Modern CRM Best Practices – Part 2 – Get a Total Customer View

Andrew Staples —  November 19, 2015 — Leave a comment

In part one of this blog series, we talked about the need to align the sales and marketing departments in the age of the empowered customer.

Along those lines, as prospects are converted to customers, organizations will try to retain each customer for the long term and sell additional goods or services. To accomplish this, it is vital to have a total customer view. This means records of the interactions between individual employees and the customer, and also a view of the customer’s preferences and other pertinent information that can help the organization build a stronger relationship.

While many data sources and systems contribute information to develop a total customer view, CRM is the nexus that ties it all together. It should be the place where anyone who interacts with customers can immediately see where the customer is in their journey, where they’ve been, and get an understanding of how to be successful helping them to the next phase of their journey.

To function in this capacity, the CRM solution needs to be an enterprise-grade platform that can seamlessly incorporate data from multiple systems into an inclusive, central view of the customer. That platform must be scalable and non-restrictive – truly able to grow with increased usage across the organization. It must manage the very large volume of customer data to empower customer-facing employees at every step as they aid the customer along his or her journey.

Creating a total customer view is vital to building extraordinary customer relationships. But it’s also important to take that view of the customer and provide intelligence and context to employees at the point of customer interaction.

There is simply so much information available about every individual prospect or customer that it can overwhelm employees if not properly filtered.

So, a modern CRM needs to provide a “consumer-like” user experience that allows employees to easily navigate the system. The CRM must understand the context of the customer interaction and the role of the employee. By providing role-based views and context-sensitive data, users of modern CRM can quickly identify individuals and determine where they are on their customer journey. From there, they can access the information to complete the tasks needed to successfully aid the customer along the journey.

In short, companies that build great relationships with their customers “live” in their CRM. They obtain a total view of their customer and use that to provide the right information to customers, at exactly the right time.

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