Add Call Logs in CRM to keep track of Sales calls

Hello All,

We just introduced a new Call Logging feature for all the users in the latest update of ToolsonCloud CRM.

Here is the glimpse of what’s new in this update…


Need for this feature:

Often Salespersons interact with their leads over a series of phone calls. However if that particular lead is being handed over to another salesperson, then the new team member may not have the complete logs of the conversation they had with the leads or customers. Additionally if the lead volumes are high, it is highly likely that the initial sales person also might forget the details of the call over a period of time.

Moreover, maintaining the call logs shall help the Customers to be able to derive more meaningful insights for their sales teams such as Good time to call leads, Number of calls it takes to convert a lead, Number of calls it take to close a deal, Approximate time duration the Sales reps spend on each conversation, Average number of touch points required with the prospects to nurture and convert them, etc. 

Hence, there was a need from the users to be able to log their call so that they can refer them later for closing the deal and to unravel new insights from this data.


What’s New?

In this update, we have introduced a new Call logging feature for users to support the above mentioned use cases.

You can visit the Call Logs page by clicking on “Conversations” and then “Call Logs” option in the top navigation bar.



In this page, users will be able to view the existing calls logged by their team members in chronological order of calls.




In order to log a new call, you can click on the “Log a Call” button on the top right corner. you will receive a dialog box prompt to enter the Call log details such as Related Lead, Related Deal, Related Contacts, Call timings, Call Type and Call Notes as shown below.




You can add the required call details and click on “Log” button to add this call log into the CRM.

You can view the details of the call log by clicking on the records row and view the details as shown below.



You can also navigate to the related Lead, Deal or Contact from this page by clicking on the respective names displayed in this page.

You can also modify this call log by clicking on edit icon towards the left corner of the card. This will prompt you to enter the updated call details. 

You can modify the call details to resubmit the new values which will be updated in the CRM.


I hope you will like using this feature to gain more insights to improve your Sales process and productivity. 

If you have any feature suggestion to improve ToolonCloud CRM, feel free to contact us.


Create Custom Fields in CRM Deals Tracker

Dear Readers,

We just went live with a new update on ToolsonCloud CRM. 

We are pleased to announce the introduction of "Custom Fields feature in Deal Tracking module".

Here is a brief of what’s new in this release…


Need

Currently, when using Deal tracking module, users get to use the fields related to a Sales Deal. These fields are generically designed and are provided as it is by default to all customers whenever they sign up.

But there were certain advanced users who wanted to customize the Deal Module by introducing some additional fields which suits their domain specific business needs.

For. e.g. 

  • A Coaching business would like to track an additional attribute such as Educational Qualification. 
  • A Logistics related business would like to track an additional attribute such as Pickup Location, Delivery Location, etc.


What's New?

With the new update, users can now create their own custom fields and customize the Deal module in CRM to align to their sales process.

Admin users can create custom fields by visiting the “Custom Fields” section located in “Settings” page.



Users just need to provide a custom field name to get started.



Once the field is created, all team users will be able to view this new attribute or field in the “Add Deal” and “Edit Deal” forms as shown below.

 


Once the user saves any values in the custom fields, these values will be displayed in the deal’s detail page on the right side card as shown below.




This feature shall help you to quickly customize your CRM and get started as per your business needs without the need for any additional technical intervention from IT Team.

I hope you will find this feature useful. Do let me know your thoughts. 

Advanced Filters for CRM Data segmentation

We have recently gone live with a new update on ToolsonCloud CRM with advanced data filters to enable the users to better segment and view their data.

Here is what’s new in this release…


Need

Earlier, users just had the search bar to filter the data being displayed in Leads, Deals, Contacts and Organization’s listing page.

However, with the existing search bar, users were only able to filter the data using a single keyword.

There was a need from the users for advanced filter options to help them apply filters on multiple columns simultaneously for better filtering and segmentation of data in various listing pages.


What’s New?

With this release, we have introduced a range of data segmentation filters in various pages of CRM i.e. in Leads, Deals, Contacts and Organizations listing pages.

In each of the listing page, user will be able to locate a new Filter icon on the menu options near add buttons as shown below 


On clicking this icon, the user will be displayed a dialog prompt listing down the multiple column on which they can apply parallel filters with "AND" condition

In Leads listing page, users will now be able to filter the leads based on values in “Title”, “Label”, “Source” and “Assigned To” fields of the Leads as shown below:



In Deals listing page, users will now be able to filter the deals based on values in “Deal Name”, “Pipeline”, “Status”, “Organization” and “Assigned To” fields of the deals as shown below:



In People Contacts listing page, user will now be able to filter the People Contacts based on the values in “Name”, “Job Title”, “Organization” and “Email” fields of the Contacts as shown below:



In Organization Contacts page, the user will now be able to filter the Organizations based on the “Company Name” field as shown below:



Once the user applies any filter, system shall also display the list of filters applied on the list for reference just above the table list as shown below:


Hope you will like using these features. If you have any feedback or suggestions, do let us know.

View Sent Emails in CRM

 Dear Users,

We have recently gone live with a new feature on ToolsonCloud CRM around Email functionalities. Here is a glimpse of the new change.


Challenge:

Till now users were allowed to send emails from the CRM either from Email page or from any lead's detail page by clicking on the Email icon.

However, user were not having any way to view the past emails sent to their contacts. 

There was a need from the users to be able to view the sent emails as well. 

Hence it motivated us to build this feature for the benefit of the users.


What's New?

Now, Users can view the Sent emails as well by navigating to "Email" page and then clicking on "Sent" link in the sidebars.




Users can quickly check out the recipient, subject and date on which the email was sent earlier. 



They can also get a detailed view of the email content which was sent by clicking on the email row to open a detailed view of the sent email. 



Here, user can view the full length email body of the email along with the date on which the mail was sent to the recipients.


This feature will help the users keep track of the past interactions with their prospects and customers for future reference. This will ultimately help the Sales team members with the necessary data to initiate a meaningful conversation with their customers.


I hope you will like using this feature. 

If you have any feature suggestion in mind, do let us know.


Bulk Import Leads in CRM using CSV file

Dear Users,

We recently went live with a new update of ToolsonCloud CRM.

Here is What's new...


What's New?

Bulk Import functionality for Leads 

- Need:

There was a need from the users who receive a lot of leads in bulk on regular basis from different marketing channels such as marketplaces, social media channels, forms, paid lead service providers. They wanted to import Leads in bulk into the CRM on regular basis. 

Hence, there was a need for a Bulk Import feature to support this use case.

- Solution:

With the latest update, user can easily upload leads in bulk.

User can make use of this functionality by visiting "Settings page" and clicking on "Bulk Import Data" link on the sidebar.


In Bulk Import page, user can select the import option as "Lead" to proceed importing Leads.

They will be shown a set of easy to follow instruction to upload the file.

User will be required to download a sample CSV file. This sample file has some dummy data for reference which depicts the data format.

Users can then replace the sample file data with their own data in the same format and upload back the CSV file. This will import all the Leads into ToolsonCloud CRM.


We hope you will like using this new feature. Let us know your thoughts.

Quick Add Options, Add Sub-tasks and Meetings in CRM

Dear users, 

Hello and welcome to year 2024. Wish you happy and prosperous New Year.

In this issue, we bring to you a lot of updates and enhancement in ToolsonCloud CRM. 

Read on to learn more.


What's New?

1. Quick Add options on Navbar to Add Records from Any Page

Now, users will get a new Quick Add options at the top right corner of the navigation bar, just next to the Profile icon as shown in the below snippet.


With this option, user need not always traverse back to the different pages to create different types of records in the CRM.

For e.g. If a user is on a Deal's detail page and want to quickly create an Organization, they need not navigate all their way back to Organizations page. They can quickly create these type of records from any page within the CRM app.

In this edition, it will support Organization, Deal, Quote and Email. We plan to add more type of records in future releases.



2. Quick Add sub-tasks and sub-meetings from Lead Details page

Currently, Users can view the Tasks and Meetings linked with a Lead by navigating to the Leads Detail page. Here, users were not having an option to quickly add an additional Task or a Meeting from the same Lead details page. They were required to go to Tasks or Meetings list page.

With this release, user will get a new quick Add button next to Tasks and Meetings placeholders. Using this, they can quickly add a Task or a Meeting under that particular Lead without the need to go back to Task or Meeting list pages.




What's Improved?

1. New Error messages added on missing fields

We have enhanced the field validation error messages for the users to improve the data quality of your CRM data. 

With this update, user will be prompted with appropriate error messages in different pages, if they try to submit any possible junk or invalid values while creating or updating any field in the CRM.


2. Create Tasks on past dates as well

Earlier, if users wanted to create a new Task, they were allowed to select only future dates on the "Planned Date" field. 

Based on user feedback, we got to understand that sometimes, sales team members tend to create some past Task which they had done but was not added in the CRM. They prefer to add the past task in CRM in order to keep track of the different activities which were performed to convert the Lead. 

With this release, users can now select past dates as well on "Planned Date" field while creating and updating Tasks.


Hope you will like these updates. If you have any suggestions or feature request in mind. Do get in touch.

What is Smarketing?

What is Smarketing?

Smarketing refers to the practice of aligning Sales and Marketing teams in order to achieve a common organizational objective. This helps reach a synergy between both teams which work together as one team instead of treating each other as separate departments.



Why do organizations need Smarketing?

As per conventional organization structure, Sales and Marketing are organized under different departments. Due to this, both teams tend to work in siloes. When related teams work in siloes, it leads to a lack of effective communication leading to lower overall productivity. 

If the Marketing team is not aligned with the Sales team’s requirements, then this can lead to lower conversion because of low-quality Marketing Qualified Leads (MQL). Similarly, if the Sales team is not aligned with the Marketing team’s approach then this can lead to situations such as the loss of qualified leads due to a misunderstanding of client’s requirements or leads lost due to non-timely follow-ups, etc.

This necessitates that both teams work together and align their efforts toward their common objective for the benefit of the organization, be it increasing revenue or improving branding in order to increase better brand recall in the market.


How to align Sales & Marketing?

  • Improve access to information: Teams tend to be misaligned if both of them do not have shared understanding and information. Lack of communication happens when teams do not have the appropriate information and insights needed to support each other. Organizations should bring together both teams under the same umbrella with shared information. Using smarter tools such as CRM can help teams achieve that since they can get quick access to information they need to support each other.

  • Cross-functional teams: Instead of making Sales and Marketing operate independently under separate leadership, try to bring together professionals from both teams to work in smaller teams together. If this is not possible, then leaders can try to build a matrix structure where resources tend to experience working together with cross-functional teams. This helps build better bonding with team members and they tend to align their efforts toward common goals.
  • Communicate the Vision: Leaders should constantly communicate the common objective to both teams in order to keep the Sales and Marketing aligned. Communicating the goal and letting them know the expectation goes a long way in aligning two different departments.
  • Measure and Analyze regularly: Leaders should measure and closely analyze the efforts and performance of both teams. The best practice would be to have common meetings with both teams in order to keep everyone on the same page. 
  • Use good collaboration tools: Try to use good collaboration tools which improve communication with both teams. Tools such as cloud tools like Google Docs, Google sheets, Cloud-based CRMs, Instant chat messengers, etc, can help with that.


I hope this article helped you gain a better understanding of Smarketing, its importance, and some ways to achieve that.  By the way, if you are looking for a smart CRM for your team, do check out ToolsOnCloud Sales CRM.


What is SDR - Sales Development Representative

What is an SDR?

SDR stands for Sales Development Representative. These are the folks in modern sales teams who specialize in sales prospecting. Broadly SDRs reach out to leads, qualify the leads and then pass on the qualified lead to quota-carrying sales executives who further engage with the prospect to close a deal.


What do SDRs do?

SDRs try to reach out to leads via both inbound ways as well as outbound ways. In the case of inbound, they receive Marketing Qualified Leads (MQLs) from the marketing team who in turn would have got it from their marketing campaigns. Then SDRs reach out to these leads to engage them in a meaningful conversation to explore their needs and try to assess if they are qualified to be pursued further. 

Similarly, in the case of the outbound way, they try to reach leads by researching potential leads and reaching out to them via cold outreach. SDRs use their industry domain knowledge to understand the Ideal Customer Profile (ICP) of the company’s products & services. This further helps them to filter out and prioritize the leads matching their ICP. 

SDRs try to reach out to prospects via multiple channels such as emails or phones. They become the face of the organization and try to introduce the organization to the prospect during their initial conversation. During their conversation, they try to build a relationship with the prospect and also try to understand their long-term and short-term needs to identify if they are the right fit to pursue them further or not.

If the prospect’s requirements fit the organization’s offerings then SDRs try to suggest suitable products and services which can fulfill their requirements. They try to build a long-term relationship with the prospect so that it will provide a base for the SDRs to reach out to them for future opportunities as well. Once the prospect is interested in the products and services of the organization and would like to engage in further discussions, then the prospect is passed on to the quota-carrying sales executives who take it further for deal closure. 




How does an SDR help the Organization?

  • Having dedicated SDRs helps to standardize the sales process of the organization. This way a dedicated amount of effort is spent every day on sales prospecting activities. This keeps the sales pipeline steady by maintaining the ratio of leads in various stages of the sales funnel. 
  • In many conventional organizations, sales team members are given twin responsibilities of prospecting as well as closing. But in this approach, sometimes sales executives tend to focus more on closing the existing active deal in hand instead of spending more time on nurturing the leads who are at the top of the sales funnel. This may lead to many leads dropping off from the top of the funnel since they were not given appropriate attention during their initial purchase journey. 
  • Having SDRs on the sales team gives a clear predictable insights on the future sales expected since sales leaders can get clear visibility of the sales expected in future months based on the steady pipeline and conversion metrics data.
  • SDRs tend to specialize in the task of doing research about their leads and following up with them. This helps to improve the quality of leads flowing down the sales funnels thereby increasing the chance of deal closure for the sales executives. This in turn helps in faster revenue growth and also leads to higher productivity of sales executives who can focus more on closing deals faster. 


CRM forms an integral part of the work of SDRs and Sales Executives during this process. With the help of CRM, SDRs can keep track of all the leads, maintain track of their conversation history as well as add important notes. This in turn helps the sales executives close deals faster so that they don’t redo discovery calls with the clients again and can close deals more efficiently. 

If you wanna try out Sales CRM for your team, then do check out ToolsonCloud Sales CRM today.


What is Upselling?

What is Upselling?

Upselling is a selling technique where the seller tries to sell or pitch a higher-value product that is similar to the product which the customer intends to purchase at the moment. This increases the value of the transactions and helps improve the average revenue per transaction. 

This is usually done by proposing a higher version of the product or a similar product with more features compared to the current product under consideration for purchase. The seller tries to drive the customer to understand the value of the higher-priced products so that they purchase them. 



An example of Upselling

Let us take the same Laptop purchase example discussed in our last post on Cross-selling.

Assume that you went to purchase a Laptop from an electronics store. The seller asked about your need for buying the laptop. You explained to him that you need it for your work. The seller tries to understand your context deeper by trying to delve deeper. He inquires about the type of work you would do. He gets to know that you are a Software Engineer and would require a higher-end version of the laptop in the future for better performance. 

Then the seller tries to propose to you to buy an enhanced version of the laptop with more features and capabilities compared to the one which you had initially planned. He tries to explain to you the features of the higher-priced laptop and the value which you may get buying it. You find the discussion convincing enough to purchase the higher-value laptop and finally purchase it. 

This way the seller was able to improve his revenue of the transaction and you as a customer were also able to derive a better deal in terms of value.


How does Upselling help?

  • Upselling helps to increase the revenue of the organization
  • Upselling helps the customer to get more value out of his purchase transaction. Customers usually agree to purchase the higher version of the product keeping their context and future in mind. Many customers buy high-value products by foreseeing the future Return on Investment (RoI).
  • Upselling also helps the seller build a better relationship with their customers.
  • Upselling is usually easier compared to another selling technique of Cross-selling. This is because customers are more likely to purchase a similar yet high-value and high-priced product compared to buying an add-on product which happens in the case of cross-selling. 


What is Cross Selling?

What is Cross Selling?

Cross-selling is a Selling technique in which the seller tries to sell an additional product or service to the customer in addition to the core product which the customer intended to purchase. 

This is done by trying to sell related products as per the context of the customer. With this approach, the seller is able to make additional revenue and at the same time customer is able to derive more value from the purchase transaction.



An Example of Cross-Selling

Let us try to understand this technique with the help of an example.

Let’s say you went to an Electronics store to buy a laptop. When you meet the sales executive, he shall ask you about your needs and the purpose for which you will be using your laptop. During your discussion, you mentioned that you require a laptop for office work.

After a while, you finalized one laptop for purchase at the store. Now during that time, the salesperson may propose to cross-sell another related product say a mouse or a headset which will prove to be helpful to you as part of your office work. This way seller tries to match your needs by trying to cross-sell a few additional products or services.

Seller may also offer some discount on the additional products being sold. For example, they may offer complementary antivirus software or laptop warranty services at discounted prices. This way as a customer you may also be able to get more value out of the price paid, otherwise, you might have bought it separately without much of a discount.


How Cross-Selling helps?

Cross-selling helps both the seller as well as the customer.

The seller gets to improve his organization’s revenue and also build a deeper relationship with the customer by providing more value for their buck.

Similarly, the customer also benefits by saving time and money which they might have spent exploring the other related products themselves later.

Contrary to what a newbie salesperson might think, Salesperson, should not hesitate to try to cross-sell add-on products and services to the customer. Cross-sell can be very helpful to the customer if the salesperson is genuinely interested in adding value to the customer.


 What is Gross profit and Net profit

Understanding Gross profit and Net profit is important for a sales leader in order to arrive at the right sales projection which ultimately forms the part of financial statements of the business. In this post, we wish to demystify the terms Gross profit and Net profit with simple explanations and examples. By the way, we have also written a similar post on Topline and Bottom-line. If you are yet to read that article, then do check it out.



Now, coming back to our original topic, 1. Gross Profit: Gross profit refers to the profit generated after deducting the cost of goods sold from the revenue from sales. Gross Profit = Revenue from Sales - Cost of Goods sold Example: Suppose your business generated a revenue of $10000 during a month, and the actual cost of the goods sold is $4000. In this case, Gross profit = $10000 - $4000 Gross profit = $6000 2. Net Profit Net profit refers to the final profit after deducting the operating expenses, interest expenses and taxes from the Gross Profit generated earlier. Net Profit = Gross Profit - (Operating expenses + Interest expenses + Taxes, etc.) Here the operating expenses can be payments made towards staff salary, rents paid towards office/building/factory/machinery, depreciation, etc. Example: Suppose the Gross profit generated in your business is $6000 and the staff salary paid for the month was $2000, Interest expenses were $500, expense due to depreciation was $200 and taxes paid were $300. In this case, Net Profit = $6000 - ($2000+ $500 + $200 + $300) Net Profit = $6000 - $3000 Net Profit = $3000 I hope this article helped you understand the differences between Gross Profit and Net profit. Let us know your thoughts…

How to motivate sales teams in startups

Being in sales, you must very well know the importance of motivation. Highly motivated sales teams tend to deliver high performance and are always self-driven without the need for a Sales Manager to oversee every small task.

But having a sales team with all time high motivation is not an easy task. Sales managers have to constantly pour in effort to keep the motivation level of the team high. This not only boosts an individual’s performance but also keeps the team morale high.




Here are some of the tips you can use to motivate your startup sales team.


1. Set challenging yet achievable goals

In sales, every term, be it a quarter or month or week, starts with goal setting where team members get their own target or quota. As a sales leader, you have to ensure the goals you set for your team are challenging yet achievable. Many sales leaders tend to keep the targets so high that it appears obvious that those are non-achievable. This ultimately leads to low-morale among the team and leads to low motivation. While if the goals are achievable, there exists a sense of feeling among the team that they can surely reach their number and celebrate their achievement.


2. Celebrate every small winning

In order to keep the team’s motivation high, the Sales leader should ensure that the team's achievement is being appreciated, be it small or big. Make it a culture to celebrate every small winning of the team. Break down the goals into small milestones and celebrate the win. Call for a small casual get together on the office floor and celebrate the milestone.


3. Bring in Gamification 

Concept of gamification works very well for teams where you want to bring in a culture of healthy competition. Introducing gamification within your sales team lets them enjoy the competition and also help in their personal career growth. In this way, instead of running behind unachievable targets, teams will at least try to improve their own game by learning how the top performers within their team are doing it.


4. Reward performers

Rewarding the best performers can be a high motivation booster for the team members. Recognising the best performers for their contribution not only boosts the morale for the performer but also creates a sense of motivation among the other fellow team members who would aspire to be in the same place during the next term of the award. However as a Sales leader you should also ensure that the criteria for rewarding the employees is logical and doesn’t favor the same person always, which may otherwise not serve the purpose of boosting the team morale.


5. Mentor your team

If there are high performers in a team, then relatively there will always be some team members who would fall into the low performers bucket compared to the average expected performance. The sales leader should take up the responsibility to mentor their team to succeed rather than to try to get rid of low-performing team members. Since no one is a born sales professional, this skill can definitely be learnt given they get good guidance and mentoring. Try to talk one-on-one with the team members, understand their challenges, give them feedback and give them appropriate time to overcome their challenges. That’s how you boost team morale and help them grow.


6. Give constructive feedback

During day to day activities, not everything you plan will go smoothly as per the expectations. There will always be some hiccups and challenges in normal business activities. If something goes wrong, take up the initiative to give constructive feedback to the team instead of finger pointing at anyone and trying to put them on the spot. Giving constructive feedback is a significant morale booster and denotes that the leader cares for the team.


7. Design motivating sales compensation structure

Though every other non-monetary effort is good, it would become worthless if the sales professional is not being compensated well for his effort. Sales professionals tend to be number driven and they apply the same math on their personal career growth in terms of compensation as well. Having a well designed sales compensation structure is essential for motivating the team. Try to have a balanced structure with base compensation and sales incentives in order to keep the motivation level of the team high.


8. Ask about their career goals and provide a fulfilling career path

As a sales leader, your goal is to build a long term relationship with your team. This necessitates that you understand their career goals and aspirations in order to provide them a fulfilling long term career path. As sales professionals are very ambitious and career driven, they would not stay for long in an organization where they cannot visualize a better future version of themselves. Hence it is important for the Sales leader to build the right culture and career path where the team can foresee a long term relationship. Motivation is directly related to the length of relationship expected. Since the rewards of long term association is high, if the team doesn’t see a long term career path, it will lead to low motivation and ultimately leading to low performance as well.


Having said that, Motivation is an ongoing need and you need to embrace the above activities as part of your ongoing organization culture in order to derive the best outcome.


By the way, one of the best ways to assess your sales team performance is using a good Sales CRM tool which lets you track your sales figures and metrics accurately. 

If you are yet to try out a Sales CRM tool for your team, do check out ToolsonCloud Sales CRM.