As salespersons, we all started off with spreadsheets, and you might still be using one.
Why do we love spreadsheets?
Reason #1: Freedom to do anything – add cells, get charts, make it look the way you want it to look
Reason #2: Ownership – The data is in our control – no one can change it (unless you share it)
What are the challenges with spreadsheets?
原因 #1: 自由做任何事情–添加单元格，获取图表，使它看起来你想要它看起来的方式
Spreadsheets are good if you you just need to track phone numbers and email addresses of your customers. But, if you need to build better relationships with customers, you have to start knowing them better, and that means you need have to gather this data.
Spreadsheets are static – You cannot capture a customer in a row or some rows.
A CRM is dynamic.. Calls get logged automatically, Emails get attached, Activity on Emails (opens, clicks) is tracked, Website visits could be registered.
Spreadsheets aren’t designed for collaboration
If you are working together on a opportunity, sharing notes and getting feedback is clumsy at best on a spreadsheet. We all are used to much better communication tools in our personal lives (Whatsapp, Facebook). So, why are we still communicating in spreadsheets?
Documents, Comments, Images
Relationships and Reporting – Spreadsheets aren’t built to track relationships. A customer could be linked to an opportunity or product or a case or a phone call or a document.
Reporting – Spreadsheets can’t give the insights that sophisticated CRMs can. Which salesperson is doing better? Which Email templates are having good open rates? Which agents are handling more support queries and getting good feeback?
Social – Poor spreadsheets aren’t plugged in to Social networks. A good CRM system is social and will make you social
A Lead is someone who might have interest in your product or service or might not even have interest. Lead Status in Vtiger helps identify the level of interest a Lead has shown. Leads are generated from Content Marketing, Webinars, Tradeshows, Advertising, and other Marketing campaigns.
Leads are nurtured via webinars, email campaigns, monthly news letters, telemarketing. When a Lead shows deeper interest in your product and has a budget, Lead is converted to an Opportunity and transferred to Sales team. We’ll cover more on Lead conversion a bit later.
If your prospects are already qualified, you can directly create an Opportunity and skip Lead creation. For example, if a person calls your office and requests a quote, you would directly create an Opportunity instead of a Lead.
Opportunity represents a sales opportunity. An Opportunity is created after a Lead is qualified. Sales Stage field in the Opportunity is used to identify the progress of the Sale towards completion. Amount and Expected Close Date fields in an Opportunity drive the Sales Pipeline reports.
Opportunity is linked to a Contact if the customer is an individual (B2C), or to an Organization and Contact if the customer is a Business (B2B).
Organization represents a company / institution / organization that you are doing business with . Information pertaining to the Persons working for this Organization is stored in Contact records.
Type field in Organization distinguishes Prospects from Customers, Partners, etc.
Contact represents a Person, either in individual capacity or representing a Business. If Contact is representing a Business, the Organization Name field in Contact identified the Business. Besides the Personal Details and contact information, Contact record can capture additional information that is relevant for your business.