INTEGRATED MARKETING, SALES, AND CRM SOFTWARE – GROWTH STACK
We implement and maintain a combination of integrated marketing, sales, and CRM software, a.k.a your “Growth Stack”. We do this so you can focus on generating leads and revenue and forget about managing a stack of scattered tools.
Your website is your most powerful business development tool.
At Bayard Bradford, our approach to marketing is transformational. Gone are the days where you spend money on marketing but struggle to measure effectiveness – like tradeshows and print advertising.
We’re equipped to manage your website in whichever system fits your needs as a business. If we need to migrate, we migrate. We are platform agnostic, sticking only to what works best for you.
Whether in WordPress, Hubspot or any other CMS, we work behind the scenes to attract qualified buyers and provide them with authoritative content. This helps build your brand and earn their trust, while giving your sales team a chance to engage in real conversations that generate revenue and build long term customer relationships.
More than ever, people who have a problem that needs solving or a job that needs doing are spending time online to self-select information and learn at their own pace before ever coming to a buying decision.
We employ technology that streamlines, automates and measures marketing tasks and workflows in order to increase revenue and drive sales efficiency. By using automated workflows, nurturing routines, lead scoring and segmentation we can improve the quality of your website visitor conversions. Coupled with smart content and personalization provided by the Hubspot CMS, your sales team will receive more sales-ready leads that they covet and trust.
We employ growth driven design principles for continued website improvement and use data to learn how customers interact with your website, emails and content offers to drive them more effectively through the sales cycle. Think of your website as your forward-facing, constantly-accessible sales rep to anyone browsing online.
Automated Lead Nurturing
Sales people simply spend too much time nurturing leads when their time is better spent closing qualified leads. We take the pressure off of the sales team to constantly nurture these unqualified leads by implementing automated lead nurturing.
People interact with companies online through several channels: direct web traffic, email marketing and social media. We track these interactions in order to craft a story around each lead. What are they interested in? Where have they taken the most demonstrative actions? Do those actions indicate interest? Are they becoming aware of the problem they have, considering how to fix it, or deciding on the solution to use?
All these questions can be answered with data. Each action taken has a requisite score associated with it that pushes leads further down the funnel. By the time a lead has shown appropriate levels of interest and gained value from the content provided by your company, their lead score will graduate them to sales ready status. At that point, the sales team operates at its best and highest use: closing. The leads they speak to will be highly qualified, increasing closed won rates and the overall efficiency of the sales cycle.
We fix broken CRM implementations
It is estimated that anywhere from 30-60% of all CRM deployments fail to achieve their stated objectives. Often a lack of clear and measurable goals results in an aimless project, questionable completion and fictitious ROI. And failure to incorporate a good user experience results in a CRM that your sales teams hates to use, with processes that they are not aligned with and don’t see beneficial to their sales success.
Bayard Bradford specializes in CRM implementations and re-implementations. But what does a re-implementation mean and why do think you may have the need for it? Below are some of the most common reasons you may need a re-implementation.
- Under-Customization or Over Customization.
- Lack of input from sales team.
- Needs of the management team prioritized over the needs of the sales team.
- Unknown costs associated with “Addons”
- Integration with other Systems
It is helpful to also helpful to recognize software features and functions are not business objectives. They are at best piecemeal capabilities that should be used to assist existing processes.
A CRM strategy is a lot like a map. You need to understand where you are starting from, where you want to go and the shortest route to get there. Avoid deploying technology in the absence of accompanying strategy or you run the risk of scope creep or a failed implementation. It is vital that you include your key salespeople in the design process as if you encounter any resistance from your sales team it will be important to have a champion for the CRM inside the team to help push new processes build trust with the CRM Implementation team.
Without business process improvement, you’re just creating another place to enter data. It is essential that when you are deploying a new CRM that you integrate your existing business process’ and take advantaged of the automation that modern CRMS can offer. If you do not do so the predictable result is that users will be unimpressed, software utilization will be low and user adoption will steadily wane as users work outside the system using spreadsheets, shadow applications and manual methods. This will ultimately lead to a bad database that produces bad analytics which will ultimately cause the CRM to fail in its needs for the executive team.
Bayard Bradford has navigated all of the aforementioned issues that occur after a failed implementation and we are confident we can assist you in getting you where you want to be with your existing CRM or with a brand new CRM.
Whether you are using Salesforce.com or the Hubspot Sales Professional CRM, choosing an administrator for your sales organization is a critical decision. Why? Because the skill and experience of the administrator has the biggest influence on the success of your CRM implementation. CRM administration should not be performed by the owner of the CRM (such as the VP of Sales or Marketing). And it does not belong in the hands of an “admin” or clerical support person with little or no experience managing SaaS applications.
System administrators in an IT department should have no difficulty with the basic functions of a CRM (such as user provisioning and assigning permissions). Beyond that, a trained CRM administrator is essential for companies with 10+ users. In our experience, the role of the administrator for a small organization is not necessarily a full-time position. In the initial stages of the implementation, the role will require more concentrated time (about 50 percent of a full-time position). After going live, managing the CRM day-to-day requires much less time – as little as an hour a day for smaller sales teams. That’s why Bayard Bradford offers the CRM Support Program. For a flat monthly fee, we provide expert “always on” CRM admin support to your sales team.
Harnessing the power of emerging technologies can require you to overcome complex systems integration challenges. Whether within your own organization, with external partners, suppliers or clients, our systems integration team can help. We help you manage the complexity with technology change, from requirements planning to architecture, all the way to testing and deployment.
We utilize the power of APIs to connect your ERP to your CRM to provide intelligence into your sales process from lead generation to customer invoice. We help you drive accountability in sales and operational processes, enabling key stakeholders to make better business decisions with real time information. Using Power BI we develop cost-effective, industrial-grade dashboards that can pull data from virtually any source and make it easy to visualize and understand.
Business Intelligence and Executive Dashboards
Power BI is our Business Intelligence tool of choice. It is a cost-effective versatile, industrial-grade dashboard solution that allows business owners and sales teams to manage and report on the sales pipeline. Managers can easily report on sales activities and manage key accounts in a way that is easy to understand.
For better forecasting, we custom build formulas to more accurately calculate revenue over long periods of time – going beyond the traditional solutions found in off-the-shelf CRM solutions that don’t understand the intricacies of your sales process. Our Power BI tools provide full functionality of Excel spreadsheets without the hassle of managing the data.
Our private equity customers call our dashboards the “ERP for the Top Line”. They trust our work to give them high-quality real-time views into their investment portfolios without the hassle of weekly status meetings and unreliable pipeline reports from static and outdated spreadsheets.
Please contact us for a Demo of our robust Power BI Solutions.