When it comes to growing advertising revenue, sales managers report “time lost on admin,” “a lack of field support” and “poor data visibility” as some of the main challenges they face today. The root of the problem frequently lies in outdated IT systems, unable to cope with the complex realities and speed of the modern media sell. The right technology, however, can fast-track the sales cycle to significantly improve sales growth, performance and customer retention. Finding the ideal CRM for your business can be a challenge, but when you do, you’ll be able to supercharge your ad sales in the following ways.
The right CRM makes it easier to identify potential revenue
At its core, a CRM is intended to help you manage customer relationships effectively. But a good CRM will help you identify and close deals as well.
Adpoint CRM boasts a unique, powerful Lead Generator tool that identifies segments that are under-performing, which prospects have been forgotten, which customers are under-spending, and which premium positions are unsold, leaving no stone unturned to boost revenue. With a host of tools for lead-to-sale conversion, promising leads do not get a chance to slip away. Coupled with the ability to feed in internal or third-party market intelligence (Ad Relevance, TNS, etc.), managers can look at competitor spend, identify new market opportunities and win back customers at a touch of a button.
The right CRM is built with your customers in mind
It’s nice when a CRM is easy for your sales team to use, but is it actually supporting better customer relationships? At the heart of customer service is a complete understanding of each customer’s account and needs.
Adpoint CRM provides holistic customer engagement tracking highlights activity in every touchpoint with the company, from sales, through ad ops, to finance. With full information across the business on the customer, proposals and engagements can be more focused and personal, while cross-team collaboration is facilitated. Pre-set reminders flag up spend drops and key dates (birthdays or special occasions) to prompt timely engagements. Regardless of the channel or audience, Adpoint enables sales to package orders exactly how customers want to book and pay for a cleaner sell. The result: customers enjoy a seamless and satisfying experience.
The right CRM will speed up your sales process
Speed is of the essence when selling, whether securing the deal, getting the campaign up and running or issuing the bill. An ill-suited CRM system is likely to cause headaches, but the right fit can make all the difference. That’s why Adpoint is built specifically for one industry (media), and is highly customizable instead of trying to be a “one size fits all” solution.
Offering the ultimate in sales automation, Adpoint CRM can generate target lists, calculate forecast values and produce proposal documents, including multi-channel packages that help advertisers reach the right audience. Live inventory checks ensure unhindered selling – no need to ask operations about availability. Once an order is confirmed, it is simple and easy to amend, placing it in delivery, ready for production. Live tracking then allows adjustments to be made dynamically to campaigns, to ensure the most profitable outcome, with no momentum lost in the cycle.
The right CRM is accessible wherever your sales reps are
Especially now, it’s important to have internal systems that can be accessed and maintained from anywhere and enable remote collaboration.
As a 100% cloud-based system, Adpoint CRM supports sales teams on the road or working from home. From available inventory to finance details, they can access everything they need to close the deal, in real time, using any operating system or browser. With the app, Adpoint Go, the system is fully optimized whatever the browser or device, to ensure maximum usability in the field, from managing opportunities, to instant quote creation. Adpoint’s interface is fully responsive across every browser and operating system, offering fast access to any aspect of the system.
The right CRM will automate administrative tasks
Sales people want one thing from their CRM: fewer annoying tasks. This means a good CRM must eliminate more work than it requires, and offer advanced automation.
Adpoint CRM has templates for the most popular sales documents, instant customer data and seamless quote-to-booking, so admin is kept to a minimum. Adpoint’s Sales Transaction Manager automates bookings from media agency feeds. All pertinent documentation, such as order confirmations, invoices and statements, is automatically generated by Adpoint and issued via e-Dispatch.