management Software

Key Features of Sales Software

When choosing the best sales management software, enterprises should take into account the following features:

  • Contact and lead management tools. Detailed customer database is beneficiary for any sales process.
  • Sales forecasting and reporting. Analytic tools are necessary for adjustment of sales processes and boosting productivity.
  • Integration with email and other CRM platforms. The sales software should be synchronized and integrated with email and other CRMs for simplifying the whole business process.
  • Pricing optimization. It relates to unified price management that also eases approval procedures and workflow.
  • The best software for sales management enables sales collaboration and helps to assign projects among employees and share strategies.