CRM for Sales Articles > Blog | Maximizer CRM

Why ‘Customer Lifetime Value’ Matters To Your Business

BY Alison Smith - Head of Marketing EMEA
October 11, 2018

Successful Segmentation - How to Work Your Data Assets

15 Ways to Supercharge Your Business - Week 6

Here’s a question for you: do you know who your most valuable customers are?

In my experience, companies large and small make the mistake - at great cost to their business – of assuming they know the answer to this. But those assumptions are often outdated, or based on guesswork and instinct.

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Successful Segmentation – How to Work Your Data Assets

BY Alison Smith - Head of Marketing EMEA
October 2, 2018

Successful Segmentation - How to Work Your Data Assets

15 Ways to Supercharge Your Business - Week 5

Congratulations to those of you who have come on board with our 15 Ways to Supercharge Your Business Growth programme - we are already a third of the way along our path to learning how to adapt our businesses to the demands of the New Customer Journey.

Last week we zeroed in on the role of intelligent data management as the bedrock of so many vital areas of your business, in particular customer insight and engagement, efficient sales processes, strategic decision-making and maximising growth opportunities. This leads neatly to this week’s theme – data segmentation.

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Are you Drowning in the Data Deluge? Here’s How to Swim

BY Alison Smith - Head of Marketing EMEA
September 27, 2018

Drowning in the Data Deluge? Here's How to Swim

Data Deluge

15 Ways to Supercharge Your Business - Week 4

With more and more of you signing up to our new programme - 15 Ways to Supercharge Your Business Growth – we’re delighted that you’re putting our free eBooks, worksheets and best practice guides to immediate use and building your action plan for the New Customer Journey.

One of the most frequent stumbling blocks to delivering superior CX is your organisation’s data – the theme of this week’s programme content, available exclusively if you sign up to receive our 15 daily emails.

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How to Unlock the Secrets of The New Customer Journey

BY Alison Smith - Head of Marketing EMEA
September 20, 2018

How to Unlock the Secrets of The New Customer Journey

15 Ways to Supercharge Your Business - Week 3

Thank you to those of you who have already given us positive feedback on our 15 Ways to Supercharge Your Business programme! It’s great to see so many of you engaging with the content in your weekly emails, designed to help you analyse and adapt your business processes to the new, digital-first expectations of your customers and prospects.

Last week we took our first steps on the path to exploring the New Customer Journey, looking at the drivers behind the fundamental changes in customer behaviour and the typical stages of their journey from initial interest to point of purchase (and beyond).

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What Is The New Customer Journey? (And How to Master It)

BY Alison Smith - Head of Marketing EMEA
September 13, 2018

15 Ways to Take Advantage of Your New Customer Journey

We’re excited that so many of you have already signed up to our 15 Day Programme: The New Customer Journey!

As I introduced in my first blog last week, the emails that you – as valued participants in our Programme – will receive each week are designed to steer you through the course of the programme to help to bring your sales and marketing approach firmly into line with the demands and expectations of the modern, digital-first customer. Each email gives you access to great tools and information that will set you on the path to business growth.

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15 Ways to Take Advantage of Your New Customer Journey

BY Alison Smith - Head of Marketing EMEA
September 6, 2018

15 Ways to Take Advantage of Your New Customer Journey

The way that buyers behave and engage with your business has changed fundamentally over the last five years. It’s no exaggeration to say that businesses who fail to bring their strategy into line with the new needs and expectations of today’s customers and prospects, will be left behind by quicker-moving, more digitally-savvy, customer-centric competitors.

So how do you go about adapting your business to the New Customer Journey?

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The Fundamental Steps to Ensuring Rock-Solid Client Data Security with Financial CRM

BY Niall Auburn, Marketing Specialist - CRM Wealth Manager
July 4, 2018

The fundamental steps to ensuring rock-solid client data security with Financial CRM

In Financial Services, many companies prefer to keep client information locked tight in-house to guarantee complete protection. This legacy thinking is with significant justification. Those who let personally identifiable client data slip face massive loss of reputation, loss of clients, plus punitive fines and lawsuits.

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The Top 3 Areas You Need To Invest In To Empower Your Sales Managers

BY Monika Götzmann - Guest Blogger
June 27, 2018

New Maximizer--QuoteWerks Integration Makes for a Kickass Sales Experience

In many sales organisations, a few top performers tend to totally crush their numbers. While others struggle just to hit quota.

To boost overall performance, companies invest heavily in sales enablement -- tools and training designed to help each salesperson up their game. However, according to conclusions  from CSO Insights, the research arm of sales and service solutions provider Miller Heiman Group, many companies may not be targeting their enablement spend effectively.

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Are you Suffering From a Sales and Marketing Disconnect?

BY Alison Smith - Head of Marketing EMEA
June 21, 2018

New Maximizer--QuoteWerks Integration Makes for a Kickass Sales Experience

In the UK, Maximizer is a proud sponsor of a series of prominent regional business expos and at the most recent one – on our doorstep here in Berkshire – I had the pleasure of holding a free workshop for delegates alongside my colleague Diego Lunardi, our Head of Sales.

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How to Grow Channel Partner Revenues with CRM

BY Jan Carter - Head of Product & Development
November 8, 2017

You rely on your partners to sell your products across different geographies. But managing these partners can be a huge challenge. You need to motivate a group outside your organization and collect their sales information for forecasts. This may mean spending unreasonable hours on the phone and emailing to keep partners aligned with your business.

As your sales network gets bigger, this work only gets harder, slowing the growth of your channel revenues. But there's a way to scale up with fewer growing pains -- by bringing your partner information together onto the same platform as your direct sales tools.

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Connect Your Business-Critical Apps

BY Jan Carter - Head of Product & Development
October 25, 2017

Connect Your Business-Critical Apps

You want to see everything to do with each customer in order to deliver effective, timely service and win customer loyalty. But your business likely uses multiple apps – your email, your accounting software and more. Unfortunately, these apps don't always talk well to each other, creating data silos that hamstring your ability to work quickly.

We recognize our customers' needs for easy, cost-effective connectivity. And that's why we've revamped Maximizer CRM to integrate all your tools, effortlessly. The App Directory connects your diverse business-critical apps, bringing you closer to customers, prospects and business partners than ever before.

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Maximizer CRM 2018 is here

BY Vivek Thomas - President
October 18, 2017

#M2018 CRM 2018 is here

Connecting you like never before 

Your business pays a steep toll for disconnection. Employees spend more time switching between apps than using them; while you struggle to coordinate your team and get visibility across your business.  

But what if there was a way to quickly connect your business, with collective intelligence on customer preferences, history and status? 

Well, now there is. Today's release, Maximizer CRM 2018, helps you bring everything together, quickly and easily, so you connect with your customers, prospects and business partners like never before. 

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Building Ideal Buyer Personas

BY Alison Smith - Head of Marketing EMEA
October 5, 2017

Building Ideal Buyer PersonasYou have identified your key target markets or customer groups through segmentation and your most profitable customers using CLV, you are now ideally placed to take the next step and define profiles or buyer personas.

These are fictional, generalised representations of your ideal customers, which can be used across all functions of your business, to help you attract and relate to your customers as real people rather than just numbers. The creation of personas was, at one time, only practiced by large corporates; however, as competition grows, it’s increasingly important to have targeted, relevant communications.

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Introducing Maximizer Connect for Excel Quotes

BY Noel Forst, Former Product Marketing Manager - Americas
June 15, 2017

Successful CRM users understand that their system acts as a central repository of customer and prospect information. When used effectively, it empowers salespeople to track and qualify incoming leads, and enables management to visualize their sales pipeline at both the company and rep levels.

But getting the best return-on-investment from your CRM ultimately depends on realizing productivity gains: salespeople – from reps to the director – need to complete tasks in as few clicks as possible.

CRM as a System of Engagement

BY Vivek Thomas - President
October 31, 2016

Maximizer CRM 2017 system of engagementMaximizer has been helping businesses grow since we were founded in 1987, shipping over 1.6 million licenses to over 150,000 customers worldwide since then. Throughout our almost 30 year history, Maximizer CREW members and our certified business partners have helped customers succeed by giving them the insight needed to grow their businesses. With Maximizer CRM 2017, we continue to expand on that, by rolling out a solution that helps improve customer engagement at every point of interaction.

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Maximizer CRM 2017 is here!

BY Peter Nielsen, Manager of Products
October 25, 2016

Maximizer CRM 2017

Drum roll please – launch day is here and the product team is super excited (and a bit relieved) to share Maximizer CRM 2017 with folks across the globe.

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How to improve your performance with one simple zap!

BY Shane Cottreau - Product Manager
August 11, 2016

Maximizer Connect for use with ZapierThe concept of integrations for making life easier and simpler has been around for a long time. One of the early integrations I found really useful was the remote control for the television. The ability to use a device to control how the TV operated without leaving the comfort of my couch was mind blowing.

At the time, the integration was very basic - it only had four buttons, one each for moving the channel up/down, one for volume and another for power. Simple, but mind blowing. Another integration that changed my life was the garage door opener. This wonderful device opens and closes the garage door with the click of a button, saving me from going out in the cold Canadian winter to fight with a frozen door. Instead, from the comfort of my Mom’s warm car, I got to press a little button, watch the door magically rise, and off we’d go to hockey practice at 4 am.

As simple as these integrations are, they were revolutionary at the time. Now, they are part of our day to day lives. We’ve come to trust their dependability and consistency.

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Can a CRM Really Help Generate Leads?

BY Nicole
November 16, 2015

Marketing funnel

When we think about the benefits of a CRM, we often think about the obvious such as; improved customer communication and service, and increased collaboration between sales reps. Not that these aren’t fantastic benefits, but they aren’t likely to make your sales reps jump up and down for joy.

For your CRM to be truly successful, it must be adopted by everyone in your sales team. And like most technology solutions, until users understand how it can benefit them, you can't be expected to automatically use it.

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How Successful Companies Use A CRM

BY Patrick Sutherland - Former Director of Sales
November 8, 2015

successgul, CRM, salesAs effective as it is, when it comes to a Customer Relationship Management (CRM) solution, most sales reps have a love/hate relationship. And it’s not much of a surprise considering the whole logging in and updating of information can make them feel removed from what they were hired for, selling.

The irony is that sales reps stand to gain the most from using a sales focused CRM software. By using a CRM solution, an estimated 41% of sales reps can expect to increase their revenue. Plus, companies that use CRM have 14.8% better customer retention rates, and 40% better team attainment of quotas.

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Top 5 Features of CRM for Sales

BY Diego Lunardi, Head Of Business Development - EMEA
October 26, 2015

CRM for SalesMany small businesses don't have the time or the resources to get out there and start making sales calls. But if you don't make sales calls, you leave a market untapped. Yet, that's just the beginning. After the call, you need to follow up, over and over. You need to manage your pipeline and categorize your leads. These are just several reasons why a sales team is imperative for any business looking to expand. Yet, for your sales team to succeed, they need a flexible and intelligent CRM solution. Here are the top five features of CRM for sales.

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CRM – Making Sales Managers Better

BY webmaster
September 8, 2015

How can CRM make me a better sales managerAs someone with a passion for Customer Relationship Management (CRM), I am amazed when people don’t reach out to grasp all the benefits it can bring. Whilst some focus on how CRM can drive Sales and Marketing, others focus on improving Customer Service or Customer Retention and profitability. With so many reasons to invest in CRM, what’s missing?

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5 Reasons Every Sales Rep Should be Using Mobile CRM

BY webmaster
August 21, 2015

Close up of a business man using mobile smart phone

When you're out in the field, meeting potential customers, the last thing you need is to carry a suitcase full of files with you. This is why there is such a huge demand for mobile CRM systems. As you know, the faster you can respond to a client's request, the faster you can close deals. In addition, you can be more effective while using less effort to close sales. The objective is always to put the needs of customers first.

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4 Ways CRM Can Help Sales Reps Save Time and Increase Productivity

BY webmaster
August 14, 2015

save timeA CRM system helps sales reps get better organized in order to add more value to customers and increase revenues. There isn't any question that CRM has changed the face of business. There are many advantages to having the ability to automate every customer task, lead and event. With that type of power, you then have more time to customize meetings, calls and messages. Here we explore four ways that CRM helps sales reps save time and increase productivity.

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When Should SME’s Look to Invest in CRM?

BY webmaster
August 12, 2015

The right CRM is an invaluable tool for any business looking to streamline its operations and boost productivity by cutting out tedious admin and centralising customer data. But how do you know when the time is right to make the jump and invest in CRM software?

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What’s the Difference between Sales & Selling?

BY webmaster
August 5, 2015

The majority of people in Sales think that in order to sell, you need to make the product appealing or attractive. They work on the premise that you need to sell the product, by pitching its features and attributes. On the other hand, some Sales people are latching onto the idea that it’s about the needs of the buyer. The customer cares mainly about their pain points and what your products or services can do to solve their problems; that is how you should approach every call.

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The Productivity Puzzle – CRM Can Lead to Real Gains

BY webmaster
August 3, 2015

Upcoming report: instead of letting the gloom drag them down, companies can make real productivity gains through CRM

As you may have noticed from my last few blogs, I have been spending a lot of time recently looking at how small and medium enterprises (SMEs) can avoid falling into the productivity trap that is affecting so many businesses. This is a challenging time to be an SME – despite more people working longer and harder, low demand and increased competition means that generating profits and keeping hold of customers is tough ask.

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Understanding and Maximizing Customer Lifetime Value

BY webmaster
July 27, 2015

customer life time value There is a lot of talk about how you can use Big Data, Social CRM, mobile apps and all kinds of other wonderful elements of the digital age to reach pretty much any prospect or customer at any time. What too few people ask, however, is whether you should. What organizations today need to look at is the projected customer lifetime value (CLV) of any prospect or even existing client they plan to invest in recruiting or retaining.

Not all customers have the same potential for profitability, so companies need to determine where to focus their efforts. Understanding and analyzing CLV is central to deciding whether targeting and spending marketing and sales budget on a given customer is really good for the business.

The critical point about CLV is that it looks at profit margin and not revenues. Whilst a customer might offer a decent flow of revenues, the spending needed to keep that customer sweet may make continuing investment in the relationship strategically unsound because, in the end, the margins are minimal. On the other hand, CLV analysis might reveal that a customer whose revenues are middling, but whose required investment turns out to be negligible, is a real profit-churner, highlighting the need to step up efforts to retain that client and even attract prospects with a similar profile.

CLV also enables you to know at which point customers become profitable, which is key to successful marketing and retention programmes, sales targeting, financial forecasts and other strategic concerns. Getting a handle on CLV helps identify the additional investment required to drive marketing campaigns, retain customers, support sales account management and optimize customer service.

To fully assess CLV for customers and then segment them, it is important to employ tools that help you identify and track different types of customers. Using a Customer Relationship Management (CRM) solution can be essential in ensuring that you organize customer information, metrics and other indicators, so that you can effectively profile and segment customers and assess CLV.

There are specific steps you can take to retain customers fitting the right profiles:

  • Complete a customer lifetime analysis on all existing customers – A simple calculation model will identify your current key customers, your potential key customers, your general population and customers who will never be profitable to keep
  • Segment your data and create a retention plan – With the CLV analysis completed, segment your data according to customer worth. It is important to create a separate retention strategy for each segment, according to the projected value. For example, key accounts and potential key accounts may receive a free customer magazine and quarterly sales visits to ensure they are happy, while less profitable customers would receive an online version of the magazine and phone follow-up – which cuts costs in accordance with the return
  • Send the right communications – A relationship can be tainted from the very beginning if you don’t offer communications to customers that are relevant and anticipated. Use marketing automation software to trigger communications based on customer behavior – this is considered one of the most impactful ways to grow a fruitful relationship with customers and is completely automatable
  • Streamline processes – If your employees are manually undertaking tasks like call logging or saving emails, then productivity is limited. Simply implement the right CRM software, which will happily record and track such data automatically and subscribe customers to specific campaigns with a few clicks. Being efficient will impress your customers and free up time for more qualitative interactions that help build a stronger relationship
  • Get varied with media – Today there is a consumer expectation that companies should interact across a range of media, especially digital channels. Social media is becoming increasingly important, with every smart company having some sort of customer-specific presence on social media channels. Proactively handling customer service via a social media management tool can help you to resolve issues more quickly – you are able to get to the information you need to see faster
  • Instill loyalty – Successful customer retention begins from the first point of contact and continues throughout the relationship. Continually exceeding customer expectations will help gain loyal advocates and in the digital world, a happy customer can spread the word to hundreds if not thousands and in certain magical instances, millions of prospects. Personalized messages that are right on target, addressing needs and reflecting preferences, help companies build strong bonds with customers and help nurture new relationships
  • Show you care – Taking customers’ thoughts and feedback on product ideas into consideration can go a long way to making them happier, as they feel part of the brand’s journey. Setting up a Facebook or LinkedIn Group for customers is simple and easy to manage and can be a great source of upsell and cross-sell opportunities
  • Empower service reps – By centralizing your entire service team’s knowledge into one accessible hub of past product issues and allowing reps to customize their own filterable history feeds, you can rapidly increase the speed at which customer issues resolved. Using the right CRM, you can set up new cases for on-the-move reps within their area, to increase their productivity and escalate support issues to the right person wherever they are.

Companies that implement these steps do more than just provide a good service: they are creating an overall positive customer experience. Although ‘customer service’ and ‘customer experience’ may seem to be the same thing, they are not. While customer service is the delivery of service to customers before, during and after a purchase, customer experience is the sum of all involvement a customer has had over the course of the relationship, taking in all interactions with your brand.

Providing a positive, hopefully excellent customer experience will help a company to increase CLV. Keep in mind that CLV need not be static. Improving the customer experience helps a business expand its customer relationships, whether more purchasing or cross-selling and upselling and thus improve CLV. This effort should be focused in the most desirable segments. Having an effectively configured CRM platform can be crucial to delivering this CLV, enhancing customer experience, which in turn converts customers into loyal brand advocates and builds long-term overall profit.

For more details on CLV, retention and customer experience, and download our whitepaper, Maximizing lifetime value by optimizing customer experience

10 Reasons Why Social Selling Matters and 10 Steps to Get Started

BY Diego Lunardi, Head Of Business Development - EMEA
May 24, 2015

There are any number of impressive statistics that I could quote about the growth of social media, of the main social platforms and of the level of social media activity, but what does it all mean?

First of all, it is important to point out that for businesses social media is primarily a marketing and sales tool. It should therefore form part of the marketing mix in a clearly defined marketing plan and be a part of an integrated sales plan. On its own it will most likely be totally ineffective – in the same way as an isolated piece of advertising on its own is.

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What Does Flexible CRM Look Like?

BY webmaster
April 26, 2015

Everyone is aware of the benefits of Customer Relationship Management software, from storing all customer data in one secure location, to sales, marketing and workforce automation, to document management, the list is endless.

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How to Get the Right Comms Balance – Use Your CRM System!

BY webmaster

Logging onto Facebook last night, I was a little shocked at the content driven adverts that popped up promoting camping kit – then it hit me, I was searching the web only last week for a camping stove and using this information, companies are now pushing camping related adverts at me. To be honest, although I am a marketer and can see the sense in this targeted advertising, I felt a little bit... exposed, as if someone had eves-dropped on my conversation and tried to use the information to their advantage, and this got me thinking: just how much personalised & targeted communication is too much when prospecting or managing customer relationships?

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