Marijus Andrijauskas Of Teamgate Envisions The New Bots Powered CRM Generation
Generating sales and closing deals is the primary objective of any business. Whether, it’s a startup, one man show or a large enterprise, it must generate revenue to stay in business and grow. Using CRM software can help make more sales but where do you start?
Today I’m talking to Marijus Andrijauskas. He’s the founder and CEO of Teamgate, a complete inbound sales CRM for today’s business. For the last five years, Marijus was working in the IT industry in the USA before Teamgate. Now, he’s a visionary behind the company.
Read on to learn what mistakes people make when choosing CRM, how to increase sales and how AI will transform businesses in the upcoming years.
What is Teamgate and how is it different from other CRM software?
Started in 2012 in Lithuania, we walked a path, founding an answer, can we participate in this huge CRM market competition? Today, we have two offices, customers coming from 100 countries, and much bigger ambitions.
Teamgate’s main purpose is to cover full inbound sales process for business, from lead capturing to opportunity closing, by giving complete insight to improve this process every time. We work with SMB’s mostly.
There are hundreds of well-known CRM’s in the market and thousands of players who want to jump into the game. Every time I hear this question, it gives me a smile. As a founder, I follow and know at least 50 top players. At Teamgate, we know our competitors. You can call yourself a CRM, a platform, a stack or tool set, but your main purpose is to heal customers’ pain. And this pain in SMB’s industry is customer success management. 6 out of 10 of our customers had a failure in their previous CRM experience. So, we know the importance of exceptional customer support, onboarding, and easy-to-use CRM interface. That’s why we keep this line as our primary course to success.
What’s the primary purpose of CRM?
Two types of companies are looking for Vitamins or Painkillers. In the first case, CRM primary purpose is to improve processes, add extra value in business. In the second case, a customer must solve a problem, and he needs change. It is very important to identify that initially; otherwise, you fail if you offer him a vitamin instead of a painkiller.
How to use CRM to increase sales?
If you have one or two long-term customers and you are staying with it, probably you need no CRM. In all other cases, CRM is a must-have tool. There is the only way effectively to use CRM to increase sales or improve the process. You need to understand first. You can’t improve if you do not understand, and you can’t understand if you don’t see things. An effectiveness watches insights, reports, live stats, and analysis. When you see closing conversions, follow lead scoring, track opportunity movement live, analyze your loss reasons, you can understand the picture. And then, you can improve. That is the simple rule to be effective.
What are the most common mistakes people do when using CRM?
Mistakes when choosing: Many companies can’t identify the pain they have in their organization. And this is the common mistake when they choose a CRM. If you want to improve sales, but you put your IT in charge to select a CRM, there is a big risk you will fail, as the priorities will be different.
Identifying requirements. Sometimes, you need task management instead of a complete CRM, so don’t punish yourself, and start with that. Later, you can add other parts. Many companies underestimate their appetite to choose a solution, as they want to cover everything at one time.
Others mistake Poor onboarding, CRM solution that cannot scale, Lack of integrations, Not user-friendly.
Mistakes when you using: The most challenging part about using a CRM is understanding the value of entering data. Many reps are taking the position, when do I need to work if I need to spend the time to fill in data. And this is a circle; if you don’t fill the data, you can’t get a value from CRM. Our experience says that, with a good onboarding, customers can feel the real value from CRM after a couple month. As it returns powerful personal and team insights, improvement guidelines, and even advice. And for the record, there is no more pain to enter data manually if you choose the correct CRM. You can grab data automatically from different sources, social channels, and other software.
What does it take to generate more sales?
I think we forget we are in a people business. When you remember that, you need to focus to understand who your ideal customer is, and you need to draw your buyer’s personal portrait. When you do that, CRM becomes your best mate at work, and it will definitely help to generate more sales. With a right solution, you need to learn who is coming to your website, how to attract them to your landing page, to grab them automatically, and qualify as a lead, use all collected data to convert and close it fast and to do it in a smart way.
How did CRM software has changed in the last decade?
It is changing so fast, with a huge influence on business. Five years ago, we were still talking about SaaS and on-demand software advantages. Today, we are talking about how Business Intelligence (BI) moves to a new era of Artificial Intelligence (AI). And this is an amazing transformation that can change rules into entire industries. And we are glad to be a part of it with Teamgate.
What is the next hot trend in CRM software?
People are crowded with smart gadgets, and they have high requirements and expectations regarding their software. The next trend is here. Forget about difficult charts trying to understand what conclusion you need to improve things. New generation CRM will analyze your entire organization data, and return it as professional advice. It starts with smart bots that return your data in a much faster way. And this is working. Imagine you sitting in your car and asking your Siri about entering a new market, and you getting back the full detail report on how your organization is ready and what you can expect. And this transformation is happening now.
Originally published at forbes.com on February 28, 2017.